Use Lensmor for Demand Generation

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Build an event-sourced prospecting brief for one defined audience, then hand selected accounts and contacts to sales with clear qualification context.

When to use this workflow

Use this guide to test an event-sourced audience for outbound prospecting, prepare an account-based campaign, or give sales a qualified research brief. It is most useful when your team can describe one offer, one audience, and the action you want a prospect to take.

Before you start

Review the event preview and available data before paying to unlock it. Event Access and Full Access include different sources; Visitor access requires an active paid subscription and available Visitor coverage. Contact reveal and message generation are separate actions. Review the current access and Credit cost shown in Lensmor before confirming.

Build a segment you can evaluate

• Define inclusion criteria. Write down the industries, markets, company characteristics, and responsibilities that make the offer relevant. Apply only filters available in the current view.

• Keep segments distinct. Use separate Target Groups for different audiences. Do not combine unrelated offers just to increase the number of results.

• Review source quality. Keep the Source context with the research brief. An exhibitor contact and an available Visitor record provide different evidence.

• Agree the handoff rule. Ask sales what information they need to accept an account for review. This is your team's operating rule, not automatic qualification by Lensmor.

Step-by-step workflow

1. Define one pilot segment. Choose the product offer, ideal customer profile, region, and one relevant event. Agree with sales on what makes an account worth contacting and who will follow up.

2. Research and filter accounts. Open Exhibitors and review company context against your criteria. Save compatible filters with Target Group → Save as new so the same segment can be researched at other events. Check matches and coverage each time.

3. Select relevant contacts. Open Attendees and filter by company and the buying roles that match the offer. Review Source evidence and current responsibilities before revealing email or phone details. Keep unanswered qualification questions in your handoff brief.

4. Activate and measure in your tools. Export the selected list or use a configured CRM/outreach integration. Check duplicates and account ownership before launch. Track outreach attempts, replies, accepted meetings, and opportunities in your existing systems to decide whether to expand the pilot.

For the detailed controls, see Work with Exhibitors and Attendees and Save and Reuse Target Groups. Follow Reveal and Enrich Contact Data and Export Contacts when activating your shortlist.

What to prepare

Hand off the event, source, segment criteria, account-fit explanation, relevant roles, owner, and qualification question. Treat researched prospects as prospects, not automatically as qualified leads.

Review the pilot before expanding it

Prepare a brief containing the offer, segment definition, event, source, selected accounts, relevant people, owner, and unresolved qualification questions. Check duplicates and existing relationships in your CRM before activation.

In your outreach and CRM tools, compare attempted contacts, relevant replies, accepted meetings, and subsequent opportunities. Keep those stages separate. If replies are irrelevant, revisit the account criteria and offer before purchasing or revealing more data.

Common questions

Does Lensmor automatically mark these contacts as qualified leads?
No. Event connection and role fit are research inputs. Your team still needs to confirm interest, need, and readiness.

What if the list is too broad?
Narrow one dimension at a time, review a few matching companies, and then select contacts. A smaller relevant segment is a better pilot than a mixed list you cannot evaluate.

Example

A software team can pilot one manufacturing show and one production-operations segment. Sales reviews the selected accounts and tests a relevant conversation before a larger campaign. This is an illustrative workflow, not a customer result.

Check the evidence and limitations

Exhibitor sources connect companies to events. Signals reflect public event-related activity, not confirmed registration. Visitors are organizer or data-partner records where available. Historical attendance and enriched contacts do not establish future attendance, interest, or purchase intent. Review the attendee source guide before making claims in outreach.

Lensmor is not the campaign-sending or revenue-attribution system for this workflow. List volume is not proof of lead quality, attendance, interest, or pipeline.

Discuss your workflow

Need help applying this workflow to your event and target audience? Book a 30-minute Lensmor demo. Bring one event, your target profile, and the outcome you want to prepare.

Explore the Demand Generation solution on the Lensmor website.