Vimeet is a B2B event matching platform inside ComExposium, the 4th largest trade show producer globally. They run both a production business (owning and co-producing conventions) and a SaaS platform that other organizers use for event matchmaking.

Sales Director Antoine Delecourt had no outbound strategy: pipeline came entirely from word-of-mouth, organic traffic, and referrals. The team manually scanned public tender platforms every morning, spending 20 minutes on keyword alerts that missed more than they caught. Email deliverability had fallen to 50-60%, open rates to 20%. The growth ceiling was real.

Large event groups are also opaque about their internal organization: “We tend to waste time and energy trying to enter through a door that isn't the right one,” Antoine said.

• +33% overall pipeline generated from a channel that historically never existed. In 2.5 months, the team built €50-60K of pipeline from scratch: “One in four of our deals now comes from Tamtam, which is enormous for a channel that didn't exist.”
• 1 month to setup outreach from zero outbound function to live signal-driven prospection.
• 10x ROI projected on the Tamtam investment, with a year-one revenue target of €100-200K from new event clients.

Data quality recovered too: email deliverability went from 50-60% back to 80%, open rates from 20% to 40%. The team now spends 2-3x more time selling versus prospecting. “Tamtam is the first stage of the rocket,” Antoine said. “You can have the best copywriting, the best sequences. But if you don't have a qualitative, well-enriched database, you're starting from nowhere.”

Tamtam monitors custom buying signals for Vimeet: public tenders mentioning B2B matchmaking, competitor platforms appearing on event websites, activity in the livetech community, hiring patterns. Signals combine into a maturity score that orders the call list. The automated tender scanning replaced the 20-minute daily manual ritual.

Using existing clients as seeds, Tamtam generates lookalike companies with title-aware matching, which is critical in events where job titles are rarely standardized. The team receives up to 100 leads weekly. Each lead lands with a call brief: icebreakers and talking points used daily before outreach. “My teams go twice as fast for database generation, enrichment, and data extraction,” Antoine said.

Org chart analysis lets the team understand group structures and target the right business units with relevant case studies. “If we can't get in through the door, we'll go through the skylight.” Antoine's success triggered group-level adoption discussions inside ComExposium.