How Brightcove Booked 12 NAB Meetings and $720K+ Pipeline in 30 Days
From cold list to 12 NAB meetings in 30 days. A time-boxed event GTM sprint that produced 35 meeting-ready leads, 12 qualified meetings, and $720K+ in pipeline before the conference.
The problem we stepped into.
Brightcove had a high-stakes conference window approaching and the pipeline going in did not match expectations.
The team needed qualified meetings booked before the event, without pulling sales reps off live deals to run campaigns.
Speed mattered.
Quality mattered more.
| Tool / Channel | Before | Optimization | Result |
|---|---|---|---|
| Event GTM | Reps running ad hoc outreach | RevenueFlow-owned content + outreach for 30-day window | 35 meeting-ready leads |
| Qualified meetings | Below target going into NAB | Targeted email + LinkedIn motion | 12 booked before the event |
| Reply management | Reps triaging in inbox | Managed by RevenueFlow | Reps stayed on live deals, not on email |
“RevenueFlow felt like part of the house from day one. I would recommend them to anyone with extreme ownership who wants to change their pipeline from one day to the other.”
What we built across the engagement.
Same intelligence system we run on every engagement: diagnose, architect, launch, compound.
Audit + event ICP build.
Mapped the NAB target list of accounts the team wanted at the booth. Defined buyer personas tied to the conference window. Time-boxed playbook scoped to fit a 30-day GTM sprint.
Outbound infrastructure (in days).
Email and LinkedIn outbound stack stood up inside a week, not weeks. Messaging built around the conference window. Sequences live and sending fast. the speed of stand-up was the unlock.
Multi-channel motion + calendar routing.
Targeted email and LinkedIn outbound running for 30 days. Hot replies triaged and qualified by RevenueFlow. Meetings dropped onto reps' calendars so the sales team stayed on live deals, not on email.
Weekly review + repeatable playbook.
Weekly iteration mid-window on what was converting. The motion is now a repeatable event GTM playbook the team can deploy ahead of every conference. 12 qualified meetings and $720K+ in pipeline before the event.
Results in a nutshell.
| Metric | Before RevenueFlow | After RevenueFlow |
|---|---|---|
| Pre-event meetings | Below target | 12 qualified meetings |
| Meeting-ready leads | Limited | 35 |
| Pipeline generated | Falling short | $720K+ |
| Time to launch | Weeks of internal lift | Live in days |
Hear it from Brightcove.
Pedro Zambujo · Sales Lead, Brightcove
Scaling together.
The event motion is now a repeatable playbook the team can deploy ahead of every key conference window.
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