Infosecurity Europe is one of 500 events organised by Reed Exhibitions worldwide. The Reed Exhibitions business had reached a plateau with a number of its international Trade Shows. Whilst competitors were continuing to grow, the client faced ongoing growth constraints. The business accepted that there was a need to break old habits and asked us to use one of its largest shows as a pilot to develop a customer-led strategy.

Our analysis of the market and customers highlighted that there were opportunities for growth in three areas – fixing the basics, extending the exhibition into an event and moving into being a relationship business. A key element of the work was to help the business understand that it had a variety of customer types, each of which had differing needs that Infosecurity Europe could support.

The work resulted in a significant cultural change within the pilot business. Moreover, we also created a blueprint that is now being used across the group to replicate the success in other units.

Kerry Prince | Portfolio Director | Reed Exhibitions

“Comotion pushed us to think differently, they changed the focus away from the business, towards the customer and what was important to them.”

rx case study


Graham Ruddick

LinkedIn – Graham Ruddick

Twitter – Graham Ruddick

Article by Staff Writer