$ man apollo-wiki/conference-prospecting

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A mid-size SaaS conference has 500-2,000 attendees. A large industry event has 5,000-20,000. The attendee list drops 2-4 weeks before the event. Most sales teams scan it manually, maybe qualifying 20-30 people before giving up. The rest go unqualified. You walk into the conference with a short list and hope you bump into the right people. That is the old way. The new way: run the entire attendee list through Apollo, qualify by ICP fit, tier the results, and walk in with a prioritized hit list.

PATTERN

1. Get the attendee list (CSV from event organizer, web scrape, or LinkedIn event page). 2. Clean and deduplicate - extract names, companies, titles. 3. Enrich through Apollo - match by name + company to get emails, seniority, company data. 4. Run ICP scoring - company size, industry, tech stack, seniority level. 5. Tier the results: Tier 1 (must meet, schedule pre-event), Tier 2 (find at the event, no pre-outreach), Tier 3 (badge scan and nurture). 6. Route Tier 1 to pre-event email sequence. Route Tier 2 to mobile app for on-site lookup.

PATTERN

From a 800-attendee SaaS conference: 800 names in. Apollo matched 620 (77% match rate). Title filter passed 340 (55% of matches). ICP scoring produced 85 Tier 1, 120 Tier 2, 135 Tier 3. Pre-event outreach to 85 Tier 1 contacts booked 12 meetings before the event started. On-site, the Tier 2 list helped the team identify and approach 40+ qualified contacts they would have walked past otherwise. Total pipeline generated: 3x what the team produced at their previous conference with manual qualification.

PRO TIP

If your conference has a website with speaker/attendee profiles, use web reveal (Clay or direct scraping) to grab the profile pages, then pipe the data into Claude Code for qualification. Claude Code can parse unstructured profile text, extract titles and companies, match against Apollo, and produce a qualified list. This is especially useful for events that do not provide a clean CSV attendee list. The profile pages become your input, Apollo becomes your enrichment layer, and Claude Code ties it together.