Sponsors have always been a crucial source of revenue for events, and that is even more true now that virtual and hybrid events are as common as in-person meetings. With so much competition for audience attention, how can you ensure that you’re still offering competitive and valuable in-person, virtual and hybrid event sponsorship package options? How can event platforms make the difference?

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Since the widespread adoption of virtual events in 2020, there have been some clear challenges regarding the value of sponsorship packages for virtual events. A recent study by UFI and Explori revealed that exhibitors think in-person events are better than virtual events for ROI, representing their brand, generating leads, overall experience, and networking. However, it appears that familiarity with virtual can change these attitudes. The same research discovered that as exhibitors become more familiar with virtual events, they begin to see the value virtual event sponsorship packages can provide through ROI and leads generated. 

Some common sponsor goals include:

Despite some of the early challenges, virtual events have created more opportunities than ever before for sponsors to increase their brand awareness and connect with their communities. Event planners must understand their sponsors’ goals and clearly present sponsorship packages tailored to achieving those goals to capitalize on this. 

An event sponsorship package is essentially your “pitch” on why potential sponsors should choose your event over other events or channels they could invest their budget. That’s why it’s critical to understand the goals and objectives of any existing and potential new sponsors.

More than ever, sponsors are demanding customized event sponsorship packages with the best ROI available. Two benefits sponsors value most are: 

1. The ability to establish connections with attendees
2. Opportunities for maximum brand exposure.

You’ll want to offer as many opportunities as possible for face-to-face interactions, in-person and/or online, depending on the format of your event. You’ll also need to provide sponsors with high-visibility opportunities to share their brand messaging into your event content wherever possible. Address all of these needs in your event sponsorship package offerings, and you’re guaranteed to yield excellent event revenues and loyal sponsors who return year after year.

The two most common ways to approach building event sponsorship packages are:

1. Tiered Sponsorship Model: This is the traditional approach where a variety of features are included in the event sponsorship package offerings, depending on the sponsorship level
2. À La Carte Sponsorship Model: This approach is commonly used to serve sponsors with specific needs or goals, so flexibility and customization in their event sponsorship package are key

1) The Tiered Sponsorship Model

Here is a step-by-step breakdown of how to build a tiered sponsorship model that includes event technology features:

Step 1: Create Tier Levels

Tiers are commonly labeled as Platinum, Gold, Silver, and Exhibitor, but you have lots of creative freedom to name the levels whatever you think best fits your event theme or brand. It’s your chance to make it sound fun and appealing to sponsors. 

Remember that both your in-person event app and virtual event space provide plenty of opportunities for visual cues to signal sponsorship level. When choosing labels for your virtual events, it’s a good idea to think about what sorts of badges or ribbons you can use to highlight each level of sponsorship. Every part of the virtual conference sponsorship package should help to elevate the sponsor’s status and drive traffic to their virtual booths.

Step 2: Decide Quantities Per Tier

The next step is to determine how many event sponsorship packages of each tier level you need to sell in order to achieve your event revenue goals. The more limited the quantity, the more you can charge for the sponsorship package because of its exclusivity. This will also encourage sponsors to commit earlier so you’re able to better predict your revenue and plan your event.

The same principle applies to the features included within each sponsorship tier — especially the most high-value offerings like prime scheduling slots for branded content. When it comes to the virtual sphere, your most popular sessions are equivalent to the trade show floor space that draws the highest foot traffic. If only your top sponsors are allowed to contribute to a keynote panel discussion, for example, exhibitors will rush to snatch up your premium event sponsorship packages. 

Step 3: Distribute Sponsorship Benefits Per Tier 

The higher and more exclusive the tier, the greater the number of high-value benefits. Here at EventMobi, we help our clients develop their event sponsorship packages so that they take full advantage of the benefits available through both your mobile event app and virtual event space. Below is a tiered sponsorship example for events:

2) The À La Carte Sponsorship Model

The à la carte sponsorship model is an alternative model for sponsors seeking to achieve specific goals or outcomes. This can include attendee engagement or brand exposure. Below is an example of à la carte sponsorship offerings based on the event lifecycle stages.

1. Pre-Event

Marketing Communications

2. During the event

Digital Brand Exposure

Attendee Engagement

• If your event uses gamification, include challenges where attendees need to visit sponsors’ exhibitor booths (either physically or online) to collect codes. Award extra points and prizes for more in-depth interactions with sponsors.
• Promote sponsor offers and/or giveaways that can be included in gamification challenges or sponsored raffles. 
• Enable sponsors to connect with attendees via sponsored group discussions, private chat, and 1:1 meetings.
• Help sponsors create a more personal connection with attendees by hosting breakout sessions with targeted groups, either on-site or in interactive breakout rooms online. 
• Send targeted alerts or push notifications with the sponsor’s logo.
• Send sponsored emails to a targeted segment of your audience.

On-site Brand Exposure

3. Post-Event

• Include the sponsor’s logo and/or mention them in the post-event email or survey sent to attendees.
• Incorporate sponsor content into an ongoing library of on-demand video content, embed links to their virtual booth or website and add contact information in the session description.

Next Steps: Designing Your Event Sponsorship Packages

The fundamentals of event sponsorship packages remain the same whether the event is in-person, hybrid or virtual. Sponsors are looking for opportunities to connect with your attendees and maximize their brand exposure. 

The rise of virtual and hybrid events means that event tech has become a mainstay of the event industry, with the in-person audience at hybrid events reliant on event apps to stay engaged and informed. And as you may have noticed from our list of à la carte sponsor features, many sponsor benefits apply equally to the in-person mobile event app as to the virtual event platform.

The important thing is to provide your sponsors with the option to choose the right event sponsorship package for their needs. Do they want you to make it simple for them by creating all-in-one packages using a tiered model? Or would they rather have the flexibility of an à la carte system? Mobile event apps and virtual event platforms make it easy to incorporate both approaches into your sponsorship model.