Events are a massive part of MedTrainer’s go to market motion. The team attends around 80 events a year, spanning national conferences and smaller state level shows. Their buyers want to be in person, and MedTrainer wants to be there with them.

The problem was everything that happened around lead capture.

Even when badge scanners worked as promised, there was always a delay. Two to three business days at best. Often closer to seven or ten. That lag slowed follow up and eroded context. People forgot conversations. Notes got fuzzy. Momentum was lost before it ever had a chance.

Data quality was also inconsistent. Some lists were solid. Others came back with little more than a name and company. In a few cases, scanners failed entirely and entire chunks of leads were lost. When you do enough events, those failures add up.

On the operations side, things were just as messy. Pre event lists arrived in different formats every time. PDFs. Spreadsheets. Inconsistent fields. Fixing those lists required hours of manual scrubbing just to make automation possible. For event managers on site, lead capture often meant juggling business cards, badge photos, handwritten notes, and phone screenshots, all of which had to be reconciled later in a spreadsheet.

It was slow, error prone, and exhausting.

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MedTrainer standardized on Mobly for everyone who attends events. Sales, marketing, events, and solutions consultants all use the same workflow.

Instead of relying on whatever lead retrieval system an event happened to offer, the team used Mobly to capture leads, add notes, and assign follow up in the moment. While conversations were still fresh.

Mobly’s Salesforce integration became the backbone of their process. Leads no longer lived in limbo waiting for a scanner file. The data was already there, portable, and ready to use. The team could build a follow up plan immediately after the event and push clean, contextual data straight into Salesforce.

They also used Mobly for enrichment in two key ways. First, enriching pre event lists so they could run outreach before a show. Second, enriching leads on site so contact details were available within minutes after capturing a badge or entering basic information. That eliminated a huge amount of manual work and removed their dependency on event provided data.

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The difference showed up quickly.

Follow up got faster because the team no longer waited days for lists to arrive. They could act while details were still clear. From an operations standpoint, list prep time dropped dramatically. What used to take around five hours of active work per list was reduced to roughly 20 to 30 minutes, with better accuracy.

Mobly also removed a lot of risk from events. When badge printers failed, scanners broke, or smaller events offered no lead retrieval at all, the team still had a consistent way to capture and enrich leads. No scrambling. No post event chaos.

From an ROI perspective, the decision was straightforward. The cost of Mobly was effectively cost neutral compared to renting scanners over and over again, with additional savings from reduced manual labor and faster execution. Just as important was the partnership. The MedTrainer team highlighted responsive support, flexibility as their sales process evolved, and the ability to adapt workflows without friction.

Today, MedTrainer runs events with a consistent system they trust. Leads are captured reliably. Context is preserved. Follow up happens when it should.

Events finally feel like a channel you can measure, improve, and scale instead of a mess you clean up later.

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