Xentral’s staff-focused booth drives leads at Berlin Expo

Xentral, the Augsburg-based cloud ERP provider, returned to the larger venue of the E-commerce Berlin Expo 2026 after a successful showing the previous year.

Pre-show momentum built through outreach

In the weeks before the expo, the firm launched LinkedIn posts, email newsletters and direct invitations to its existing client base and partner network.

Marketing head Jörg Hipper said the goal was to arrive with a queue of interested visitors rather than start from zero on opening day.

People-first stand drove real engagement

The company chose a modest floor area, stripped of large graphics or interactive installations, and focused resources on staff presence.

According to Hipper, sales, partner management and marketing representatives were all on site, allowing any visitor to receive a knowledgeable response immediately.

That approach turned the space into a mobile headquarters where product demos could be run on the spot without waiting for a specialist.

“The personal, in-person exchange was really the core of it, and that’s where the value came from,” Hipper explained, noting that human interaction outweighed any visual spectacle.

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From a strategic standpoint, the decision to secure an early, well-located spot proved as important as the staff composition, ensuring foot traffic reached the modest area.

While the exhibit lacked flashy elements, the presence of cross-functional personnel created an environment where questions were answered promptly, supporting trust among attendees.

A prospect already deep in negotiations stopped by, asked final questions, and confirmed the contract would be signed the next day.

The event also generated a batch of new leads, many of which were already qualified enough to move into concrete sales opportunities.

Strategic preparation and measurable impact

Pre-event outreach spanned LinkedIn posts, email newsletters and direct invitations to customers, prospects and partners. The campaign aimed to create momentum before doors opened, a tactic often missed in trade-show plans. Organisers noted that this effort produced a noticeable lift in day-one traffic, confirming the value of early engagement. The approach aligned with Xentral’s long-standing practice of generating strong conversations at industry gatherings.

Beyond new business: nurturing existing relationships

Existing customers also visited the stand, seeking quick assistance or informal catch-ups. Their presence highlighted that a booth serves both acquisition and retention purposes. Staff members provided practical support, reinforcing the brand’s reliability for current users. These interactions reminded the team that relationship building extends beyond first-time meetings.

Xentral is a cloud-based ERP system based in Augsburg, Germany. It connects online shops, marketplaces, warehouse, shipping and accounting in one place, solving a problem growing e-commerce companies know well: orders, inventory and invoicing spread across a pile of disconnected tools and manual steps. Their typical customer is a merchant in the DACH region with roughly 10 to 200 employees, selling physical products through online shops, marketplaces and their own stores.