We had to adjust our sponsorship strategy when the COVID-19 pandemic hit, and in-person events were canceled. Our original plan was to sponsor live conferences to connect with potential clients. When those events were no longer an option, we quickly switched to virtual sponsorships. We shifted our focus to sponsoring webinars and online industry events so we could maintain visibility and engagement with our target audience. By sponsoring virtual events we could showcase our expertise through speaking opportunities and branded digital content. We stayed connected with prospects and expanded our reach to a global audience and ended up with a bigger pipeline than we expected. We liked virtual sponsorships so much we've continued to include virtual elements in our sponsorship strategy even as in-person events have come back.