Balancing ROI and ROE for Lasting Success

For many event leaders, success has long been measured in numbers — leads captured, deals influenced, revenue generated. And while these metrics are critical, they only tell part of the story. The real power of a well-run event lies not just in what’s measurable, but in what’s memorable.

The most effective events today strike a balance between Return on Investment (ROI) and Return on Emotion (ROE) — delivering on business goals while creating experiences that resonate long after the lights go down.

Here’s how forward-thinking event professionals are redefining success by blending data, emotion, and strategy.

Redefining ROI: it’s not just about numbers anymore

ROI will always matter. It’s the language of stakeholders and the foundation for justifying event budgets. Being able to show the pipeline your event influenced or the revenue it helped generate is essential. But as the role of events continues to evolve, the need to account for ROE — the emotional return on your event — is becoming just as important as ROI.

ROE reflects how your event made attendees feel. Did it inspire them? Spark new relationships? Strengthen their connection to your brand? These emotional touchpoints are often what differentiate a good event from a great one. They’re what attendees remember and talk about and, ultimately, what makes them come back.

Measuring ROE doesn’t mean ditching your traditional KPIs. Instead, it requires layering in more qualitative feedback. Rather than relying solely on Net Promoter Scores or session ratings, consider asking more open-ended questions in your post-event surveys. Did attendees feel heard, valued, or energized? Were they surprised or delighted by any part of the experience? These kinds of insights, while harder to quantify, can offer a more complete picture of your event’s true impact.

Making the most of your tech stack

Thanks to today’s event technology, there’s more opportunity than ever to understand what’s working and optimize in real time. Tools that track attendee behavior, engagement, and sentiment give planners immediate feedback and help avoid relying on post-event guesswork.

For example, live polling and Q&A tools can help you take the temperature of the room and adjust accordingly. Social media monitoring gives you a window into real-time engagement and shows you which sessions, speakers, or moments are making the biggest impact. Press coverage monitoring can reveal media reach and sentiment, while advanced CRM integrations allow you to connect attendance with sales outcomes, helping you tie event participation directly to pipeline.

But having great tools isn’t enough. You need a strong strategy behind them. Before the event even begins, you should know which metrics you’re prioritizing and how you’ll measure them. That alignment across your internal teams and your tech stack ensures your data tells a compelling story when the event is over.

Strong collaboration starts with your go-to-market teams

One of the most overlooked drivers of event success is collaboration, especially with go-to-market teams like sales, marketing, and customer success. These teams aren’t just stakeholders; they’re essential partners in crafting experiences that land with your audience.

Bringing them into the process early pays off. Their perspective on customer pain points, competitive insights, and buyer behavior can help shape everything from session topics to speaker selection. And when they feel like they’ve had a hand in building the event, they’re far more likely to champion it with attendees.

Equipping your GTM teams with the right tools, like clear messaging documents, social media guidelines, or real-time updates during the event, also helps ensure a more cohesive brand experience on-site. And don’t forget to debrief with them afterward. Their direct feedback can often reveal things your dashboards can’t, like why certain conversations led to stronger deals or which sessions truly resonated with prospects and customers.

Designing experiences that leave a mark

The most memorable events are the ones that make people feel something. Whether it’s a moment of inspiration during a keynote, the spark of connection during a networking break, or the sense of calm found in a wellness lounge, these experiences are what create lasting impact.

It starts with intentional design. Before you lock in your venue or build your agenda, ask yourself: how do we want attendees to feel during and after this event?

If your goal is to inspire, you might consider a powerful keynote speaker or immersive storytelling. If you want attendees to relax and recharge, think about building in quiet spaces or wellness activities. Even seemingly small details like lighting, music, or the way spaces are arranged can shape the emotional tone of the event.

The more thoughtfully you design each touchpoint, the more likely you are to create something that sticks, not just in memory, but in long-term brand affinity.

Tie it all back to the bigger picture

No matter how beautifully executed an event may be, it has to tie back to your business objectives. That’s where strategy comes in.

Start by defining what success looks like — not just for the event itself, but for your organization. Are you aiming to generate new leads? Deepen relationships with existing customers? Drive product adoption? Once your goals are clear, your event strategy should follow suit.

A winning event strategy doesn’t prioritize ROI over ROE or vice versa. Instead, it integrates both, recognizing that emotional loyalty often leads to tangible business results down the line.

Remember, not every metric shows up overnight. While some results, like lead volume, can be measured immediately, others, like customer retention or lifetime value, unfold over time. That’s why your measurement framework needs to account for both short-term wins and long-term impact. When you can show how your event contributed to broader company goals, you elevate its value from a tactical execution to a strategic growth driver.

The future of events is human-first and business-led

Events today are no longer just one-off brand moments. They’re strategic tools that can drive growth, deepen relationships, and create real emotional resonance. The most successful event leaders are the ones who can balance ROI with ROE — proving value to stakeholders while building experiences that truly connect with people.

That means leveraging data, collaborating deeply with internal teams, designing intentionally, and always keeping your audience at the heart of everything you do.

Moving forward, balancing ROI and ROE in event strategy will not just be a competitive advantage — it will be the new standard for brands looking to foster lasting, meaningful connections.

🎧 Want to hear more? Tune into our podcast episode where industry leaders from AWS, Encore, and 6Sense break down how they’re navigating the balance between data and emotion in event strategy.