How do you know if a B2B meeting marketplace is worth the investment?

The pilot approach

Don't commit to a year upfront. Negotiate a 2–3 month trial. Aim for 10–20 meetings during that window. Qualify hard: make sure people showing up are legitimate prospects, not tire-kickers.

What to measure

Meeting-to-qualified-lead rate: Of the meetings that actually happen, how many are real opportunities? Anything under 25% suggests bad matching. Average deal size from marketplace vs. other channels: If marketplace deals are much smaller, ROI won't work. Cost per qualified lead: Divide total platform fees by leads that passed qualification. Compare this to your other customer acquisition channels.

Red flags

If after 15 meetings you've had three no-shows and zero qualified leads, the platform isn't right for you. If it is working but margins are thin, factor in your team's time handling bad meetings.