What ICM looks like at scale: 372 pages in 3 days
Update from the floor at eMerge Americas 2026 in Miami. Before I drove down, I built every exhibitor at this conference their own custom landing page. One person, 3 days, 372 unique sites, each one tuned to a specific company's stack, brand, and AI posture. Forget the logo-swap template thing. Each page is real research. Every site has: - A Big-4-grade read on the company (filings, leadership moves, where AI actually shows up in their stack) - Their brand kit pulled live from their own site (logo, color palette, typography, voice) - A specific thesis on where Eduba fits inside what they already have - Matching case studies from our book of work, routed by vertical - Our 60/30/10 rule applied to their stack, showing exactly where traditional code, rule-based logic, and AI each belong in their environment - My Calendly at the bottom When I walk up to a booth, I already know the company. They already have a page. The conversation starts three beats ahead of where it normally starts. āāā The part nobody is talking about yet. 372 pages is the headline. The bigger unlock was what came after. Once every exhibitor had a page, I fed the whole list back through the folder system and had it score each company across a tiered rubric I wrote: deal size fit, stack readiness, decision-maker presence on the floor, vertical match to active Eduba case studies, and signal strength from their recent moves. Out came three tiers: - Tier 1 (hit first, hit hard): companies where the thesis is strongest and the buyer is likely walking the booth - Tier 2 (warm pass): worth a 5-minute stop, drop the page link, follow up - Tier 3 (skip or graze): acknowledge, move on Then I asked it to build me a walking game plan. Booth numbers, floor map, tier order, clustered by physical location so I wasn't walking the same aisle twice. Morning route, afternoon route, with buffer built in for the Tier 1 conversations that were going to run long.