Earlier this year, the founders of event analytics platform Hubilo pivoted to become a virtual events platform to survive the impact of COVID-19. Today, the startup announced it has raised a $4.5 million seed round, led by Lightspeed, and says it expects to exceed $10 million bookings run rate and host over one million attendees over the next few months.

The round also included angel investors Freshworks chief executive officer Girish Mathrubootham; former LinkedIn India CEO Nishant Rao; Slideshare co-founder Jonathan Boutelle; and Helpshift CEO Abinash Tripathy.

Hubilo’s clients have included the United Nations, Roche, Fortune, GITEX, IPI Singapore, Tech In Asia, Infocomm Asia and Clarion Events. The startup is headquartered in San Francisco, but about 12% of its sales are currently from Southeast Asia, and it plans to further scale in the region. It will also focus on markets in the United States, Europe, the Middle East and Africa.

Vaibhav Jain, Hubilo’s founder and CEO, told TechCrunch that many of its customers before the pandemic were enterprises and governments that used its platform to help organize large events. Those were also the first to stop hosting in-person events.

In February, “we knew that most, if not all, physical events were getting postponed or cancelled globally. To counter the drop in demand for offline events, we agreed to extend the contracts by six more months at no cost,” Jain said. “However, this was not enough to retain our clients and most of them either cancelled the contracts or put the contract on hold indefinitely.”

As a result, Hubilo’s revenue dropped to zero in February. With about 30 employees and reserves for only three months, Jain said the company had to chose between shutting down or finding an alternative model. Hubilo’s team created a MVP (minimum viable product) virtual event platform in less than a month and started by convincing a client to use it for free. That first virtual event was hosted in March and “since then, we’ve never looked back,” said Jain.

This means Hubilo is now competing with other virtual event platforms, like Cvent and Hopin (which was used to host TechCrunch Disrupt). Jain said his company differentiates by giving organizers more chances to rebrand their virtual spaces; focusing on sponsorship opportunities that include contests, event feeds and virtual lounges to increase attendee engagement; and providing data analytic features that include integration with Salesforce, Marketo and Hubspot.

With so many events going virtual that “Zoom fatigue” and “webinar fatigue” have now become catchphrases, event organizers have to not only convince people to buy tickets, but also keep them engaged during an event.

Hubilo “gamifies” the experience of attending a virtual event with features like its Leaderboard. This enables organizers to assign points for things like watching a session, visiting a virtual booth or messaging someone. Then they can give prizes to the attendees with the most points. Jain said the Leaderboard is Hubilo’s most used feature.

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