Your experience is very similar to ours. We ended up spending about 100K on trade shows in the first 2 years. We learned a lot from speaking with that volume

Your experience is very similar to ours. We ended up spending about 100K on trade shows in the first 2 years. We learned a lot from speaking with that volume of target customers, but once the learning rate tapered so did the value. The number of customers we were able to acquire was disappointingly small. At the show, they love your product, call them later, and they're too busy. Think of what that 8k of spend can do with web marketing. If I had to do it again... less shows.