The Conference Conundrum: Pay-to-Play, Ego Panels, and Networking Woes

Let’s talk about a topic that doesn’t get enough attention but is painfully familiar to anyone in the world of business, startups, or innovation: the conference conundrum. You know the drill—conferences that charge startups hefty prices to attend, panels filled with “big names” that offer little substance, and networking events where you’d be lucky to get a stale croissant and lukewarm coffee for your €1,000 entry fee.

Now, full transparency: I organize conferences myself. But this isn’t just an excuse to vent—this is a conviction to highlight the flaws in the system and make things better.

Startups Foot the Bill While Investors Watch for Free

Here’s one of the biggest ironies in the conference circuit: investors often get in for free, while startups—the ones usually cash-strapped and hustling—are expected to shell out thousands to attend. That’s right, the very people who are trying to stretch every dollar (or euro or Swiss franc) are often asked to pay the steepest prices.

It’s fascinating when you think about it. Why would anyone charge the companies that are trying to make a dent in the world—and often struggling to keep their cash flow healthy—such exorbitant fees? The logic seems to be, “Well, they need the exposure, so they’ll pay.” But should they? And does it deliver the value promised?

From my experience, many startups are skeptical—and rightly so. The ROI is often unclear, especially when you’re sitting in the audience listening to the same tired soundbites from panels year after year.

Speaker Requests: Exposure ≠ Payment

Another sore point? Speaker requests. I can’t count the number of times I’ve been asked to speak at conferences—sometimes weekly—only to be told that there’s no budget for time or travel costs.

Here’s how it usually goes:

1. They want your name on their program to lend credibility and attract attendees.
2. They want your insights, your brand, and your expertise—for free.
3. And when you ask about compensation, they’ll politely decline because, well, “it’s a great opportunity for exposure.”

The kicker? They’ll often find someone else who will do it for free, usually because the speaker sees it as an ego boost. But let’s be honest: exposure doesn’t pay the bills.

The Halo Effect of Big Names

Most conference organizers love to boast about their panels featuring executives from companies like Bayer, Roche, Novartis, Pfizer, and BMS. The assumption is simple: because these people work at big companies, they must be experts on the topic.

But here’s the uncomfortable truth: working for a big company doesn’t necessarily make you the expert. Often, these executives bring little beyond their job title to the discussion. Meanwhile, true experts—those doing groundbreaking work or with deep insights—are overlooked because their name doesn’t have the same halo effect.

And yet, the audience keeps showing up, drawn by the allure of these big-name speakers. It’s a frustrating cycle, and it leads to panels that are predictable, dull, and rarely offer anything new.

Pay-to-Play Panels

The real issue, though, is pay-to-play. Many panels are filled with people who are there because their company sponsored the event—not because they’re the best person to address the topic. This model rewards budgets over brilliance and creates a stage where thought leadership takes a backseat to commercial interests.

The result? Panels that feel like extended sales pitches. Conversations that lack depth. And an audience that walks away wondering why they paid so much to hear so little.

The Sad State of Networking Events

Let’s not forget the networking events. You’ve already paid hundreds—or even thousands—of euros or francs to attend the conference, and then you’re expected to schmooze over the most basic catering imaginable. Dry sandwiches, a cheese plate that’s seen better days, and if you’re lucky, a bottle of mediocre wine.

For all the talk of “premium experiences,” the reality often feels far from it. A decent event should make you feel like your investment was worth it—not like you’re being nickel-and-dimed at every turn.

How I’m Trying to Make It Better

Yes, I organize conferences. And yes, I’m venting a bit. But I’m also deeply convinced that this model needs to change.

• Startups Deserve Better: Conferences should support startups, not exploit them. If they’re the lifeblood of innovation, why are they being charged the most?
• Speakers Should Be Valued: Asking someone to share their expertise should come with fair compensation—or at least cover their travel and time.
• Panels Should Deliver Value: A great panel isn’t about big names; it’s about meaningful insights, real debates, and newsworthy content.
• Networking Should Be a Highlight, Not an Afterthought: Invest in the experience, from the food to the atmosphere. It’s often the most valuable part of any conference.

The conference industry can—and should—do better. It’s time to stop coasting on outdated practices and start prioritizing real value for everyone involved. After all, isn’t that what conferences are supposed to be about?