Case study B

Our client approached us on recommendation and exposed his plan to penetrate the market and strengthen the root of their pipeline. Their SaaS solution for crisis management had the perfect timing for launching since the awareness for crisis management solution was at the highest level world wide. Penetrating the market is always a grand challenge even for those who have the perfect product. This is where we and our demand generation specialist step in. 

We analyze the product and the market fit. 

Afterwards we do the necessary research in detail up to the point where we find the decision makers that match the profile for the product. 

Our client`s SaaS product for crisis management needed to approach several target markets and industries, since the product itself has widely applicable nature. Since the product is dealing with crisis management for situations such as severe floods, hurricanes, natural disasters, pandemic or any type of a “crisis” it is tightly connected to the “security” department of all kinds. This directed the research towards 10 industries:

  • Financial Services
  • Pharmaceuticals
  • Consumer Goods
  • Consumer Services
  • Transportation
  • Trucking
  • Railroad
  • Maritime
  • Food Production 
  • Banking,

We also decided to narrow the geographical targeting to 5 European countries: 

  • Uk
  • Sweden
  • Netherlands
  • Norway
  • Germany

After defining the territory and the industries, we conducted a research on the titles that would be most suitable to approach for our clients product and selected the titles:

  • Crisis management
  • Business continuity
  • Head of security
  • Head of emergency management
  • Resilience specialist
  • Chief security officer

Defining the titles target leads us to going into deeper research on the buyer’s persona profiling and finding the right communication tools to deliver the message for our client’s product. Creating the personalized message sequences is crucial for establishing the positive communication and winning the decision makers time to introduce the product. 

Our strategy with the conducted campaign resulted in:

  • more than 60+ leads in the first month
  • 10 scheduled meetings 
  • 10 prospects in  the process of negotiating the time for a meeting 

This result is exceeding the average result of a marketing campaign and is equal to twice higher rate than the average rate of sales meeting discovered during a campaign.