Business Case
Sustainable Projects Group
CLIENT
Sustainable Projects Group
WEBSITE
Show Website
INDUSTRY
Energy
EMPLOYEES
11-50
HEADQUARTER
Calgary,Alberta
Sustainable Projects Group is a design-build energy efficiency company working with industry leaders to help accomplish their energy savings goals by providing them with the expertise, knowledge and tools needed to do so.
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The Problem
The client had issues finding the right companies that would match their ideal customer persona. Most of their sales came from referrals and they had trouble scaling up their business into new markets within Canada and the US.
Our Solution
We designed and executed a highly targeted ABM (Account Based Marketing) campaign that had the following specifications:
- Receiving soe sample data of client’s current/ideal customers
- Finding the right companies through reverse engineering and using firmographic data, concepts and keywords used on their website and social media.
- Rating the companies with the help of client to identify their priority
- Finding the right executives(In this case Energy Managers, Property Managers, CEOs and Facility Managers) inside each account
- Initiating the conversation between our client and potential buyers via LinkedIn & Email through a 3-7 touch point cadences
- Providing specialized ABM dashboard for reporting and tracking every movement of prospect all the way inside the funnel
- Retargeting high value prospect that were not engaged in the original campaign via the 2nd wave of cadences
Results
1836
Targeted Companies
6364
Targeted executives
30%
Connectivity
35.2%
Engagement
Hot result
We were able to open a 30 million dollar opportunity for the client through connecting and engaging with the right executives inside the right accounts.Â
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