Business Case
- Client: SUSPG
- Industry: Oil & Gas
Winning customers in commercial real estate
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.
Problem
Sustainable Projects Group (SUSPG) approached us with a really interesting need. They were active in a very specific and niche market where finding new potential customers and partners is a challenge. In addition, sales cycles are long and it takes notable effort and capital cost for their sales team to first find the right buyers, effectively and persistently engage with them, and finally convert them into meetings.
Solution
When they started working with Robust Choice, we learned about their offerings and with a couple of data samples (their ideal/current clients), and then we started to build their Total Addressable Market (TAM).
The next step was that we started to find the right executives (In this case property managers, sustainability Engineers, CEOs, COOs and energy experts) inside each target account.
Once a highly accurate database was developed for the client, we focused on designing and executing highly targeted and personalized omni-channel campaigns. Through these campaigns we were able to initiate a good number of conversations between our client and potential buyers, fully automated.
We also re-targeted high value prospects that were not engaged in the original campaigns via the 2nd wave of cadences, fully automated, which resulted into sales meetings.
