Client Overview:
Our Client is an IT and cybersecurity Solutions organization that provides managed services to manufacturers. Their expertise in ERP-enabled manufacturers led them to target users of Global Shop Solutions, a solution with strong adoption across Manufacturing Industries.
The Challenge:
Our client had a database of around 400 Global Shop Solutions customers. They knew that the platform served more than 1,000 manufacturing companies. Their challenges were:
- Limited market coverage: Their database had plateaued, and it wasn’t easy to source new prospects.
- Duplicate risk: Without a reliable method to identify and remove duplication, they were cautious about spending money on external data.
- Need for net-new leads required: Their sales team required new, verified global shop solutions users for precise targeting without wasting money on contacts they already had.
The Solution:
Thomson Data offered a tailored solution to meet the client’s specific targeting needs:
- Targeted Contact List: A verified list of 5k+ contacts identified as Global Shop Solutions
- Secure de-duplication process: Our client provided Thomson Data with its in-house list by signing an NDA. They were subsequently provided with a clean, de-duplicated, non-overlapping data set of companies they didn’t possess, enhancing data quality.
- Proactive support: The Thomson Data team advised a strategic approach, suggesting expansion into other ERP segments and mid-sized manufacturing companies to assess future possibilities.
The Results:
- 45% Improvement in Lead Effectiveness: Since duplicate records were removed, every outreach attempt was aimed at new potential customers, improving email open and engagement rates.
- 23% Improvement in Qualified Opportunities: List sanitization gave our client’s sales team the ability to find net-new accounts, exactly targeting their ICP (Ideal Customer Profile).
- 4X: Estimated ROI Increase: Based on campaign performance measurements, our client experienced 3.4x return on investment with Thomson Data within the initial outreach cycle, above what they had previously done with internal data campaigns.
Conclusion
Our Client wasn’t in the market for mere data; they were searching for accuracy. With Thomson Data, they got an accurate, deduplicated list of verified global shop solutions ERP users, allowing them to scale their outreach effectively and generate high-quality conversions.
