Project Extranet Lead Generation for Enterprise Collaboration Vendor
The Client
Our client is a market leading provider of web enabled project collaboration software and services to the construction, retail and utility sectors. Their technology provides a powerful online collaboration software solution that allows users to manage a range of projects across every stage. The solution is proven to reduce distribution and administration costs, increase productivity across teams and improve performance on future projects.
The Campaign
The collaboration software market within the UK construction industry is a challenging and competitive environment. Software vendors compete for a slice of the £69b total industry yearly spend in what has become a very price sensitive market. Following another successful year our client’s Managing Director was keen to ensure the development of a healthy new business pipeline.
Martrain were commissioned to uncover new business opportunities in 50 of the top 100 UK Main Contactors – a territory heavily populated by competitor vendors.
From a target list of 50 accounts Martrain fully profiled each identifying the organisations structure, divisions, project teams, business drivers, collaboration software landscapes, buying centres and key decision makers in IT, Design and Project Management.
Now fully informed about each individual account Martrain were able to approach each prospect on an educated and strategic level.
The Results
A total of 13 new business opportunities where identified:
• 7 with high value Enterprise Level License Opportunities.
• 6 with ‘quick win’ individual Project Level Opportunities.
• 18 with competitor vendor Enterprise Level Agreements with future reviews dates.
In addition our client received an accurate and up-to-date picture of each target account, a detailed database and an overview of the collaboration software scenario in the UK Main Contractor market, enabling more effective sales and marketing positioning.