Case Study - Using the Wisdom of the Masses in the B2B Lead Generation Process


Introduction #1
B2B Lead generation is really about one thing: finding the right company and finding the right professional within that company.


The lead generation process can only begin when you have someone relevant to talk to.


Introduction #2
An surveillance company expressed interest in the Polish market. They were looking for distributors or surveillance companies that would be interested in integrating their technology. 


Work Process:
This surveillance company was looking for Polish companies who offer very similar technologies.

Our task was to find these relevant companies in Poland and to find the relevant contacts within these companies.


The challenge here was that we were dealing with a very niche and and relatively new market.  


Using the research methods and tools that we developed - simply did not work.


We found very little information.


What we did know is that a direct competitor was very active in the market, therefore the information we were looking for had to be somewhere.


The Defense Line is Always Breakable



This has always been our approach to marketing and lead generation.


When our client wants to reach a specific market - and it seems blocked - we will always find our way in.


Lead Generation Carpet Bomb Strategy

We decided on a new approach: to carpet bomb the market.


It had to be done in a way where we could launch a massive outreach campaign and get relevant senior management professionals in the Polish market to share the critical information we were looking for.


In other words: "Wisdom of the Masses" (crowdsourcing)





Because somebody out there knows something and somebody will cooperate with us.


Nothing new about this lead generation approach - its really a question of how it's done.


Campaign Summary
After tweaking the content and approach time and again we were able to come up with very relevant information/leads for this surveillance company in the Polish market.


It was a smashing success.


The beauty of it all is that thanks to this challenge we were faced with we were able to turn into a learning opportunity and today we are applying this method to all companies.


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