Business Case
- Client: MachineSaver
- Industry: IoT
Winning customers in a highly niche market
Machine Saver Inc. provides the next generation solution in machine protection. Machine Saver’s VTBNet 3 Axis Vibration Temperature and Bearing Network was designed with the purpose of providing the most efficient, cost effective all in one solution to continuously protect and monitor the condition of machinery.
Problem
Machine Saver approached us with a really interesting requirement. They were active in a very specific and niche market where finding new potential customers and partners is a challenge. Also, sales cycles are long and it takes a lot of effort and capital cost to first, find the right buyers, engage with them, and 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) we started to build their Total Addressable Market (TAM).
Then, we started to find the right executives(In this case Maintenance Managers, Reliability Engineers, CEOs, COOs and Vibration experts) inside each account
The next step was all about designing and executing a highly targeted and personalized omni-channel campaign. Through these campaigns we were able to initiate a good number of conversations between our client and potential buyers.
We also re-targeted high value prospects that were not engaged in the original campaign via the 2nd wave of cadences, fully automated, which resulted into sales meetings.
