Context
Manufacturer of industrial-grade labels and identification systems for heavy equipment. Buyers exist across manufacturing, but are not accessible through standard B2B data tools.
The problem
ICP not reachable through Apollo, ZoomInfo, or similar tools. Buying decisions involve multiple departments, so procurement and technical stakeholders both need to be mapped. No established outbound motion existed.
What changed
- Built datasets from niche industrial directories not indexed by standard enrichment platforms.
- Qualified accounts based on product type, equipment use, and operational relevance.
- Mapped both procurement and technical stakeholders per account.
- Structured outreach to enter the buying cycle before RFPs or formal vendor reviews.
Outcome
- Targeted access to relevant manufacturers previously unreachable through standard tools.
- Multi-stakeholder mapping enabled coordinated outreach across the buying committee.
- Engagement initiated earlier in the buying cycle, ahead of vendor consolidation.
