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Strategic Account Intelligence: Transforming the Reverse Mobile Supply Chain with Advanced Analytics
Impact
0%
increase in conversion rates and increasing pipeline value by $5M within the first year through targeted key account insights
0%
increase in client engagements, directly impacting sales strategies and outcomes
0%
higher annual reach growth, with customized strategies leading to a 40% uptick in solution adoption among target accounts
100
more firms covered for intelligence solution, enhancing strategic impact and strengthening client trust
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Client
Industry Leader in Robotics and Automation Software for the Mobile Device Supply Chain
Products
Industry Leader in Robotics and Automation Software for the Mobile Device Supply Chain
Industries
Reverse Mobile Device Supply Chain
target geo
Global
business objective
A foremost provider in the reverse mobile device supply chain sought to deepen insights into their key accounts, specifically within Third-Party Logistics Providers (3PL), Mobile Network Operators (MNOs), and Mobile Virtual Network Operators (MVNOs). The goal was to map out decision-making structures to inform growth strategies and maximize annual recurring revenue across their portfolio.
Our solution
- Strategic Account Mapping: Leveraged advanced marketing automation and analytics to refine Ideal Customer Profiles (ICP) and implement a comprehensive lead scoring system. This approach enabled a deep dive into existing key accounts to delineate primary personas and uncover additional potential contacts within the account’s ecosystem
- Market Expansion: Executed a detailed market sizing and segmentation exercise, uncovering a total addressable market of 800 MNOs and 1250 MVNOs. This strategic analysis provided essential insights to underpin the client’s global initiatives, focusing on industries predisposed to adopting robotics and automation solutions
- Scalable Engagement: Achieved a consistent output of mapping and delivering actionable intelligence for 30 key accounts weekly, thereby enhancing the efficiency and effectiveness of client engagement strategies. This scalable model was adeptly aligned with the client’s ambitious global expansion plans and industry-specific targeting
Outcome
- Implemented strategic solutions pinpointing industry decision-makers, boosting conversion rates by 25% and increasing pipeline value by $5M within the first year through targeted key account insights
- Market Reach Expansion: The analysis pinpointed a sizable market, yielding a 20% annual reach growth, with customized strategies leading to a 40% uptick in solution adoption among target accounts
- Empowered Commercial Teams: Actionable insights led to a 30% increase in client engagements, directly impacting sales strategies and outcomes
- Scale: Expanded intelligence solution to 100+ more firms, enhancing strategic impact and strengthening client trust
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