Tech consulting client

The objective of their engagement with Leadle Consulting was to set up a reliable lead generation process and a predictable pipeline.

They wanted to build a consistent and reliable pipeline so they approached Leadle to help them with their lead generation efforts. 

Their initial ICP was BFSI, Manufacturing and Retail. 

We started by connecting with decision-makers in revenue functions, HR, and L&D across mid-market enterprises.

• HR & L&D had the highest engagement.
• We doubled down on them with multi-channel sequences.
• 60% of leads came from cold calls when combined with LinkedIn engagement.

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Observations:

• Clear positioning wins. Even with limited TAM, we were able to position the product as a must-have with clear messaging that focused on what matters to the prospect: Having a platform that tracks and measures impact on business goals. 
• Taking an exploratory approach instead of a hard pitch allowed our prospects to open up and learn more about the product. 
• We were initially skeptical about healthcare as a segment because it wasn’t one of our original target industries, but it was important to find new applications and use cases. So, we decided to give it a shot.
• Turns out, they had strong requirements for technology solutions that facilitated better digital presence and maximized their efficiency. 

Conclusion:
It is absolutely possible to expand TAM beyond the initial target segments, if we can be open and curious about how our product/solution could be applicable in different markets/industries.