Customer Success Stories
Account-Based Marketing (ABM) for a Global TIC Provider
Project Stakeholders
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Industry: Testing, Inspection, Certification & Compliance (TIC)
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Location: Hong Kong (Global Presence)
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Size: 1,500+ employees
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Profile: A tech-enabled compliance solutions provider supporting global companies in ensuring quality, safety, and sustainability across supply chains. The company delivers same-day Produce Inspection Reports with results and photos via email and a mobile dashboard, giving retailers and suppliers instant, shareable access to make informed shipment decisions anytime, anywhere.
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Project Scope
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Needed a predictable sales pipeline to expand customer base and grow ARR.
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Relied on an outdated database that was not driving qualified leads.
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Lacked clear definition of target audience and buyer personas.
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Sales team struggled to book consistent demos with procurement decision-makers.
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Approach & Execution
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ICP Definition → Defined Procurement Heads, Supply Chain Leaders, Quality Managers, and Purchasing Directors as key personas.
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Database Enrichment → Built verified lists using LinkedIn Sales Navigator, Apollo, and ZoomInfo to ensure accuracy.
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Multi-Channel Outreach → Executed Email, LinkedIn, and ABM-based campaigns using Lemlist with A/B testing for optimization.
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Messaging Alignment → Highlighted benefits of faster, more reliable inspection reporting, visibility into supply chains, and decision-making efficiency.
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Sales Acceleration → Booked demos directly into the client’s calendar to minimize friction.
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Outcomes
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🎯 20+ qualified sales appointments with ICP decision-makers secured.
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📈 35% improvement in conversion rates compared to earlier outreach efforts.
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🚀 Established a scalable and predictable sales pipeline aligned with growth targets.
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💡 Enhanced brand positioning as a trusted, tech-enabled TIC solutions provider.
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