Customer Success Stories

Project Stakeholders

​

• Industry: Testing, Inspection, Certification & Compliance (TIC)

• Location: Hong Kong (Global Presence)

• Size: 1,500+ employees

• 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.

​

Project Scope

​

• Needed a predictable sales pipeline to expand customer base and grow ARR.

• Relied on an outdated database that was not driving qualified leads.

• Lacked clear definition of target audience and buyer personas.

• Sales team struggled to book consistent demos with procurement decision-makers.

​

Approach & Execution

​

• ICP Definition → Defined Procurement Heads, Supply Chain Leaders, Quality Managers, and Purchasing Directors as key personas.

• Database Enrichment → Built verified lists using LinkedIn Sales Navigator, Apollo, and ZoomInfo to ensure accuracy.

• Multi-Channel Outreach → Executed Email, LinkedIn, and ABM-based campaigns using Lemlist with A/B testing for optimization.

• Messaging Alignment → Highlighted benefits of faster, more reliable inspection reporting, visibility into supply chains, and decision-making efficiency.

• Sales Acceleration → Booked demos directly into the client’s calendar to minimize friction.

​

Outcomes

​

• 🎯 20+ qualified sales appointments with ICP decision-makers secured.

• 📈 35% improvement in conversion rates compared to earlier outreach efforts.

• 🚀 Established a scalable and predictable sales pipeline aligned with growth targets.

• 💡 Enhanced brand positioning as a trusted, tech-enabled TIC solutions provider.

​