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30% Increase in leads
We needed a solution that can help to unlock the local market, especially in the SME space. This is where the global sales intelligence tools typically don’t have a strong coverage in... Considering 97%–99% of the companies in Singapore are SMEs, our target segment...
Jessica Lew
Marketing Manager, APJ, Enterpryze
With 7 offices across Europe, Asia and South America, Enterpryze is an all-in-one automated business management software. It helps more than 1,000 users manage business processes, and track & report business metrics across key business functions like Accounting, Inventory management, CRM, and Service Management. By having all the information on one single platform, Enterpryze seeks to provide greater insights to distributors, manufacturers and retailers and help them become more profitable, efficient and ready to scale.
As Enterpryze’s APJ Marketing Manager, Jessica worked with her team to reach out to SMEs in industries such as Wholesale & Distribution and Retail, where the demand for inventory management solutions is strong. Like many companies, the challenge for Enterpryze’s Marketing team was to generate quality leads for the Sales team, who would then convert them into SQL and sales. As Enterpryze’s HQ is in Dublin with multiple target markets in Europe, they have already subscribed to one of the global Sales Intelligence tools for lead generation. While the tool has proved to be very useful in European markets, Jessica’s team very soon realized its huge limitations in Southeast Asia market coverage.
This made it very difficult for Jessica’s team to reach out to Singapore companies, which was a key market for Asia Pacific: “We needed a solution that can help to unlock the local market, especially in the SME space. This is where the global sales intelligence tools typically don’t have a strong coverage in.” The inefficiencies made researching a list of prospects a huge challenge, so his team decided to search for a new solution.
Facing the challenge of limited local data coverage, Enterpryze turned to The Grid for depth and quality data on the local Singapore market. “Considering 97%–99% of the companies in Singapore are SMEs, our target segment, The Grid’s coverage turns out to be an excellent fit.” With The Grid, Jessica’s team could easily research SMEs using the intuitive search and filter function. With other tools, the team typically used Group Headcount data as a proxy of company profile fit. Particularly convenient and useful for Jessica’s team was The Grid’s predefined “SME” label in its prospect discovery function, taking into account Revenue, Headcount and Headquarter data. Another huge plus for Jessica was that The Grid provided data of companies’ local addresses which was often lacking in other global databases.
This was very handy for her team as they often sent physical mail to prospects in Singapore as part of their marketing strategy. They no longer needed to hunt for company local mailing addresses by scouring the internet and individual company websites. Having all the info in one place, helped to streamline their marketing operations.
Results
Enterpryze has been able to use The Grid in tandem with Hubspot to reach out to prospective local SMEs. With the help of The Grid, Enterpryze’s leads have increased by 30%. The team also significantly reduced the time and effort spent on data cleaning. This has resulted in a lower email bounce rate and improvement in lead quality. In comparison, Jessica shared that contact info gathered from other sources typically required more manpower to vet and clean given the concern of their accuracy. “We find The Grid’s data to be much cleaner, resulting in lower bounce rates. Using The Grid’s listing gives us more confidence.” Read more success stories
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