Clients' success stories
How a Packaging Company Employed AI to Find Lead Opportunities
They were able to identify unattended companies within key states as well as new business opportunities with specific clients of their main competitor.
A leading brand in the US plastic packaging industry
We worked with a leading plastic packaging company that provides products to major manufacturing industries and local food & beverage brands on the US West Coast.
Their sustainable approach has opened new business opportunities nationwide.
How to find new lead opportunities on the East Coast?
The company, based in the west coast, was looking to expand its sales strategy the other side of the country, as part if its long-term growth plan.
To understand the viability of this strategy, they were looking to run market research that could help them:
1) Analyze their main competitor in the new territory to understand its client portfolio.
2) Identify new sales opportunities in target states like New York, New Jersey, Washington, and North Carolina.
3) Explore new business verticals beyond manufacturing and food & beverage (For example, warehouses, logistics and storage facilities).
AI-Sales intelligence tool to identify new lead opportunities
With the use of Artificial Intelligence and relationship data, our client was able to visualize a complete list of all its competitor’s clients.
The list was segmented by:
- How “strong” the relationship between competitor-client was.
- Client location.
- NAICS codes.
An example of a lead opportunity they found was LiDestri Foods. This company was a competitor’s client, but data showed their business relationship was not as strong.
Our client found a competitive advantage there. It turns out that one of its best clients was very similar to LiDestri Foods.
*Note: The strongest the relationship our tool detects between a company and its current provider, the more difficult it is for a sales team to approach that company.
Also, they found their competitor works with many major brands’ distribution centers.
With this information, the Sales VP developed a sales strategy focusing only on warehouse companies.
Focus on the real lead opportunities
Through our sales insight data, the company decided to enter the East Coast Market.
First, our client fully understood its primary competitor’s business relationships, from clients to distributors and partners.
Second, they were able to identify new prospects from target locations and new market ideas to explore.
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