Leads
for the Specialist

CONSTRUCTION SOFTWARE SALES EFFICIENTLY FINDS ATTRACTIVE NEW CUSTOMERS

MEDIUM-SIZED DISTRIBUTION

OF SPECIALIST SOFTWARE FOR CONSTRUCTION PLANNING

CHALLENGE

From high-rise buildings to tunnels – no complex construction project is carried out anymore without special software that performs the necessary calculations, e.g. for the required wall thickness or efficient drainage. Our customer has been an established player in the market for years and is known to all major companies in the industry. In order to be able to grow further under these conditions without expanding into other markets, it is necessary to tap into the smaller construction companies and architectural/planning offices. Here, however, the market situation is very confusing – there are tens of thousands of experts who often do not even have a commercial register entry. How do you find those who promise a good closing probability and high customer value? Let AI identify them.

SOLUTION

The client uses the Neutrum B2B Client Finder. First, his CRM system is connected to the B2B Client Finder to analyze the previous customer profiles and, where externally available figures such as company size or  product range were not maintained, automatically enrich them with these. On this basis, the B2B Client Finder uses AI-empowered modelling to determine the success drivers that make a customer a top customer – and which of these are size-independent or even apply particularly to smaller companies. This creates a digital twin of the ideal customer. The algorithms use this to search through numerous company databases and Google search results, collect the decisive characteristics for the companies tracked down (from size or geographical location, for example, to the range of certain services) and evaluate them in comparison with the target profile. The candidates deemed promising by the AI are made available in the B2B Client Finder frontend – including address, management, information on products services and, if available, employee and business figures. Using automatic scoring based on the digital twin, our client can have these target customers filtered and sorted in the B2B Client Finder according to various criteria – including expected customer value, expected intensity of support, and expected probability of closing. The lists, filtered and sorted as desired in this way, can be exported with one click and transferred to his CRM. The candidates selected in this way are contacted by the client or processed directly by the sales force. 

Screenshot Dashboard NEUTRUM B2B Client Finder

CUSTOMER BENEFITS

Gone are the days when outbound sales had to phone up endless lists of potential customers on spec and mailings hardly generated any response. Thanks to the focused selection of potential customer companies and their prioritization on the basis of actual, empirically determined  success drivers, wastage has dropped significantly. Not only has the company discovered thousands of new target customers, the success rates of acquisition calls and response rates of mailings have increased significantly. This goal was achieved through intelligent automation with the B2B Client Finder within a few weeks and with minimal personnel.

THE B2B CLIENT FINDER NOT ONLY IDENTIFIES POTENTIAL TARGET CUSTOMERS QUICKLY AND EFFICIENTLY, BUT ALSO PRIORITIZES THEM ON THE BASIS OF CONFIRMED SUCCESS FACTORS – SIGNIFICANTLY INCREASING THE SUCCESS RATE OF OUTBOUND SALES.

EVERY ENTREPRENEUR HAS A BOSS: THE MARKET.

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