The challenge

A global shipping and transportation company had a prominent presence in the United States but wanted to grow its market share in Europe. The company had no marketing resources or external vendors in Europe and lacked in-house capacity to find and qualify leads. It sought to make inroads with small and midsized business (SMB) customers, in particular.

Our solution 

We quicky put our Funnel Accelerator to work for the company. Our three-tiered solution accelerates growth by filling companies’ pipelines with qualified leads that align perfectly to their ideal customer profiles.

In this case, the company chose Tier 2 of our Funnel Accelerator. We built an ideal customer profile (ICP) of prospective buyers that were most likely to convert. To do this, we dug into the client’s existing database and used AI to analyze a “positive set” of customers who had recently made purchases and identify key commonalities that defined the best customers. 

With these AI-powered insights, we created a look-alike model and identified prospects that mirrored the ICP. 

Once we identified SMB leads that had a high likelihood of converting, a team of TTEC sales experts based in Belfast, Ireland began working the leads for the company. It was the first time the client had partnered with an external vendor in Europe. 

The results

We started with a 60-day pilot for the company, which drove quick results. During that time, we achieved a lead-to-opportunity rate of 8%, beating benchmarks and expectations. Typically, cold call lead lists average a 1.7% lead-to-opportunity rate, and we weren’t expected to exceed 5% with the limited data our team received from the client.

We also achieved a 25% opportunities closed won rate those 60 days. 

Based on the pilot’s success, the client chose to move to a full launch, which we achieved within two months. We continue to discuss ways to grow our work and footprint with the client.