Lead Generation in the Public Sector: how we generated business opportunities for a software company specialized in Data Management solutions for the Public Administration
Lead Generation in the public sector
How we generated business opportunities for a software company specialized in Data Management solutions for the Public Administration
How we generated business opportunities for a software company specialized in Data Management solutions for the Public Administration
A software company operating in Data Management for the Public Administration launched a Lead Generation campaign to connect with central and local public bodies as well as publicly-owned companies. The goal was to engage in qualified dialogues with IT decision-makers, gather market insights, and generate concrete business opportunities.
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Objectives
• Generate qualified leads through targeted first-contact activities
• Engage ICT managers, data managers, and innovation leaders of public entities
• Gather useful insights to improve commercial positioning
• Provide a profiled and updated database for future sales actions
• Optimize the effectiveness of the internal sales team by focusing efforts on genuinely interested contacts
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Activities
• Construction and profiling of a database with approximately 300 targeted contacts from central and local public entities and publicly-owned companies
• Selection of key roles (ICT managers, innovation leaders, data managers) to ensure contact with decision-makers
• Telephone contact management with a personalized approach to present the solution and gauge interest
• Sending of informational materials (emails, brochures) to interested prospects to provide more details on the offering
• Follow-up and nurturing with additional contacts to guide qualified leads toward an initial commercial meeting
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Results
• Over 300 public contacts reached, ensuring full coverage of the target database
• Numerous qualified interactions with entities interested in data management solutions, generating an active sales funnel
• 8 highly qualified leads generated, with meetings scheduled at key public entities (central and local)
• Conversion rate of 2–3%, in line with expectations for B2B campaigns targeting “cold” institutional prospects, confirming the effectiveness of the personalized approach
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Value
• Detailed mapping of the public administration market, useful for guiding future commercial activities
• Identification of the most receptive public entities, allowing efforts to focus on high-priority targets
• Collection of strategic insights on needs, challenges, and priorities in Data Management
• Optimization of the commercial message, thanks to feedback gathered during direct contact
• Time and resource savings, through the outsourcing of first-contact and lead qualification phases
Does your company operate in the software sector or provide technological solutions for the public sector?
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Contact Management and Lead Generation for Field Service Management Solutions: concrete results in highly complex industrial sectors
Contact Management and Lead Generation for Field Service Management Solutions
A vendor specializing in the development and distribution of software for managing assets and field operations (Field Service Management) appointed Geocom One to support commercial development in Italy.
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Objectives
• Activate email marketing and outbound contact management campaigns
• Generate qualified leads and appointments with key figures: CIO, CTO, COO, IT Manager, Heads of Maintenance and Service
• Map the market in detail for future commercial actions
• Understand the reasons for lack of interest to optimize targeting and messaging
TARGET INVOLVED
• Companies with service teams, construction sites, and field maintenance activities
• Sectors: Industry, Engineering, Services, Telco
• Roles: CTO, CIO, COO, Head of Maintenance, Field Operations Manager
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Strategy
The project was structured into several phases:
1. Target database segmentation
→ 140 companies mapped in Italy with geographic and industry-based profiling
2. DEM and Email Marketing
→ Targeted sends with vertical content focused on optimizing field operations management
3. Active contact management
→ Phone recalls, follow-up via email and LinkedIn to convert contacts into concrete opportunities
4. Analysis of uninterested contacts
→ Identification and classification of objections (already covered, managed by HQ, no budget, etc.)
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Results
• Qualified leads generated, including details on role, company, industry, and specific notes
• Complete geographical profiling of all contacted prospects
• Strategic insights on reasons for lack of interest:
o 29% already supported by an existing partner
o 26% depend on a foreign parent company
o 24% not interested at the moment
• Useful data for the planning of future campaigns
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Value
• Building a structured pipeline over the medium term
• Updated, validated, and segmented contacts by role and industry
• Increased visibility and market recognition of the FSM solution
• Solid foundations for future nurturing campaigns or vertical events
Do you want to launch a direct outreach campaign to promote complex solutions such as FSM or Asset Management?
Discover our tailored Contact Management and Lead Generation service for the B2B tech sector
B2B Lead Generation for RFID and Machine Vision Solutions: Over 22,000 companies profiled and active contacts in strategic industrial sectors
B2B Lead Generation for RFID and Machine Vision Solutions
Over 22,000 companies profiled and active contacts in strategic industrial sectors
Over 22,000 companies profiled and active contacts in strategic industrial sectors
A company specialized in supplying industrial traceability solutions (RFID, fixed scanners, machine vision, MES) commissioned Geocom One to generate new qualified contacts in the Italian manufacturing sector. The campaign targeted 22,787 companies with a well-defined audience of Logistics, Production, Supply Chain, IT, and Purchasing managers in sectors such as food, mechanical, pharmaceutical, electronics, and packaging.
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Project Goals
• Promote a proprietary MES platform, RFID devices and industrial readers
• Generate appointments with decision makers
• Obtain detailed market interest metrics
• Strengthen online presence on LinkedIn and improve engagement rate
Promoted technologies:
• RFID solutions for tracking and inventory
• Fixed industrial scanners and vision systems
• MES software for production digitization
• Real-time internal logistics management platforms
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Strategy Implemented
1. Data intelligence and profiling
→ Segmentation by sector, role, turnover, geographic area
2. Personalized multichannel DEMs
→ Vertical newsletters with advanced click and open tracking
3. LinkedIn Social Selling campaign
→ Personalized connections, one-to-one messages and dedicated organic articles
4. Telephonic contact management and qualification
→ 500 companies contacted directly to schedule appointments and follow-ups
5. Lead nurturing
→ Response management, scheduled recalls, technical material sending
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Results Achieved
• 22,787 emails sent – open rate up to 46%
• Leads generated with company, role, sector and qualified comments
• 500 companies managed by phone → 16 video call appointments scheduled
• National lead mapping → mainly in Lombardy, Emilia-Romagna, Veneto
• Over 5,500 unique clicks on landing pages and product material
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Value Generated for the Client
• Access to a profiled database with useful contacts also for future actions
• New commercial opportunities in key sectors of Italian industry
• Strong brand positioning in a competitive context
• Clear insights to optimize commercial and digital strategies