B2B Lead Generation for WMS/TMS Solutions: how we generated business opportunities in the logistics and manufacturing sector in Italy
B2B Lead Generation for WMS/TMS Solutions
How we generated business opportunities in the logistics and manufacturing sector in italy
How we generated business opportunities in the logistics and manufacturing sector in italy
A company specializing in software solutions for warehouse and transport management (WMS/TMS) launched a lead generation campaign to expand its market in Italy, focusing on the central-northern regions. The goal was to engage companies in the logistics, distribution, e-commerce, and manufacturing sectors with revenues above 40 million euros, interested in optimizing their operational flows.
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Objectives
• Identify and engage target decision-makers to propose integrated WMS/TMS solutions
• Increase brand visibility among logistics operators, retailers, and industrial companies
• Generate qualified leads to initiate commercial meetings
• Build a strategic database for future marketing and sales activities
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Activities
• Targeted database and geolocation of 4,600 Italian companies in the target sectors
• Active telemarketing with profiling of decision-makers (IT, Logistics, Supply Chain)
• DEM and nurturing campaigns with targeted content and invitations to request more information
• LinkedIn outreach with personalized messages and direct connections with key managers
• Advanced phone follow-ups to nurture the most promising leads and schedule appointments
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Results
• 1,262 companies contacted by phone with 864 decision-makers identified and 931 valid emails collected
• 905 unique clicks on the main DEM campaign link, with open rate ~45% and CTR ~20%
• Over 50 LinkedIn interactions with an acceptance rate of 40%
• 11 qualified leads with scheduled commercial meetings
• 5 companies interested in the medium term, added to the pipeline
• 645 contacts to nurture with future follow-ups, representing over 50% of those contacted
• Only 571 outright refusals, confirming the high market interest
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Value
• Profiled database with over 1,200 qualified contacts and detailed information on decision-makers
• Concrete business opportunities, already activated with 11 leads
• Strong future pipeline thanks to hundreds of contacts to follow up
• Market feedback useful for refining the offering and adapting it to real needs (e.g., stand-alone TMS, ERP integration, budget constraints)
• Increased brand awareness in the logistics and manufacturing sector, thanks to brand exposure to hundreds of target companies
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Lead Generation for a Business Intelligence and AI Event: how we generated qualified registrations for the AI Reality Tour targeting corporate decision-makers
Lead Generation for a Business Intelligence and AI Event
How we generated qualified registrations for the AI Reality Tour targeting corporate decision-makers
How we generated qualified registrations for the AI Reality Tour targeting corporate decision-makers
A company operating in the Business Intelligence sector organized the AI Reality Tour, an event focused on the evolution of artificial intelligence applied to decision-making processes and Qlik solutions. The initiative targeted managers and IT leaders from companies with revenues above €80 million, operating across multiple industries. The goal was to maximize qualified registrations, showcase the event’s content, and stimulate interest in advanced technological solutions.
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Objectives
• Generate qualified registrations for the AI Reality Tour event
• Reach decision-makers from large companies (CIOs, CTOs, BI Managers, IT Leaders)
• Promote advanced Business Intelligence and Artificial Intelligence solutions
• Build a strategic database for future commercial activities
• Increase brand visibility in the enterprise segment focused on digital innovation
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Activities
1. Contact Management and Segmentation:
o Targeted selection of companies with revenues above €80 million
o Profiling of contacts by industry (cross-industry) and role (corporate decision-makers, CTOs, BI Managers, CIOs, IT Leaders)
2. Email Marketing:
o Sending promotional emails with event details, Qlik solutions, and the value of attending
o Personalized email follow-ups to encourage registration, including event reminders
3. LinkedIn Marketing:
o LinkedIn campaigns for precise targeting of corporate decision-makers and industry professionals, with personalized messages highlighting the event and featured solutions
4. Registration Collection:
o Simplified registration process to maximize sign-ups through an online form
o Continuous monitoring of registration rates to optimize the approach
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Results
• 70 qualified registrations for the event, all from companies with revenues above €80 million
• Registrations exceeded expectations thanks to the combination of email marketing and LinkedIn
• Contacts generated mainly across cross-industry sectors (finance, technology, manufacturing), with a strong conversion rate on invitations
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Value
• Qualified registrations from decision-makers with strong interest in AI and Qlik solutions
• Generation of a qualified database for future actions, with contacts ready to explore new technological solutions
• Enhanced brand awareness thanks to the interest generated by the event topic, contributing to Infodati’s positioning in the AI sector