Leading hospitality brand boosts loyalty by targeting Small & Medium Businesses (SMB)

The organization aimed to grow loyalty program subscriptions by targeting SMBs in Gujarat and Maharashtra. D&B supported this effort by identifying 10,000 high-potential prospects through look-alike modeling and a priority index, enabling focused outreach and effective follow-up.

Challenges faced by the client

The organization aimed to expand its loyalty program by targeting SMBs in Gujarat and Maharashtra but faced challenges in identifying, prioritizing, and qualifying potential prospects. It also needed support in setting up structured follow-up activities post-digital campaign to effectively engage the identified businesses.

Internal challenges

The organization lacked a strong internal framework to accurately identify and prioritize SMB prospects in new regional markets such as Gujarat and Maharashtra. Without a data-driven approach or clear segmentation strategy, the company struggled to align its loyalty program outreach with the most relevant target audience.

External challenges

Externally, the organization encountered major challenges in obtaining reliable, actionable data on SMBs in the target regions. The fragmented SMB landscape and limited availability of verified contact information hindered effective customer engagement. Additionally, a competitive market and varying digital maturity levels among SMBs further complicated outreach efforts

How D&B helped?

D&B empowered the organization by leveraging look-alike modeling to identify and prioritize 10,000 high-potential SMBs in Gujarat and Maharashtra. By providing validated contact data and managing follow-up activities, D&B enabled focused outreach that significantly boosted loyalty program conversions.

Key learnings

• Data Driven Approach for Smarter Decisions
• Prospect Targeting
• Audience Segmentation To Bring Potential Business