South Korean Electronics Giant identifies Prospects with Demand Generation Services

D&B services helped strategize an approach that would result in leads for the client. This helped the client identify, penetrate target markets and accelerate sales cycle.

Challenges faced by the client

The client aimed to enhance the market visibility and adoption of their Digital Signage solutions, including All-in-One (AIO) LED Screens, Interactive Digital Boards, Video Walls, and LED Signage. A key challenge was identifying and engaging potential organizations interested in evaluating these products. The client needed a strategic approach to generate qualified leads who would be open to product demonstrations and pricing discussions, thereby accelerating the sales cycle and improving product penetration in target markets.

Internal challenges

The client faced difficulties in targeting the right audience due to an underdeveloped outreach strategy and limited coordination between sales and marketing. Additionally, the lack of a streamlined demo process and inconsistent pricing communication hindered effective engagement with potential customers.

External challenges

Externally, the client operated in a competitive market with limited product differentiation. Many organizations were hesitant to adopt new signage technologies due to budget constraints, low awareness, or integration concerns. Reaching key decision-makers and dealing with varying levels of digital readiness across industries further complicated lead generation efforts.

How D&B helped?

To support the client’s goal of increasing market penetration for their digital signage solutions, D&B implemented a strategic, three-pronged approach involving Electronic Direct Mailing (EDM), Digital Marketing, and Tele-calling services. Around 10K target accounts were identified across key sectors such as Education, ITES, Healthcare, Manufacturing, and Government/PSUs. All inquiries generated through EDM and digital campaigns were promptly followed up via outbound tele-calling, while a separate list of high-potential prospects was engaged directly through dedicated tele-calling efforts, ensuring focused and timely lead conversion.

Key learnings

• Prospects identification through demand generation bolstered sharply by the usage of segmented data.