96 qualified leads. 25% meeting rate.
A sustainability and energy-management SaaS needed a structured way to reach niche enterprise buyers across five distinct US market segments. We built an account-based outreach program that generated 96 qualified leads and 24 meetings in 12 weeks.
Five segments. One pipeline.
Challenges
Objectives
Five ICP segments, each with custom account lists, stakeholder maps, and outreach tracks — so every touch felt like it was written for that company, not mass-sent to a vertical.
Who we reached, and why.
Account-first. Channel-coordinated.
Research, LinkedIn, and email each had a defined role in the sequence. Hover to see exactly how each ran.
Hand-curated account lists by segment, each reviewed for ESG reporting requirements, headcount, and active sustainability initiatives, with 2-3 stakeholders mapped per account.
Personalised connection requests referencing company-specific ESG announcements or sustainability commitments, with post engagement before outreach to arrive with recognition.
Four-step email sequences per segment, opened with a sector-specific trigger and closed with a demo invite framed around a specific reporting pain point.
Hand-curated account lists by segment, each reviewed for ESG reporting requirements, headcount, and active sustainability initiatives, with 2-3 stakeholders mapped per account.
Hand-curated lists by segment. Each account reviewed for ESG reporting requirements, headcount, and active sustainability initiatives.
2-3 stakeholders per account: economic buyer (VP Operations or Head of ESG) plus champion (Energy Manager or Sustainability Analyst).
Tying outreach to specific regulatory requirements (CSRD, SEC climate disclosure) gave prospects an immediate business reason to respond.
Personalised connection requests referencing company-specific ESG announcements or sustainability commitments, with post engagement before outreach to arrive with recognition.
Personalized openers referencing company-specific ESG announcements or sustainability commitments. Engaged with posts before outreach.
Targeted InMails to Head of Sustainability, VP Operations, and Head of ESG at 500+ employee organizations across five ICP segments.
Engaging with prospects' posts and connecting before sending email meant the email landed as a second touchpoint, not a cold one. LinkedIn connection to reply rate: 28%.
Four-step email sequences per segment, opened with a sector-specific trigger and closed with a demo invite framed around a specific reporting pain point.
Opened with a sector-specific trigger (regulatory requirement, reported emissions target). Closed with a demo invite framed around a specific reporting pain point.
"Free ESG report audit" CTA outperformed generic demo request by 2.2x across three segments.
96 qualified leads and 24 meetings booked across five ICP segments. 11% email open-to-reply rate against a niche enterprise buyer profile.