Decision Maker Research for an ERP Software Reseller

Project Overview

An ERP reseller targeting mid-market manufacturers needed to bypass gatekeepers and reach the exact executives who control system-buying decisions. We researched 620 target accounts to map the economic buyer, technical buyer, and day-to-day user of each — typically the CFO, COO, and operations manager — and verified their direct contact details individually. The reseller's sales team went from 11 meetings per month to 34, and the account-mapped lists directly supported 4 six-figure deals in the sales cycle that followed.

Results