Client
A global enterprise software provider serving project-focused organizations such as architecture and engineering firms, professional services businesses, and consulting practices. The company supports over 12,000 organizations worldwide with solutions to manage profitability, utilization, and project delivery.
Challenge
The client wanted to grow sales by scaling personalized email campaigns into key professional services verticals but was limited by a partially complete internal database. Many accounts were missing valid business emails for decision-makers at architecture, engineering, and consulting firms, resulting in low reach and inconsistent campaign performance.
Objectives
- Enrich and standardize existing records for project-based organizations with accurate business emails.
- Enable targeted, high-frequency, personalized email campaigns into key sectors.
- Execute the work in time to support several planned go‑to‑market motions over the following year.
Solution
- The team performed an in-depth analysis of approximately 26,000 customer and prospect records to design appropriate match strategies by firm type and region.
- Executed three intensive batches over a 45‑day “rush” window as part of a larger 15‑month engagement.
- Applied structured match logic and multi-step verification to append and validate email addresses for relevant decision-makers.
- Achieved a 61% match rate across the 26,000 records, delivering over 15,000 verified business emails ready for campaign use.
Execution Highlights
- Completed all batches ahead of the original schedule for the 15‑month program.
- Maintained quality through customary verification checks, ensuring the list could be used directly in marketing automation.
- Balanced speed and accuracy to support multiple regional campaigns in a compressed timeframe.
Results
- The client launched a series of personalized email campaigns targeting architecture, engineering, and professional services decision-makers using the newly appended list.
- Email reach increased significantly versus the pre-append baseline, with several regions reporting double‑digit increases in delivered emails to key accounts.
- The marketing team attributed a noticeable uplift in pipeline from these segments to the improved database quality.
Present Scenario
The client has since commissioned a new email append initiative focused on roughly 500 companies and 15,000+ contacts, with completion targeted for the end of the current year, extending the same approach into additional strategic accounts.
