Client
A well-known business intelligence and advisory provider headquartered in the United States, offering research, reports, conferences, training, and certification to senior leaders across industries.
Challenge
The client relied heavily on newsletters, research distributions, and event-driven outreach, but its internal database lacked complete email information for many C‑level and VP‑level contacts. This limited the reach of high-value content and constrained revenue from subscriptions, events, and advisory services.
Objectives
- Append missing email addresses for senior decision-makers across a broad, multi-industry prospect and customer base.
- Support ongoing newsletter and research campaigns with a significantly larger, cleaner reachable audience.
- Scale the approach from an initial project to a long-term, high-volume enrichment program.
Solution
- Started with a project to append missing email information to a 25,000‑contact database of C‑suite and VP‑level executives in large and mid-sized organizations.
- Achieved a 70% match rate in the first project, adding valid emails to approximately 17,500 contacts.
- On the back of these results, the client commissioned a 24‑month engagement to process 500,000 records.
- The larger program, completed recently, delivered an approximate match rate of 50%, adding email addresses for about 250,000 contacts across industries.
Execution Highlights
- Maintained consistency and structure in output files so the enriched data could feed multiple channels: newsletters, event invitations, and product promotions.
- Balanced match-rate targets with quality thresholds to keep bounce rates low and protect deliverability.
- Coordinated closely with the client’s marketing operations team to align append cadence with campaign calendars.
Results
- The client increased its net reachable audience by roughly 250,000 senior decision-makers over the course of the larger program.
- Brand visibility and content reach improved substantially across core verticals, supporting higher attendance at events and stronger engagement with research content.
- Internal ROI analysis indicated more than a 50% improvement in return on marketing investment for campaigns leveraging the enriched data, driven by higher reach and better engagement.
Present Scenario
Building on these outcomes, the client has initiated a new email append project covering 10,000+ additional contacts, with completion targeted for later this year to further expand coverage in growth segments.
