Case Study - Reaching Enterprise Clients in Telecom Industry
Case Study
Reaching Enterprise Clients in Telecom Industry
Case Study - Reaching Enterprise Clients in Telecom Industry
Challenge
Duration of the campaign
6 months +
Industry
Telecom
Services
Strengthening network connectivity
Tools
With years of experience delivering reliable cellular coverage in commercial spaces, from stadiums to shopping centers, this telecom company set its sights on a new segment: retail and e-commerce businesses struggling with real connectivity issues.
Although are they already had a strong client base, they wanted to go further by reaching companies with clearly defined pain points and opening conversations where the chances of meaningful collaboration were highest.
We started with a detailed market mapping initiative, building a database of production sites, warehouses, and logistics centers complete with precise location data and square footage. But the first insights quickly challenged our assumptions.
Facility managers rarely held the decision-making power. The real purchasing authority sat at company headquarters, often in the C-suite or IT departments.
That realization led to a strategic pivot: we shifted our focus away from buildings and toward the people who could actually say “yes.”
12
Conversations with directors of leading networks in Poland
600+
companies analyzed and classified
80+
A company with feedback on needs and challenges
Challenge
Duration of the campaign
6+ months
Industry
Telecom
Services
Strengthening network connectivity
Tools
With years of experience delivering reliable cellular coverage in commercial spaces, from stadiums to shopping centers, this telecom company set its sights on a new segment: retail and e-commerce businesses struggling with real connectivity issues.
Although they already had a strong client base, they wanted to go further by reaching companies with clearly defined pain points and opening conversations where the chances of meaningful collaboration were highest.
We started with a detailed market mapping initiative, building a database of production sites, warehouses, and logistics centers complete with precise location data and square footage. But the first insights quickly challenged our assumptions.
We started with a detailed market mapping initiative, building a database of production sites, warehouses, and logistics centers complete with precise location data and square footage. But the first insights quickly challenged our assumptions.
Facility managers rarely held the decision-making power. The real purchasing authority sat at company headquarters, often in the C-suite or IT departments.
That realization led to a strategic pivot: we shifted our focus away from buildings and toward the people who could actually say “yes.”
12
Conversations with directors of leading networks in Poland
600+
companies analyzed and classified
80+
A company with feedback on needs and challenges
Challenge
Duration of the campaign
6+ months
Industry
Telecom
Services
Strengthening network connectivity
Tools Used
With years of experience delivering reliable cellular coverage in commercial spaces, from stadiums to shopping centers, this telecom company set its sights on a new segment: retail and e-commerce businesses struggling with real connectivity issues.
Although they already had a strong client base, they wanted to go further by reaching companies with clearly defined pain points and opening conversations where the chances of meaningful collaboration were highest.
We started with a detailed market mapping initiative, building a database of production sites, warehouses, and logistics centers complete with precise location data and square footage. But the first insights quickly challenged our assumptions.
Facility managers rarely held the decision-making power. The real purchasing authority sat at company headquarters, often in the C-suite or IT departments.
That realization led to a strategic pivot: we shifted our focus away from buildings and toward the people who could actually say “yes.”
12
Conversations with C-level executives of the largest networks in Poland
600+
companies analyzed and classified
80+
Insights gathered on telecom challenges directly from decision-makers
Our Approach
New Strategy
Instead of starting with physical locations, we shifted our strategy to focus directly on retail and e-commerce networks. Our new targets became IT directors, operations leaders, and infrastructure decision-makers at company headquarters - the people with real purchasing power.
AI-Powered Data Segmentation & Enrichment
We built a curated list of retail chains companies and segmented them into relevant categories: electronics, home & garden, supermarkets, fashion, drugstores, and e-commerce.
For each company, we gathered enriched data points, including:
Number of stores
Average store size
Presence and functionality of mobile apps (e.g. payments, loyalty features)
Using AI agent in Clay, we automated this process - scanning websites, news portals, app stores, and industry sources. Each insight came with a link to the original source, ensuring traceability and data quality.
Multichannel Outreach to Decision Makers
Engaging top-level decision-makers in large organizations requires more than one channel. To maximize reach and reply rates, we used a multistep sequence:
Email - if available
Phone - when email was unavailable
LinkedIn - as a complementary touchpoint
Thanks to this approach, we successfully initiated conversations with key representatives from major retail brands — including Auchan, Media Expert, OBI, Bricomarche, and Makro.
Market Insights & Relationship Building
This campaign wasn’t just about generating leads.
Through dozens of conversations with professionals across the retail and e-commerce landscape, we uncovered:
Real-world telecom challenges and connectivity needs
Internal buying processes and who holds decision-making power
Insights into competitor activity and market readiness for change
As a result, we not only generated opportunities but also built a pipeline of future conversations with companies not yet ready but likely to engage in the months ahead.
Our Approach - New Strategy
Instead of starting with physical locations, we shifted our strategy to focus directly on retail and e-commerce networks. Our new targets became IT directors, operations leaders, and infrastructure decision-makers at company headquarters - the people with real purchasing power.
AI-Powered Data Segmentation & Enrichment
We built a curated list of retail chains companies and segmented them into relevant categories: electronics, home & garden, supermarkets, fashion, drugstores, and e-commerce.
For each company, we gathered enriched data points, including:
Number of stores
Average store size
Presence and functionality of mobile apps (e.g. payments, loyalty features)
Using AI agent in Clay, we automated this process - scanning websites, news portals, app stores, and industry sources. Each insight came with a link to the original source, ensuring traceability and data quality.
Multichannel Outreach to Decision Makers
Engaging top-level decision-makers in large organizations requires more than one channel. To maximize reach and reply rates, we used a multistep sequence:
Email - if available
Phone - when email was unavailable
LinkedIn - as a complementary touchpoint
Thanks to this approach, we successfully initiated conversations with key representatives from major retail brands — including Auchan, Media Expert, OBI, Bricomarche, and Makro.
Market Insights & Relationship Building
This campaign wasn’t just about generating leads.
Through dozens of conversations with professionals across the retail and e-commerce landscape, we uncovered:
Real-world telecom challenges and connectivity needs
Internal buying processes and who holds decision-making power
Insights into competitor activity and market readiness for change
As a result, we not only generated opportunities but also built a pipeline of future conversations with companies not yet ready but likely to engage in the months ahead.