Client Snapshot

Industry: Mobile App Testing / Digital Experience Testing

Stakeholder: SVP of Product & Marketing

Engagement type: Competitive intelligence and vertical-specific ABM data
Relationship status: Active – 4 completed engagements, cross-company expansion, 5th engagement in discussion

The Challenge

Our client, a global digital experience and mobile app testing platform, needed to run account-based displacement campaigns against their largest competitors in the mobile and web testing space – with tight geographic focus and later, vertical-specific precision for telecom.

The mobile testing and QA automation market is fragmented and geographically distributed. Enterprise buyers in North America, EMEA and APAC evaluate vendors differently and displacement campaigns require datasets that reflect where a competitor’s customers actually sit – not global lists that waste outreach on accounts in the wrong region or time zone.

The team’s integrated marketing and sales leadership needed two things:

Verified customers of named competitor testing platforms – segmented by geography (US, UK and later APAC) so regional sales teams could run localized outreach
A vertical-specific dataset for telecom – telecom operators and communication service providers globally, where the client’s carrier and real-device infrastructure gave them a specific edge

Before committing, the stakeholder asked for samples. Only after validating the quality of the sample data did he move forward with a full purchase – a clear signal that he’d been burned by low-quality data vendors before.

The Solution

We scoped the engagement as a phased, region-by-region and vertical-by-vertical build – each dataset validated before full delivery and enriched with the firmographic fields the client’s sales and marketing teams needed to segment, route and personalize outreach.

Data fields delivered per record: Contact name · Job title · Verified business email · Phone numbers · Company name · Website · Physical address · State · Country · ZIP code · SIC code · Industry · Revenue size · Employee size

The stakeholder extended the relationship in a way that doesn’t happen often with data vendors: he also held an SVP Product & Marketing role at a second company and brought us into that organization’s GTM data program as well. The telecom-specific dataset was built for that second engagement and covered telecom operators and communication service providers across global regions – a vertical where the client’s real-device and carrier infrastructure had a defensible edge.

Across four completed datasets, we delivered ~24,812 verified companies and ~58,127 decision-maker contacts covering competitor customer bases in the US, UK and APAC, plus a global telecom vertical build.

Every record was validated before delivery and every engagement began with a sample the stakeholder could test before committing – which is why he kept committing.

The Results

The buyer deployed the combined datasets through their regional outbound and ABM programs, with separate plays for US, UK and APAC teams and a dedicated vertical motion for the telecom dataset. What followed validated both the quality of the data and the decision to build region- and vertical-specific datasets rather than one generic global list.

Campaign performance across the full engagement

From the ~24,812 verified companies and ~58,127 decision-maker contacts delivered across four datasets, the buyer’s campaigns generated:

Positive response from 1,400+ companies across outbound, ABM, and event-driven touchpoints
~9% of engaged accounts converted into paying customers within the first two quarters of outreach, with regional sales teams reporting materially higher reply rates on the geo-specific datasets than on the broader global lists they’d used previously
~23% of those new customers expanded or renewed, becoming repeat revenue accounts
The telecom vertical dataset produced the highest close rate of any engagement, reflecting the precision of a vertical-specific list in a market where the client had a natural product fit
The remaining engaged accounts entered nurture and pipeline cycles for future conversion

Head Office

8911 North Capital of Texas Highway, Suite 4200
Austin, TX 78759

Customer Support

+1 (737) 239-8575

Social Links

Features

Data Sources

Compliance

Head Office

8911 North Capital of Texas Highway, Suite 4200 Austin, TX 78759

Customer Support

+1 (737) 239-8575

Social Links

Features

Data Sources

Compliance

Head Office

1021 E Lincolnway Unit #533 Cheyenne, WY 82001

Customer Support

+1 (256) 737-3949

Features

Use Cases

Compliance

Head Office

8911 North Capital of Texas Highway, Suite 4200
Austin, TX 78759

Customer Support

+1 (737) 239-8575

Social link