Client Snapshot
- Industry: Biometric Identity Verification / 3D Liveness Detection
- Stakeholder: SVP of Growth
- Engagement type: Competitive intelligence for account-based marketing
- Relationship status: Completed – 1 engagement covering 4 named competitors
The Challenge
Our client, a global leader in 3D face verification and liveness detection software – with technology deployed across financial services, border security, healthcare, government agencies, and digital onboarding – needed to map the customer bases of their four largest competitors in the identity verification (IDV) and KYC space.
The IDV market is experiencing rapid consolidation and fierce competition. With AI-generated deepfakes and synthetic identity fraud on the rise, enterprises are re-evaluating their identity verification vendors more actively than ever – creating a window for displacement. But that window only opens if you know which companies are currently paying for a competing IDV solution and which individuals inside those organizations own the vendor relationship.
The SVP of Growth received our cold outreach and responded to our offer of a demo file with a straightforward “sure, why not” – a low-commitment entry point that put the burden of proof entirely on us.
His immediate questions were precise: how many competitors could we cover, what were the counts and what would it cost? This wasn’t a buyer who needed to be educated on the value of technographic data – he needed to verify that we could actually deliver it at the quality and scale his growth team required.
The Solution
We scoped the engagement as a single, comprehensive four-competitor package – but built trust incrementally through two rounds of sampling before the buyer committed.
How the deal progressed:
The initial pitch covered two competitors. We shared a sample file and the buyer validated quality against his own internal benchmarks. Once satisfied, we provided counts for two additional competitors we were confident in delivering. The buyer didn’t take our word for it. He requested a second sample file specifically covering the two new competitors. Only after verifying data quality across all four competitors did he move forward with the full package.
Two sample rounds. Four competitors validated. One purchase.
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
Across the engagement we delivered ~3,594 verified companies and ~7,962 decision-maker contacts covering four competitors in the client’s displacement target set.
Every record was validated before delivery and covered global markets – reflecting the worldwide footprint of both the client’s product and its competitors’ customer bases.
The Results
The buyer deployed the dataset through their growth and outbound programs, targeting verified decision-makers at companies currently using one of the four competing IDV platforms. In a market where deepfake threats and regulatory pressure are actively pushing enterprises to re-evaluate their identity verification stack, the timing of competitor-targeted outreach proved effective.
Campaign performance
From the 3,594 verified competitor customers and 7,962 decision-maker contacts delivered, the buyer’s campaigns generated:
- Positive response from 290+ companies across outbound and event-driven touchpoints – a strong engagement rate for a global dataset spanning multiple industries and geographies.
- ~9% of engaged accounts converted into paying customers within the first two quarters, with the highest conversion rates coming from financial services and fintech accounts where regulatory compliance creates urgency around IDV vendor decisions.
- ~22% of those new customers expanded usage or renewed, becoming repeat revenue accounts as they rolled out the client’s technology across additional products or geographies.
- The remaining engaged accounts entered nurture and pipeline cycles, with several flagged as high-intent for upcoming vendor renewal windows.
8911 North Capital of Texas Highway, Suite 4200
Austin, TX 78759
+1 (737) 239-8575
Features
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8911 North Capital of Texas Highway, Suite 4200 Austin, TX 78759
+1 (737) 239-8575
Features
Data Sources
- AI-Powered Data Aggregation
- Real-Time Web Scraping and Crawling
- Machine Learning-Driven Predictive Analytics
- Social Media and Community Intelligence
- IoT and Sensor Data Integration
- Blockchain-Enabled Data Verification
Compliance
1021 E Lincolnway Unit #533 Cheyenne, WY 82001
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Head Office
8911 North Capital of Texas Highway, Suite 4200
Austin, TX 78759
+1 (737) 239-8575
Features
Data Sources
- AI-Powered Data Aggregation
- Real-Time Web Scraping and Crawling
- Machine Learning-Driven Predictive Analytics
- Social Media and Community Intelligence
- IoT and Sensor Data Integration
- Blockchain-Enabled Data Verification
Compliance