Context: large-scale cultural and entertainment experiences
Ocubo, based in Portugal, creates large-scale cultural and entertainment experiences. These projects require counterparts with decision-making power and budget approval.
The challenge: reaching the people who approve the budget
Ocubo's problem wasn't the quality of its projects, but access:
- Reaching decision-makers directly was difficult.
- Many conversations depended on intermediaries.
- Relationship cycles were long.
The goal: connect directly with the right decision-makers
Open doors with people who have the autonomy to evaluate and approve large-scale projects in the cultural and entertainment sector, in more than one market.
Siete's solution
We structured Ocubo's sales process with a lead generation strategy able to create real opportunities and connect the company with the decision-makers best aligned with its project profile.
How we executed it
- Decision-maker map: we identified decision-makers and budget approvers for cultural and entertainment projects.
- Segmentation: we organized prospecting by company profile and project type.
- Messaging focused on differentiation: we wrote personalized outbound messages around Ocubo's unique value.
- Three markets in parallel: we booked meetings with qualified prospects in Spain, Portugal and Brazil.
Results
- More than 12 qualified meetings per month with decision-makers.
- 3 markets activated at the same time: Spain, Portugal and Brazil.
- Average quality of 4/5, as rated by the client.
- Direct access to decision-makers on large-scale projects.
Why it worked
- Prospecting targeted the people who approve the budget, not just those who influence it.
- Segmenting by project type made every message speak to the right problem.
- Working three markets at once multiplied opportunities without multiplying the team.
Next steps
With prospecting that reaches the right counterparts, Ocubo can focus its energy on presenting its projects to the people who can actually approve them and make them happen.
