Context: ERP services in a long-cycle market
AGIW provides ERP services in Brazil. In its market, placing a solution means finding companies right when they are modernizing or switching systems, and reaching the people who actually make that decision.
The challenge: reaching the right decision-maker at the right time
- The sales cycle is long and the buying window is short.
- Without a structured outbound process, many opportunities were out of reach or arrived too late.
- The decision involves several people, not a single contact.
The goal: connect with companies at the ideal buying moment
Identify and approach companies with a real fit for AGIW's solution, and connect them with the right decision-makers before the window of opportunity closed.
Siete's solution
We built a sales strategy aimed at AGIW's ideal customer profile, prioritizing companies with real ERP modernization needs, through outbound lead generation.
How we executed it
- Three-way segmentation: company size, industry and technological maturity.
- Buying committee map: we identified both decision-makers and influencers in the process.
- Personalized prospecting: outbound messaging tailored to each profile.
- Qualified meetings: only with prospects aligned with the solution and open to the conversation.
Results
- More than 8 qualified meetings per month with ERP buying decision-makers.
- Average quality of 4/5, as rated by the client.
- A more qualified, predictable pipeline, with meetings with real decision-makers in the buying process.
- A more targeted and efficient sales strategy.
Why it worked
- Segmenting by technological maturity made it possible to spot companies close to a system change.
- Including influencers, not just the final decision-maker, opened doors in complex buying processes.
- Personalization by profile made every conversation relevant.
Next steps
With a prospecting process that identifies the right buying moment, AGIW can build early relationships with its ideal clients and position itself as the natural choice when it's time to decide.
