From high-rise buildings to tunnels – nowadays no complex construction project is carried out without special software that performs the necessary calculations, e.g. for the required wall thickness or efficient drainage. Our customer has been a leading player in the market for years. They are well known in the industry. To grow further without expanding into other markets, they need to work with smaller construction companies and architectural/planning offices. But here the market is confusing – there are tens of thousands of experts who often do not even have a commercial license. How do you find those who promise a high customer value? Let’s identify them with Artificial Intelligence.
The customer uses Neutrum B2B Client Finder. First, their CRM system is connected to B2B Client Finder to analyze existing customer profiles and, where externally available figures such as company size or product offering were not kept, to enrich them automatically. B2B Client Finder uses AI-based modelling to decide which are the success drivers that make a customer a top customer – which of these are size-independent or even apply particularly to smaller companies. This creates a digital twin of the ideal customer. The algorithms use this to search through numerous company databases and Google search results, to collect the decisive characteristics for the given companies (from size or geographical location to the range of certain services) and evaluate them in comparison with the target profile. The candidates deemed promising by AI are presented in B2B Client Finder frontend – including address, management, information on products services and, if available, employee and business figures. Using automatic scoring based on the digital twin, our client can filter and sort these target customers in B2B Client Finder according to various criteria – including expected customer value, intensity of support and probability of closing the deal. The curated lists, filtered and sorted as desired in this way, can be exported with one click and loaded to the CRM system. The selected candidates are then contacted by the customer or processed directly by the sales force.
Gone are the days when outbound sales had to make cold calls to long lists of potential customers to follow up on mailings; that hardly generated any response. Thanks to a focused selection of prospects and their prioritization on the basis of actual success drivers, there is a much better conversion rate. Not only has the company discovered thousands of new target customers, the success rates of acquisition calls and response rates of mailings have increased significantly. This goal was achieved through intelligent automation with B2B Client Finder within a few weeks and with minimal personnel.
German 