How Targeted Data and Outreach Doubled Response Rates and Closed 30+ Deals

Minut is a software company based in Sweden. Minut provides an electronic devices that monitors home by analyzing sounds, as well as recognizes things like alarms, windows breaking, and unexpected activities and combines sound and sensor data to recognize events.

Minut aimed to acquire more customers through cold outbound campaigns. To do this, they needed an up to date prospects database, with relevant outbound personalisation data points. Primarily Minut team were looking for a complete list of decision makers in the Real Estate and Property Management sectors. And since the property management software market is competitive, and there are challenges identifying the right decision makers - Minut needed to build a personalised outreach, heavily relying on the data used during the outreach.

Minut faced a challenge - collecting all the necessary and outreach-relevant data points for property managers and executives in Real Estate at scale. This is both resource and time consuming, not even taking into account that the market is quite niche. Many of the potential customers can be located only with in-depth research through a variety of platforms, and using AI research approaches.

We began by working closely with the Minut team to help them define the right targeting and data points needed for the efficient outreach strategy. After identifying ICP and target areas, we created our research plan: we aimed at identifying key decision makers in the property management space, both in the US and Europe. We aligned on segmentation, research criteria and approach before going at full research scale.

Once we started gathering leads, we were actively updating the database based on Minut’s feedback and provided weekly batch deliveries. Gradually resulting in 97-98% of accuracy. We ensured each lead fit their ICP down to the smallest details before uploading it to the system - refining our research approaches as we went. A couple of AI driven prompts, extensions were developed through the course of the project, not to miss any important data points that can help generate more outbound opportunities.

Given that the target niche was quite specific, we managed to find more than 10,000 leads that matched Minut’s ideal customer profile. Once the US market data was sufficiently covered, we shifted our focus to Europe, where we continued refining the database to match the company's outreach targets. Also gathering data points in multiple countries - with the multiple languages involved.

We relied on a variety of research tools and platforms to validate the relevancy of each lead so as to ensure no potential prospects were missed.