Expanding Save My Play’s Customer Base with Targeted Lead Generation

Save My Play is a New York-based software company. SMP provides a software solution for sports yards, playgrounds, sport clubs and more. The solution can be integrated with camera systems of tennis, badminton, and pickleball clubs to capture exciting moments and create a greater experience for players.

Save My Play team wanted to expand their customer base and connect with more sport clubs that could benefit from AI-driven platform. So they needed a solid database of ideal customers - specifically key decision-makers at tennis, badmonton and pickleball clubs.

Since the market of video capturing software is very competitive - hand curated research of their ideal customers is quite a challenge so Save My Play team required a comprehensive research strategie and tactics. That's why DMT Business Development research team joined in to facilitate their sales efforts.

Gathering relevant contact data of sport clubs came with a few challenges:

• Extracting accurate contact details was problematic, requiring extensive hand-curated research tactics. Most of the clubs and accounts could be found only through Google Maps, local navigation platforms, since it's a narrow niche with a focus on a small company size.
• It was necessary to track which video capturing system is already in place for more efficient outreach performance. Many sports clubs use an outdated or fragmented system, making it difficult to identify those who are ready for an upgrade.

Starting the project, we worked closely with the Save My Play team to understand their goals, ideal customer profile, and target regions. From there, we developed a research strategy focused on finding clubs in the US region firstly - and approved the concept, criteria with the customer’s team. Right after we started to generate the database, update it in real time based on customer’s feedback, and do weekly batch deliveries.

At one point, since our research focus niche is quite narrow, we found almost every single ICP-fit prospect in the US. Once it was done, we shifted our focus to Europe, continuing our in-depth research to make SMP’s database as accomplished as possible.

This involved conducting detailed research to identify clubs that matched their ICP, and finding key decision-makers just to be certain that each lead was relevant for their current campaigns.

We used a couple of tools and platforms at the same time - to double and triple check if there are no more good fit prospects for the database in particular regions.

After a quarter of cooperation with Save My Play we’ve managed to:

• Generate over 5,000 leads that matched Save My Play's ideal customer profile.
• Over 10+ deals were closed using the generated database.