Precision Data Research Fuels Tractor Zoom’s Outbound Success

Tractor Zoom is a software business HQ’ed in Iowa, United States. TZ is committed to helping leaders in agriculture make empowered, data-driven decisions when it comes to buying, selling, financing, and insuring heavy equipment.

Tractor Zoom needed data & lead research to run their outbound campaigns. Since TZ operates in a specific and narrow niche (agriculture), they had to conduct thorough research and define multiple data points before reaching out to any prospects. Their initial goal was to increase conversion rates, increase the number of replies, and ensure they had a comprehensive database of ideal customers at their disposal.

To get the most out of their outbound efforts, Tractor Zoom needed precise data and research-driven insights, which led to a few challenges to obtain those:

• Multiple data points about accounts and leads needed to be gathered before the outreach, in order to make the campaigns more relevant for the recipients;
• The diverse company hierarchy had to be scanned and filtered through Boolean search to identify the best-fit contacts;
• The project also planned to include research across multiple geolocations, incorporating must-have approaches and platforms;

When we started the project, we discussed the overall strategy, including when and how the prospect lists should be delivered, and what the Tractor Zoom team expected the most.

Once the goals were set, we regularly checked in to ensure we were on the right track. It took us roughly a week to determine the best research strategies. Our initial focus was on a very narrow ideal customer profile, which put pressure on us to maintain both the quality and quantity of the data research.

But over time, we refined our research tactics and reached a point where we could consistently find 99% accurate data with the highest relevance for their active campaigns. Eventually, we expanded to additional geographies, including Canada and more U.S. states. We also included additional research points, such as dealership and company types, news alerts, number of locations, and more.

The additional data points were essential for targeting the right prospects and minimizing the chances of reaching out to the wrong people while keeping the message resonating.

We continued to regularly sync with the customer's team to provide real-time research suggestions, conduct analytics - all to improve the customer’s outcomes.

During the quarter of the research, our team managed to:

• Identify over 5,000 leads that matched the ICP.
• x2 increase reply rates due to additional data points found and which were used for tailored campaigns.
• x3 increase conversion rates since the prospects were a perfect fit for Tractor Zoom solution.