About

Pioneering High-Value Sales in the European Construction Market

A UK software company with a potentially market-leading construction simulation technology had recently received significant VC funding. With global ambitions and a new management team, the company faced the challenge of taking its solution to market.

Armed with two powerful reference customers but only limited sales and marketing infrastructure, the company's CEO turned to RIG to help them engineer an account creation process and to build a sales pipeline of leading European / Global construction firms.

Seeding the European Market

Our team combined a research-based engagement strategy with a focus upon the innovation networks existing between firms in the target market. They were able to: locate the right audiences; effectively position the technology's innovation; and set up briefings with all key members of the buying centre.

With each customer having a revenue potential to our client in excess of £1m, our priority was to shape a process to guide prospects to a point where they were piloting the technology with a clear roadmap to a wider roll-out agreed.

Results

RIG organised briefings with 30 of the Top 50 European Construction firms. Each briefing required the presence of up to 10 decision-makers or influencers.

We effectively positioned our client as the leader in their space and removed the barriers for the adoption of their solution.

Pilots were agreed with 10 organisations with the prospect of more to follow.