Engagement Highlights

– Crafted a personalized value playbook linking persona-based approaches to an encompassing enterprise platform value proposition.

– Achieved a 50% expansion pipeline increase, adding $1M value in 90 days through targeted strategies.

– Reduced time-to-sales productivity, enabling 2 Account Directors to secure initial deals in 9 to 12 months, outperforming the previous 2-year standard.

– Established a systematic account expansion process with playbooks that connected to specific manufacturing use cases and optimized reference selling.

The Opportunity

NECI needed to launch a digital demand generation capability to support ambitious growth goals and improve market awareness. Its existing go-to-market model lacked the structure, talent, and targeted messaging required to consistently generate pipeline.

The company had acquired new customers and set aggressive targets, but did not yet have the internal capabilities to build and manage a digital demand generation team. There was no experienced SDR manager, no SDR playbook, and no proven hiring or management process for the function. NECI also recognized that its broad, one-size-fits-all approach would not support the next phase of market expansion, requiring a more personalized and systematic model.

The Solution

NECI built a digital demand generation engine with personalized outreach and coaching.

– Implemented personalized outreach sequences to improve prospect engagement effectiveness.

– Trained teams through personalization workshops and best-practice enablement sessions.

– Targeted key decision-makers across manufacturing roles and higher-level stakeholders.

– Built the SDR team, tech stack, campaigns, and manager coaching.

The Results

– 3 SDR team members rapidly established a new top-funnel motion.

– 10 opportunities created from approximately 30 follow-through connects and meetings.

– $1.32M annualized opportunity value contributed to growth plan performance.