Enterprise
Go-to-Market (GTM) Case Study
Case Study: Transforming Lead Capture for IT Services Company
"Kwanzoo GTM has rolled up 9 different ABM, Sales and Data tools in our tech stack"
-Mid-Market SaaS CMO
COMPANY OVERVIEW
This company earns over $400 million annually from web content management and analytics. Their enterprise line of business, which brings in $200 million, has chosen Kwanzoo as their GTM backbone. As a result, Kwanzoo helped reduce their GTM costs by 50%, media costs by 20%, and data costs by 80%. They plan to eliminate NINE different point tools and bring GTM execution back in-house by 2023.
"Kwanzoo GTM has rolled up 9 different ABM, Sales and Data tools in our tech stack"
-Mid-Market SaaS CMO
COMPANY OVERVIEW
This company earns over $400 million annually from web content management and analytics. Their enterprise line of business, which brings in $200 million, has chosen Kwanzoo as their GTM backbone. As a result, Kwanzoo helped reduce their GTM costs by 50%, media costs by 20%, and data costs by 80%. They plan to eliminate NINE different point tools and bring GTM execution back in-house by 2023.
Key Results
This case study examines how a major enterprise IT services company leveraged Kwanzoo's lead capture and enrichment platform to overcome significant lead generation challenges. Through strategic implementation of advanced filtering, data enrichment, and campaign operationalization, the client achieved remarkable results including a 4x increase in monthly lead counts and 110% improvement in profile fit leads.
- 4x increase in monthly lead volume
- 110% improvement in profile fit leads
- 220% enhancement in firmographic data enrichment
- Complete transformation of outbound campaign execution
Company Overview
Our client is a major enterprise-level IT services company that provides comprehensive technology solutions to large-scale businesses. As an established player in the competitive IT services landscape, they serve enterprise clients with complex technology needs and multi-million dollar service contracts.
The company had built a strong reputation for delivering high-quality IT solutions but faced significant challenges in scaling their lead generation efforts to match their growth ambitions. Their existing lead capture processes were insufficient for identifying and engaging the high-value prospects that aligned with their enterprise-focused business model.
Industry: IT Services
Company Size: Enterprise
Business Model:
B2B Technology Solutions
Target Market: Enterprise clients with $1+ billion revenue
Primary Objective:
Scale lead generation efforts with high-quality, actionable leads aligned to ideal customer profile
THE CHALLENGE
The Company’s new CMO first recognized in late 2022 that they needed outside help and expertise on enterprise GTM and account-based marketing (ABM).
They applied Kwanzoo’s GTM discovery and assessment questionnaire, series of interviews, and process to develop a complete GTM plan with associated budgets for 2023.
90-DAY GTM GOALS
Transform how GTM data was acquired and used across teams
Update campaign execution using best practice templates
Consolidate GTM tech, data, and programs to cut costs and boost ROI.
Improve SDR productivity using first and third party intent and insights
THE CHALLENGE
The Company’s new CMO first recognized in late 2022 that they needed outside help and expertise on enterprise GTM and account-based marketing (ABM).
They applied Kwanzoo’s GTM discovery and assessment questionnaire, series of interviews, and process to develop a complete GTM plan with associated budgets for 2023.
90-DAY GTM GOALS
Transform how GTM data was acquired and used across teams
Update campaign execution using best practice templates
Consolidate GTM tech, data, and programs to cut costs and boost ROI.
Improve SDR productivity using first and third party intent and insights
The Challenge
1. Insufficient Lead Volume
- Low daily inbound lead flow from website traffic
- Limited lead generation from third-party sources
- Narrow window of actionable prospects
2. Inadequate Targeting Capabilities
- Limited firmographic targeting options
- Inability to filter leads based on ideal customer profile (ICP)
- Lack of granular segmentation capabilities
3. Account-Level Visibility Only
- Existing account-based marketing tools provided account-level identification only
- No person-level insights on anonymous website visitors
- Missing actionable contact data for campaign execution
4. Incomplete Data for Campaign Activation
- Insufficient enrichment data for multi-channel campaigns
- Limited ability to prioritize high-value prospects
- Gaps in contact information for outbound efforts
Results & Impact
Lead Volume Growth
- 4x increase in monthly lead counts following new data resolution partner integration
- Significant expansion of addressable prospect universe
- Consistent month-over-month growth trajectory
Lead Quality Enhancement
- 110% increase in profile fit leads meeting ICP criteria
- Improved lead scoring and qualification accuracy
- Higher conversion rates from lead to opportunity
Data Enrichment Improvement
- 220% enhancement in firmographic data completeness
- Comprehensive contact information coverage
- Improved campaign personalization capabilities
Enhanced Targeting Precision
- Granular visitor identification at person level
- Precise ICP alignment through advanced filtering
- Improved lead qualification and scoring
Key Success Factors
The Kwanzoo platform implementation transformed this enterprise IT services company's lead generation capabilities, delivering exceptional results across volume, quality, and operational efficiency metrics. The 4x increase in monthly leads, combined with 110% improvement in profile fit and 220% enhancement in data enrichment, demonstrates the platform's ability to address complex B2B lead generation challenges.
The success of this implementation highlights the importance of strategic platform selection, precise ICP definition, and comprehensive campaign operationalization in achieving scalable lead generation growth.
The numbers you need to know.
Kwanzoo Outcomes
End-to-End Outbound Engine
The client successfully built a comprehensive outbound campaign system leveraging Kwanzoo-captured leads:
About Kwanzoo
102%
more accounts in ICP
27,000+
website B2C leads converted to B2B (business email, LinkedIn)
124%
more contacts in ICP
30%+
website visitors resolved with full PII (title, email, phone, LinkedIn)
22-80%
accounts added to key segments
3MM+
1:1 first-party targeting, 3MM+ programmatic ads per segment with full pipeline, and revenue attribution
Kwanzoo is an AI-powered Go-to-Market (GTM) platform that helps B2B organizations achieve predictable revenue growth. It focuses on identifying high-intent buyers, engaging them effectively, and accelerating sales pipeline growth through AI and data-driven strategies.
Kwanzoo de-anonymizes website traffic, providing detailed buyer profiles and personalized engagement sequences.
For more information about Kwanzoo's solutions, contact:
Website: https://www.kwanzoo.com/book-a-meeting
Email: customersuccess@kwanzoo.com
5,000+
website B2B leads to SDRs
400
"Net New" accounts in CRM showing intent
6,500
"Net New" accounts NOT in CRM showing intent
A single platform as your enterprise GTM backbone
A single platform as your enterprise GTM backbone.
A single platform as your enterprise GTM backbone
A single platform as your enterprise GTM backbone.
Integration as a service (iPaas)
167+ Connectors to Marketing, Sales, CS, Paid Media Systems.
