DQE: more than 11 qualified leads/month

DQE: Generating qualified leads through an outbound strategy on the quality of customer data

DQE is an expert company in data quality And in optimization of customer databases. Its mission: to improve the reliability of the data businesses through innovative solutions for cleaning, validating and enriching customer information.

The challenge: Generate qualified leads in the Mid-Market segment

DQE had to meet three major challenges to support its growth in high-value segments:

• Increase the lead generation via theOutbound marketing ;
• Precisely target the high value accounts on the Mid-Market;
• Create a genuine synergy between Growth and Sales in order to maximize the conversion rate.

The challenge was to structure an efficient and scalable outbound acquisition channel, capable of continuously feeding the commercial pipe.

The solution: Precise targeting, multi-channel sequences and Growth—Sales synergy

To achieve these goals, we have implemented a three-step approach, focused on efficiency and continuous improvement.

Step 1: Targeting and segmentation of KPIs

• Definition of ICP (Ideal Customer Profiles) : analysis and prioritization of segments with the highest potential value.
• Concentration of outbound efforts on most promising accounts to maximize commercial impact.

This segmentation work made it possible to optimize the relevance and effectiveness of prospecting from the start.

Step 2: Structuring multi-channel outbound prospecting

• Creation of multichannel sequences (email, LinkedIn, calls) to generate a steady flow of qualified leads.
• Collection of actionable learnings: adjustment of messages, tone and timing according to market feedback.

This structuring facilitated the experimentation and rapid optimization of the most efficient levers.

Step 3: Growth—Sales Synergy and Qualification Process

• Setting up a smooth process of qualification, transmission and follow-up of leads between the Growth and Sales teams.
• Quick identification of Market signals with high potential to adjust the strategy continuously.

This strengthened collaboration has made it possible to significantly increase the conversion rate and to structure the outbound channel in a sustainable manner.

Achieved results

• 11 qualified leads per month averaging
• Structuring a High-performance outbound channel at the service of commercial growth
• Continued capitalization on learnings to optimize messages, channels and targets

DQE now has an effective outbound acquisition system, managed in synergy by the Growth and Sales teams, and tailored to conquer the Mid-Market.

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