/ Work · Transformer stations
DBT-Energie
The supplier of compact transformer stations from 250 kVA was already running campaigns, but without insight into what they delivered. Now sales knows exactly which companies show interest.
- Ideal Customer Profile
- Demand capture
- Sales intelligence
/ Summary
DBT-Energie is a leading supplier of (compact) transformer stations from 250 kVA for large business energy users in the Netherlands. The company offers tailored solutions for a range of sectors, including solar parks, agriculture and industrial applications. With more than 300 projects across the Netherlands, DBT-Energie has proven to be a reliable partner in the energy transition.
One of the challenges DBT-Energie faced was a lack of insight into the effectiveness of its online marketing campaigns. Although effort went into online visibility, there was no clear data to assess the quality of website visitors and the conversion of leads. This limited the sales team's ability to follow up leads effectively and to identify new opportunities proactively.
To address this challenge, we implemented a structured B2B marketing strategy focused on demand generation and demand capture via LinkedIn. We also deployed sales intelligence software for seamless lead follow-up. This approach has given more control and insight into the marketing effort, so the sales team is better able to get in touch with potential customers at the right moment.
DBT-Energie now has valuable insights that allow it to communicate with its audience in a more targeted and personal way. The result is more relevant contact moments and a more efficient commercial process, contributing to the company's further growth and success in the energy market.
/ Approach
How we went about it
- 01Ideal Customer Profile (ICP)
Together with DBT-Energie we took a fresh look at the market. Based on data and customer characteristics we drew up a clear Ideal Customer Profile. That made it clear which companies offered the best chance of valuable leads and conversion.
- 02Demand Capture
With the ICP as the starting point, we optimised DBT-Energie's content and online campaigns. Through targeted demand capture, on LinkedIn among other channels, we increased visibility among the right audience.
- 03Sales Intelligence
DBT-Energie's sales team now has real-time insight into interested companies. That lets them start the conversation with potential customers in a targeted way and at the right moment. Thanks to tight lead follow-up, no opportunity goes unused.
/ Results
What did we achieve?
- Targeted lead generation
With a structured B2B approach built on Demand Generation, DBT-Energie now reaches exactly the companies that fit its ideal customer profile. Smart campaigns and clear targeting have noticeably increased the number of qualified leads, without the team spending much time on it.
- More visibility and trust
Improved online visibility and a professional presence create more recognition and trust among potential customers. As a result, companies start the conversation sooner and more often choose larger, long-term partnerships with DBT-Energie.
- Efficient lead follow-up
Thanks to a tightly organised follow-up process, leads are followed up automatically and at the right moment. This takes a lot of work off the sales team's hands, while the chance of conversion goes up. Less manual work, more results.
/ We have more control and insight into campaigns, and a tight follow-up!
“Art of Advertising helps us roll out the B2B strategy every month, and successfully! We have more control and insight into campaigns and a tight, professional follow-up that takes a lot of work off our hands.”
/ Get in touch
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