Reaching the Right Manufacturing Decision-Makers Multivista Global was preparing to launch a new industrial software solution through an exclusive executive panel discussion featuring CIOs and industry leaders. Unlike traditional event marketing, success depended on engaging a highly targeted group of manufacturing decision-makers across its South Indian distribution territory. The focus was on quality interactions rather than sheer quantity. The campaign needed to: • Engage high-value manufacturing accounts. • Reach CIOs, Plant Heads, and Digital Transformation Leaders. • Position the event as an executive knowledge-sharing platform. • Generate qualified post-event sales conversations.
Multivista Global is one of the leading industrial automation and digital transformation solution providers, serving the manufacturing sector through strategic partnerships with global technology leaders. With decades of industry expertise, the company delivers automation, software, and smart manufacturing solutions that help enterprises improve operational efficiency and accelerate their Industry 4.0 journey.
The company was preparing to introduce a new Industry 4.0 software solution to the manufacturing market. The objective was not simply to drive event registrations, but to engage the right decision-makers within high-value manufacturing accounts and create meaningful executive conversations that could translate into long-term business opportunities.
THE APPROACH
Intent-Led Account-Based Marketing
Evolve developed a strategic, multi-stage account-based marketing campaign designed to precisely target, engage, and convert key stakeholders for Multivista Global’s industrial software launch.
Market Intelligence
The campaign began with market intelligence to identify relevant manufacturing markets, accounts, and opportunities.
ICP & Target Account Definition
Ideal customer profiles were established around high-value manufacturing accounts and the decision-makers most relevant to the software launch.
Data Mining & Contact Identification
Relevant contacts were identified within target accounts, focusing on senior manufacturing stakeholders and technology decision-makers.
Sales Team Alignment
The campaign was aligned with Multivista Global’s sales team to ensure marketing engagement and sales follow-up worked together.
Multi-Channel Outreach
Targeted stakeholders were engaged through coordinated outreach across email, LinkedIn, and other relevant channels.
Intent Tracking & Engagement
Engagement signals were tracked to identify interested prospects and prioritise follow-up.
Lead Qualification & Prioritisation
Engaged prospects were assessed and prioritised based on their relevance and level of interest.
Executive Panel Engagement
Qualified decision-makers were invited to participate in the exclusive executive panel discussion, positioning the event as an industry knowledge-sharing platform.
Sales Conversations & Follow-Ups
Post-event engagement was connected to sales conversations and follow-ups to convert campaign awareness into tangible opportunities.
Pipeline Development & Opportunities
The final stage focused on developing qualified opportunities from the engaged accounts and continuing collaboration with the sales team. The campaign workflow shown in the PDF contains these 10 stages and continuous sales-team collaboration.
BUSINESS IMPACT
Turning Targeted Engagement into Sales Opportunities
The campaign successfully identified highly targeted manufacturing accounts across South India and engaged executive buying committees through personalised outreach.
Targeted Account Engagement
Highly targeted manufacturing accounts were identified across South India.
Executive Decision-Maker Engagement
Executive buying committees were successfully engaged through personalised outreach.
Qualified Executive Participation
Influential industrial technology decision-makers participated in the executive event.
Industry 4.0 Positioning
The campaign strengthened Multivista Global’s positioning as a leader for advanced Industry 4.0 solutions.
Sales Opportunities
Sales-ready conversations were initiated, translating awareness into tangible business opportunities.