Industrial
Buying committee outreach for a rugged tablet manufacturer
A rugged tablet maker sold into field operations, where three different people sign off on one purchase.
01 / Phase
Map roles
Ops, fleet and IT
02 / Phase
3 profiles
One per role
03 / Phase
Cross-thread
Replies shape follow-up
04 / Phase
Pipeline
Enterprise conversations
Context
Purchases involved operations, fleet and IT. Outreach had only ever reached one of them.
Problem
Lead tracking was manual, and there was no way to reach all three roles in the same account at once.
What was built
- Mapped the buying committee: VP Operations, fleet managers and IT directors.
- Ran three coordinated LinkedIn profiles, one for each role.
- Used replies from one role to shape follow-up with the others.
Results
- $17K+ in pipeline with enterprise buyers.
- Outreach reached the whole buying committee in each account.