Client Profile:
Matterport is a cutting-edge technology company that revolutionizes how businesses showcase spaces and properties through immersive 3D experiences. With a global presence, Matterport offers innovative solutions for industries such as real estate, construction, and hospitality.
Challenge:
Tammi Larson, Director of Account-Based Marketing at Matterport, faced a complex demand generation challenge. Her team needed to source top-of-funnel Marketing Qualified Leads (MQLs) from specific regions, industries, job titles, and target accounts, as well as highly qualified leads (HQLs) that were closer to conversion and sales-ready.
Balancing lead quality and volume was difficult given the strict criteria, and Matterport’s team needed a partner that could deliver both types of leads. They also required an efficient solution to prioritize leads who were actively in-market, making their lead nurturing more effective and increasing the likelihood of engagement.
Solution:
Matterport partnered with LeadSpot to overcome these challenges and scale their lead generation efforts. The collaboration began by building highly targeted Ideal Customer Profile (ICP) audiences, ensuring that only decision-makers and key prospects from the specified industries and regions were included.
To prioritize engagement, LeadSpot applied 90 days of contact-level purchase intent signals, identifying prospects who had shown recent activity and interest in relevant solutions. This allowed Matterport to focus on leads that were most likely to engage, saving valuable time and resources. Additionally, a set of pre-qualification questions was crafted and asked to each prospect, ensuring that only those actively in-market and looking for solutions were classified as leads.
LeadSpot’s API integration with Matterport’s CRM streamlined the delivery of these leads directly into Matterport’s pipeline, eliminating manual data management and accelerating lead engagement.
Results:
Matterport saw substantial benefits from their collaboration with LeadSpot:
- Consistent delivery of both top-of-funnel MQLs for nurturing and down-funnel HQLs ready for immediate engagement.
- Successful penetration into previously untapped markets and regions, expanding Matterport’s reach significantly.
- Efficient campaign setup and seamless integration with their CRM, saving time and reducing the burden on Tammi’s team.
- $600,000 in new revenue generated from the leads provided by LeadSpot within the first six months, demonstrating the quality and timeliness of the opportunities.
The collaboration allowed Matterport to broaden its influence, maintain a consistent pipeline of high-quality leads, and engage prospects more efficiently. By leveraging LeadSpot’s precise targeting, purchase intent data, and lead qualification process, Matterport was able to expand its market reach and close new deals with key prospects.
Conclusion:
LeadSpot’s partnership with Matterport demonstrated the value of data-driven targeting and purchase intent signals in driving both top-of-funnel and sales-ready leads. By building precise ICP audiences and applying intent data to prioritize engagement, LeadSpot helped Matterport reach new markets, reduce manual efforts, and generate significant new revenue. This strategic alignment enabled Matterport to enhance their demand generation efforts and significantly improve lead conversion outcomes, all while scaling their pipeline efficiently.
