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The challenge
Ridecell offers a fleet transformation platform that aims to “move the world better” by lowering CO2 emissions and increasing the utilisation of electric vehicles compared to internal combustion engine vehicles. It wants to penetrate the market of the world’s largest fleets, ranging from about 30,000 to more than 1 million vehicles.
The buying process involves a large decision-making team of more than ten people and typically has long sales cycles of over a year. Within the target group there is currently no solution awareness, meaning prospects do not yet recognise that a dedicated solution for this problem exists. As a result, the company is working to define and build a completely new category in the market.
The method
In short, this was the process:
Create GTM, Marketing and Sales strategy, align with Sales on 200+ target accounts and three segments.
Build Account Based Marketing (ABM) Program with multiple channels, outreach cadences, email and marketing campaigns, and 20+ messaging sets.
Continuously optimize and align internally.
Coaching and enabling Sales team with actionable insights, training and follow-up.
The results
In 6 months after the program went live:
Reached >90% of ICP accounts. (>180% increase in reach.)
>50% of ICP accounts visited the site. (300% increase in site visits within ICP.)
Efforts resulted in 11 meetings with large enterprises (over a 9 month period).
All while staying well within campaign budget = great yield.
How it felt to work with us
"Our company became a household name with our target prospects. And just six months prior they’d never heard of us before!"
- Mark, EVP marketing & partnerships, Ridecell