The Client is a global provider of enterprise cloud solutions and CRM software. They specialise in digital transformation and business process automation for large-scale organisations.
\n\n\n\nThe Client faced a significant gap in their top-of-funnel capacity while preparing for three major North American trade shows. Their internal sales team was focused on closing high-value contracts, leaving little room for the intensive prospecting required to drive event attendance and follow up on booth leads. They needed a dedicated outsourced SDR layer to bridge the gap between event marketing and sales execution, ensuring no high-intent opportunities were missed during their exhibition tour.
\n\n\n\nTo help the Client refine its marketing efforts and boost its sales pipeline, Mercury Labs deployed a tailored Account-Based Marketing (ABM) program focused on Lead Generation and Appointment Setting.
\n\n\n\nMercury Labs aimed to:
\n\n\n\nThe Mercury Labs team developed a customised lead nurturing strategy, delivering tailored messages that resonated with different decision-maker groups. Using an AI-powered approach, they created nurture paths that integrated phone, email, web, and LinkedIn interactions within a flexible outreach framework.
\n\n\n\nMercury Labs’s proprietary CRM, Smart Engage, streamlined the coordination of all outreach activities, ensuring the Client stayed updated on the program’s progress and results.
\n\n\n\nOver the 6-month program, Mercury Labs generated 56 Sales Qualified Leads (SQLs) and 73 Marketing Qualified Leads (MQLs) for the Client\u2019s sales team. The campaign also drove 127 documented booth attendances across three trade shows and secured 672 LinkedIn connections with key enterprise decision-makers.
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\nThe Client faced a significant gap in their top-of-funnel capacity while preparing for three major North American trade shows. Their internal sales team was focused on closing high-value contracts, leaving little room for the intensive prospecting required to drive event attendance and follow up on booth leads.
\n","cs_campaign_type":"","cs_campaign_types":[{"value":"0","label":"Lead Generation"},{"value":"1","label":"Appointment Setting"}],"cs_campaign_duration":"6","cs_client_industry":"Enterprise Software / SaaS","cs_client_location":"Texas, USA","cs_client_hq":"Texas, USA","cs_client":{"name":"","website":"","lob":""},"cs_target_location":"North America","cs_target_industry":"IT, Finance, Healthcare, and Professional Services","cs_target_dm":"IT Decision Makers, C-Suite, and Operations Leads","cs_results":[{"label":"Sales Qualified Leads","value":"56"},{"label":"Marketing Qualified Leads","value":"73"},{"label":"LinkedIn Connections","value":"672"}],"cs_highlights":[{"highlight":"Successfully executed a 6-month program for a global enterprise software provider."},{"highlight":"Increased brand awareness and engagement across three major North American trade shows through multiple channels."},{"highlight":"Enabled the Client to build valuable connections with key decision-makers, delivering \"Closing-Ready\" opportunities that enhanced their sales outreach and marketing effectiveness."}],"cs_challenge":{"cs_challenge_category":[],"cs_challenge_category_long":"The Client faced a significant gap in their top-of-funnel capacity while preparing for three major North American trade shows. Their internal sales team was focused on closing high-value contracts, leaving little room for the intensive prospecting required to drive event attendance and follow up on booth leads. They needed a dedicated outsourced SDR layer to bridge the gap between event marketing and sales execution, ensuring no high-intent opportunities were missed during their exhibition tour."},"cs_video":false,"cs_video_embed_code":"","cs_video_embed_code_square":"","cs_keywords":"","result1_label":"","result1_value":"","result2_label":"","result2_value":"","result3_label":"","result3_value":"","faq_header_title":"","faq_header_desc":"","page_faqs":false},"featured_image_src":"https://mercurylabsmarketing.com/__callbox_upstream/cms/wp-content/uploads/2026/03/SaaS-Provider-Scales-North-American-Pipeline.png","yoast_head":"\n