{"id":122713,"date":"2026-05-04T18:46:06","date_gmt":"2026-05-04T22:46:06","guid":{"rendered":"https://mercurylabsmarketing.com/__callbox_upstream/cms/?page_id=122713"},"modified":"2026-05-05T08:08:02","modified_gmt":"2026-05-05T12:08:02","slug":"lead-generation-enterprise-tech-dormant-leads","status":"publish","type":"page","link":"https://mercurylabsmarketing.com/__callbox_upstream/cms/case-studies/lead-generation-enterprise-tech-dormant-leads/","title":{"rendered":"Mercury Labs Revives Dormant Pipeline for Enterprise Tech"},"content":{"rendered":"\n<h2 class=\"wp-block-heading\" id=\"h-the-client\">The Client</h2>\n\n\n\n<p class=\"wp-block-paragraph\">A leading North American provider specializing in high-scale infrastructure and workflow automation solutions for global enterprises.</p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-the-challenge\">The Challenge</h2>\n\n\n\n<p class=\"wp-block-paragraph\">The client&#8217;s internal sales team was overwhelmed by manual prospecting, leaving little time for closing. A large database of historical leads had become dormant, requiring systematic re-verification to identify active intent and restore pipeline velocity.</p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-the-callbox-solution\">The Mercury Labs Solution</h2>\n\n\n\n<p class=\"wp-block-paragraph\"><span style=\"font-weight: 400;\">To 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.</span></p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><span style=\"font-weight: 400;\">Account-Based Multi-Channel Lead Management, leveraging Voice, Email, Chat, Web, and Social Media.</span></li>\n\n\n\n<li><span style=\"font-weight: 400;\">Sales Enablement and support, including Product Training, Account Setup, and Back-office Sales Support.</span></li>\n\n\n\n<li><span style=\"font-weight: 400;\">Access to cutting-edge Tools &amp; Subscriptions for the Smart Engage and HubSpot CRM.</span></li>\n\n\n\n<li><span style=\"font-weight: 400;\">Strategic Account Management, incorporating Strategy Building, Reporting, and Product Knowledge.</span></li>\n</ul>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-the-goals\">The Goals</h2>\n\n\n\n<p class=\"wp-block-paragraph\"><span style=\"font-weight: 400;\">Mercury Labs aimed to:</span></p>\n\n\n\n<ol class=\"wp-block-list\">\n<li><span style=\"font-weight: 400;\"> Launch a targeted, multi-channel program to boost brand awareness and reach more qualified prospects.</span></li>\n\n\n\n<li><span style=\"font-weight: 400;\"> Identify prospect needs through personalized discovery calls.</span></li>\n\n\n\n<li><span style=\"font-weight: 400;\"> Set meetings with interested prospects, seamlessly connecting them with the Client&#8217;s sales team.</span></li>\n</ol>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-account-research-and-selection\">Account Research and Selection</h3>\n\n\n\n<ol class=\"wp-block-list\">\n<li><span style=\"font-weight: 400;\"> In collaboration with the Client, Mercury Labs utilized an AI-powered Ideal Customer Profile (ICP) to hone in on the Client&#8217;s target accounts.</span></li>\n\n\n\n<li><span style=\"font-weight: 400;\"> The Client also submitted a specific list of companies they wanted to prioritize for outreach.</span></li>\n\n\n\n<li><span style=\"font-weight: 400;\"> The Mercury Labs team then compiled a list of potential target accounts, which the client reviewed and approved.</span></li>\n</ol>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-account-and-prospect-profiling\">Account and Prospect Profiling</h3>\n\n\n\n<ol class=\"wp-block-list\">\n<li><span style=\"font-weight: 400;\"> The Client provided detailed buyer persona profiles encompassing demographic and firmographic descriptions to engage prospects effectively.</span></li>\n\n\n\n<li><span style=\"font-weight: 400;\"> The program primarily focused on engaging key positions, including the IT Leader, CTO/IT Lead, and Ops Lead.</span></li>\n\n\n\n<li><span style=\"font-weight: 400;\"> The master contact list was segmented based on these buyer personas and categorized by industry and business size.</span></li>\n</ol>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-multi-touch-multi-channel-outreach\">Multi-touch, Multi-channel Outreach</h3>\n\n\n\n<p class=\"wp-block-paragraph\"><span style=\"font-weight: 400;\">The 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.</span></p>\n\n\n\n<p class=\"wp-block-paragraph\"><span style=\"font-weight: 400;\">Mercury Labs&#8217;s proprietary CRM, Smart Engage, streamlined the coordination of all outreach activities, ensuring the Client stayed updated on the program&#8217;s progress and results.</span></p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-results\">Results</h2>\n\n\n\n<p class=\"wp-block-paragraph\"><span style=\"font-weight: 400;\">Over the course of a high-impact 3-month program, Mercury Labs delivered 38 Sales Qualified Leads (SQLs) and 35 Marketing Qualified Leads (MQLs). By focusing exclusively on the client&#8217;s prioritised list and re-engaging dormant leads, the program successfully offloaded the top-of-funnel burden, allowing the internal team to focus on closing.</span></p>\n","protected":false},"excerpt":{"rendered":"<p>The Client A leading North American provider specializing in high-scale infrastructure and workflow automation solutions for global enterprises. The Challenge The client&#8217;s internal sales team was overwhelmed by manual prospecting, leaving little time for closing. A large database of historical leads had become dormant, requiring systematic re-verification to identify active intent and restore pipeline velocity. 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A large database of historical leads had become dormant, requiring systematic re-verification to identify active intent and restore pipeline velocity.</p>\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 Technology","cs_client_location":"North America","cs_client_hq":"North America","cs_client":{"name":"","website":"","lob":""},"cs_target_location":"North America (NAM)","cs_target_industry":"Enterprise IT and Cloud Services","cs_target_dm":"IT Leader, CTO, Ops Lead","cs_results":[{"label":"SQLs ","value":"38"},{"label":"MQLs","value":"35"}],"cs_highlights":[{"highlight":"Successfully executed 3-month program for an anonymous enterprise technology provider."},{"highlight":"Increased brand awareness and engagement through multiple channels."},{"highlight":"Enabled the Client to build valuable connections with key decision-makers, enhancing their sales outreach and marketing effectiveness."}],"cs_challenge":{"cs_challenge_category":["Pipeline Growth","Market Expansion","Augment Marketing"],"cs_challenge_category_long":"A large database of historical leads had become dormant, requiring systematic re-verification to identify active intent and restore pipeline velocity."},"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":""},"featured_image_src":"https://mercurylabsmarketing.com/__callbox_upstream/cms/wp-content/uploads/2026/05/Lead-Generation-for-Enterprise-Tech-Featured.webp","yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v28.4 (Yoast SEO v28.4) - 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