{"id":125286,"date":"2026-06-26T08:48:01","date_gmt":"2026-06-26T12:48:01","guid":{"rendered":"https://mercurylabsmarketing.com/__callbox_upstream/cms/?page_id=125286"},"modified":"2026-06-26T10:13:14","modified_gmt":"2026-06-26T14:13:14","slug":"iot-firm-drives-customer-sales","status":"publish","type":"page","link":"https://mercurylabsmarketing.com/__callbox_upstream/cms/case-studies/iot-firm-drives-customer-sales/","title":{"rendered":"Mercury Labs Helped IoT Firm Convert Customers Into Sales Faster"},"content":{"rendered":"\n<h2 id=\"h-the-client\" class=\"wp-block-heading\">The Client</h2>\n\n\n\n<p class=\"wp-block-paragraph\">A Bangalore-based technology company with a US office in San Francisco. It delivers a blockchain-powered security platform for industrial IoT environments, covering device authentication, access control, and policy enforcement.</p>\n\n\n\n<h2 id=\"h-the-challenge\" class=\"wp-block-heading\">The Challenge</h2>\n\n\n\n<p class=\"wp-block-paragraph\"><span style=\"font-weight: 400;\">The Client had onshore sales associates in North America but lacked the lead generation infrastructure to identify and engage qualified prospects at scale. Breaking into multiple verticals simultaneously required targeted outreach capabilities the internal team could not resource alone.</span></p>\n\n\n\n<p class=\"wp-block-paragraph\"><span style=\"font-weight: 400;\">With no established pipeline in the region, the Client needed a partner to build awareness, surface decision-makers, and deliver sales-ready opportunities. Prioritising speed-to-market without sacrificing lead quality was central to the campaign brief.</span></p>\n\n\n\n<h2 id=\"h-the-callbox-solution\" class=\"wp-block-heading\">The Mercury Labs Solution</h2>\n\n\n\n<p class=\"wp-block-paragraph\"><span style=\"font-weight: 400;\">To help the Client boost its sales pipeline, Mercury Labs deployed a tailored Lead Generation program.</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 Tools &amp; Subscriptions for 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<h3 id=\"h-the-goals\" class=\"wp-block-heading\"><strong>The Goals</strong></h3>\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;\"> Build brand awareness for the Client&#8217;s IoT security platform across key North American verticals.</span></li>\n\n\n\n<li><span style=\"font-weight: 400;\"> Identify and engage prospects actively evaluating industrial IoT security and compliance solutions.</span></li>\n\n\n\n<li><span style=\"font-weight: 400;\"> Deliver a steady flow of qualified opportunities to the Client&#8217;s onshore sales associates.</span></li>\n</ol>\n\n\n\n<p class=\"wp-block-paragraph\"><span style=\"font-weight: 400;\">The program unfolded in three main stages:</span></p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Account Research and Selection</strong></p>\n\n\n\n<ol class=\"wp-block-list\">\n<li><span style=\"font-weight: 400;\"> Mercury Labs used AI-powered ICP targeting to match accounts against the Client&#8217;s sector, size, and technology criteria.</span></li>\n\n\n\n<li><span style=\"font-weight: 400;\"> A curated account list was compiled, reviewed, and approved by the Client before outreach began.</span></li>\n</ol>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Account and Prospect Profiling</strong></p>\n\n\n\n<ol class=\"wp-block-list\">\n<li><span style=\"font-weight: 400;\"> Buyer personas were built using firmographic and technographic data across manufacturing, energy, logistics, and healthcare verticals.</span></li>\n\n\n\n<li><span style=\"font-weight: 400;\"> Key positions targeted included CTOs, CISOs, VP of IT Security, and Directors of Operations.</span></li>\n</ol>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Multi-touch, Multi-channel Outreach</strong></p>\n\n\n\n<p class=\"wp-block-paragraph\"><span style=\"font-weight: 400;\">Mercury Labs executed customised nurture paths across phone, email, web, and LinkedIn, tailoring messaging to each vertical&#8217;s specific IoT security pain points and compliance pressures. Smart Engage CRM centralised outreach activity, ensuring consistent follow-up and full visibility across every touchpoint.</span></p>\n\n\n\n<h2 id=\"h-results\" class=\"wp-block-heading\">Results</h2>\n\n\n\n<p class=\"wp-block-paragraph\"><span style=\"font-weight: 400;\">Within 6 months, Mercury Labs delivered 68 SQLs, 74 MQLs, and 421 LinkedIn connections for the Client. The campaign established a qualified, multi-vertical pipeline that positioned the Client&#8217;s North American sales associates to pursue high-value opportunities with confidence.</span></p>\n","protected":false},"excerpt":{"rendered":"<p>An India-headquartered industrial IoT security firm needed a scalable way to break into the North American market and convert interest into qualified pipeline. Mercury Labs&#8217;s multi-channel lead generation program delivered 68 SQLs, 74 MQLs, and 421 LinkedIn connections over six months.</p>\n","protected":false},"author":21,"featured_media":125311,"parent":3796,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"template-single-case-study.php","meta":{"_acf_changed":false,"footnotes":""},"categories":[],"tags":[1220],"class_list":["post-125286","page","type-page","status-publish","has-post-thumbnail","hentry","tag-case-study-3"],"acf":{"meta_group":false,"sg_faq_header_title":"","sg_faq_header_desc":"","sg_page_faqs":false,"au_faq_header_title":"","au_faq_header_desc":"","au_page_faqs":false,"faq_header_title":"","faq_header_desc":"","page_faqs":false,"company_videos":{"video_embed":"","video_embed_popup":""},"cb_acf_hero":{"h1_title":"","headline":"","description":"","image":false,"video":"","video_header":false,"cta_link":"","cta_link_hs":"","cta":"BOOK A MEETING"},"has_contact_form":false,"dark_themed_form":false,"has_review_section":false,"top_level_page":false,"leadgen_apac":false,"leadgen_au":false,"cb_asset":"https://mercurylabsmarketing.com/external/casestudies/CS_IoT-Security-Firm-Increases-Customer-Acquisitions-in-North-America.pdf","cb_web_property":"MAIN","cb_acf_relational":{"case_study":"","cs_industry_image":false},"cb_acf_testimonial":"","cb_regional_pages":false,"cb_acf_ctas":{"contact_form":"","banner_image":false,"goto_form_button":"BOOK A MEETING"},"cb_acf_post_alt":{"alt_post_title":"","alt_post_image":false,"alt_post_excerpt":"","alt_post_image_url":false},"form_redirect_url":"","cb_banner_announcement":false,"hubspot_form_guid":"6c1dda45-65a3-49f4-9de6-7bc157f6abbb","cs_gated_content":"<h2>The Client</h2>\n<p>A Bangalore-based technology company with a US office in San Francisco. It delivers a blockchain-powered security platform for industrial IoT environments, covering device authentication, access control, and policy enforcement.</p>\n<h2>The Challenge</h2>\n<p><span style=\"font-weight: 400;\">The Client had onshore sales associates in North America but lacked the lead generation infrastructure to identify and engage qualified prospects at scale. Breaking into multiple verticals simultaneously required targeted outreach capabilities the internal team could not resource alone.</span></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":"Industrial IoT / Cybersecurity","cs_client_location":"San Francisco, California, USA","cs_client_hq":"Bangalore, India","cs_client":{"name":"","website":"","lob":""},"cs_target_location":"North America (USA and Canada)","cs_target_industry":"Manufacturing, Energy & Utilities, Logistics & Supply Chain, Healthcare, Critical Infrastructure","cs_target_dm":"CTO, CISO, VP of IT Security, Director of Operations, Head of Digital Transformation","cs_results":[{"label":"SQLs","value":"68"},{"label":"MQLs","value":"74"},{"label":"LinkedIn Connections","value":"421"}],"cs_highlights":[{"highlight":"Successfully executed a 6-month Lead Generation program for an industrial IoT cybersecurity solutions provider."},{"highlight":"Increased brand awareness and engagement across North American manufacturing, energy, logistics, and healthcare sectors through multiple channels."},{"highlight":"Enabled the Client to build valuable connections with key decision-makers, enhancing their sales outreach and accelerating their North American market entry."}],"cs_challenge":{"cs_challenge_category":[],"cs_challenge_category_long":"The Client had onshore sales associates in North America but lacked the lead generation infrastructure to identify and engage qualified prospects at scale. 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