In March 2023, a leading Industrial Automation, IIoT, and Control Systems Integrator based in the Midwest faced a familiar challenge: scaling their business development efforts in a highly competitive market, without increase the headcount on their internal sales team. While their internal team had deep technical expertise and a strong reputation, they struggled to consistently connect with the right decision-makers at target manufacturing facilities to keep their sales pipeline full.

To address this, they launched an A/B test with two outsourced business development partners—one of which was Industrial SalesLeads. The goal was clear: identify the provider who could deliver not just meeting volume, but high-quality opportunities with real near-term potential.

The Challenge

This integrator serves clients in pulp and paper, packaging, chemical, and food production industries—verticals with complex sales cycles and high barriers to entry. Breaking through to the right contacts, like plant managers, maintenance leaders, and plant engineering teams, required more than just a generic outbound effort. They needed a partner who could combine precision targeting, personalized outreach, and an intimate understanding of the manufacturing landscape—and most importantly, deliver quality meetings that translated to pipeline.

The Solution: Industrial Prospecting Services from Industrial SalesLeads

Our approach was straightforward but powerful. We deployed our outbound process, leveraging targeted cold calling and strategic email outreach, along with precision targeted data to connect with the right people inside the right manufacturing targets.

Our objective: secure face to face, in-plant introduction meetings that allowed our client to have meaningful conversations with key personnel about their automation and control systems needs.

Each month, we have consistently delivered 8–10 qualified meetings, many with organizations actively working on relevant projects or preparing for new initiatives. These meetings weren’t just boxes checked—they were opportunities with true intent behind them.

The Results

Over a six-month period, our efforts directly resulted in:

• More than $500,000 in closed sales
  
  
• A rapidly expanding pipeline with additional deals expected to convert over the next 12 months
  
  
• A noticeable improvement in lead quality and fit, as compared to the parallel A/B test provider; which is helping to drive internal sales team efficiencies.
  
  

While both business development firms generated a comparable number of meetings during the test, the difference became clear in the outcomes. Leads sourced by Industrial SalesLeads were better aligned with the client’s offerings, more engaged, and more often connected to real-time project needs.

This wasn’t just luck—it was the result of years of refining our process to reach and engage manufacturing  decision-makers in the most efficient and effective way possible.

Looking Ahead

Impressed with the performance and ROI of our program, the client has since committed to expanding the partnership. With a proven model in place, they’re now planning to invest additional resources into the initiative to scale further—targeting new regions, verticals, and accounts.

For the client, Industrial SalesLeads has become more than just an outsourced business development service—we’ve become an extension of their sales team, trusted to consistently deliver the right conversations with the right people, at the right time.

Conclusion

This case study highlights what’s possible when expert industrial prospecting meets targeted, outbound execution. By connecting an automation integrator to their ideal buyers in manufacturing sectors, we helped fuel not just short-term wins, but long-term growth.

If your company is looking to break into more plants, engage more decision-makers, and build a stronger sales pipeline, let’s talk.