The challenge
Interlight already had a strong retail presence in Abu Dhabi and wanted to grow in the B2B segment of the UAE and GCC construction industry.
Its management had to choose between a bigger outbound sales team and a cost-effective alternative with the same result: more brand exposure, more inbound enquiries and a stronger pipeline.
What changed
Interlight chose not to expand its sales team. It put its product range on ProTenders instead: over 45 products, with specifications, in front of buyers across the UAE and GCC, with enquiries coming to it directly.
It could also see who had viewed its company profile, projects and product catalogue, and contact them. ProTenders Intelligence gave its sales team data on project participants, status and budgets.
Results
After one month on ProTenders, Interlight saw more inbound B2B enquiries from companies outside Abu Dhabi and received 2 RFQs through the system. Design consultants said it was easy to get its products specified in projects.
Within two weeks of using the intelligence data, the sales team set up 3 meetings with new contacts working on landmark projects.
We saw sales with Electromechanical contractors and sub-contractors increase by 25% over the first half of the year because our new product range was showcased on the platform.