CASE STUDY
Case Study
Transforming Process Automation Sales with Facility-Level Technographic Intelligence
Date
Industry
Electrical and Electrification Technology Giant
Client Type
Enterprise
A European industrial software vendor specializing in process automation, engineering, simulation, and process control software for heavy industry and utilities. The customer’s sales teams target engineering, operations, and automation departments across manufacturing and energy companies.
Needed a verified list of plants and facilities using specific plant-floor simulation and historian technologies.
Needed visibility across both legacy and newer technology versions.
Needed to prioritize field sales and engineering-led campaigns using verified facility and decision-maker data.
Created a facility-level technographic index mapping simulation and historian installations to specific plant locations.
Identified process engineers, plant managers, and procurement leads associated with target facilities.
Built prioritized target lists based on retrofit opportunity and estimated budget band.
Combined product certification lists, partner case studies, and equipment serial/installation patterns to infer site-level technology usage.Geo-located technology installations and matched them with facility contact hierarchies.Prioritized target facilities based on retrofit opportunity and estimated budget band.
2,908 facilities identified
10,355 verified decision-maker contacts supplied
12% conversion to pilots
3:1 ROI on initial outreach spend
20% shorter sales cycle times
The approach combined facility-level technographic intelligence with verified decision-maker information, allowing the customer to prioritize specific plants based on technology usage, retrofit opportunity, and estimated budget potential. This created a focused dataset for engineering-led outreach instead of relying on broad account-level targeting.
Facility-level technographic index
2,908 identified facilities
10,355 verified decision-maker contacts
Technology installation intelligence
Facility contact hierarchies
Prioritized retrofit opportunity lists
Estimated budget-band targeting data
"By combining facility-level intelligence with verified decision-maker data the program helped us focus on high-value opportunities. Facility-level technographic intelligence guided us to the areas. Verified decision-maker data gave us the confidence to reach the people. The program also let us run focused outreach led by engineering teams."
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Meta Insyt helped an industrial software vendor identify 2,908 facilities and 10,355 verified decision-makers using facility-level technographic intelligence.