Client Spotlight:
Achieving Exceptional Specifier Reach
In 2019 the world’s leading manufacturer of hydraulically applied erosion-control technologies turned to SuiteIntro to scale an education-first market access strategy.
The Challenge
Profile’s regional sales reps had limited bandwidth to prospect, schedule, and coordinate their own engineer lunch and learns, including food orders and PDH certificate issuance, an administrative load that kept them from reaching more specifying engineers and ultimately from achieving the mission: building awareness and adoption of Profile Products solutions at scale.
The Mission
Build awareness and adoption of
Profile solutions – at scale.
Strategy
Specifier education = growth
Targeted PDH briefings mapped to real project needs (stormwater, erosion, ESM).
Metro penetration plans per territory (virtual + in-person).
Signals & handoffs baked in (attendance, roles, intent prompts, spec sheets and data templates).
The Solution
Profile chose SuiteIntro to target and book lunch & learns with the right firms, handle PDH certificates and catering, and keep weekly waves of sessions moving so its regional sales managers could scale new engineer introductions and project pipelines – faster and more efficiently.
The Pilot That Proved It
Summer 2019: Profile began with a 90-day SuiteIntro pilot for 7 eastern U.S sales reps.
Pilot Mission: Demonstrate the ability to book with 50 key firms in the eastern U.S. to grow awareness and adoption of Profile’s ProGanics® Biotic Soil Media.
Outcome: Measurable workflow gains and reliable calendar fill; reached 50 new civil engineering firms; pilot success inspired Profile to scale its SuiteIntro program to 20+ reps and 480+ L&Ls/year.
Bringing Depleted Soils Back to Life
ProGanics® Biotic Soil Media is an engineered topsoil/compost alternative to accelerate development of depleted soils on job sites where importing/placing topsoil is costly or impractical, with an emphasis on speed and constructability. Value gains are substantial compared to importing topsoil or compost.
Topics Expansion
From a single flagship talk to a growing portfolio of lunch & learn topics:
RESULTS TO DATE:
Designers across America are going green.
Targeted lunch & learn campaigns based on market sectors and product applications.
High volume of PDH lunch & learns each year across key territories delivered by 20+ sales reps.
Reached 100% of our priority targeted engineering and architecture firms, many for multiple presentations.
Lunch & learns consistently Profile’s top source for converting prospects into projects.
“SuiteIntro has built a truly professional approach to B2B introductions. Their team has significantly increased my internal team’s bandwidth by seamlessly managing the entire program. I highly recommend their services to any organization looking to scale strategic connections efficiently.”
“SuiteIntro’s Lunch & Learn program keeps our erosion control and soil solutions in front of the qualified civil engineers, landscape architects, EPCs and municipal teams. The sessions spark earlier, better-qualified project conversations, and we consistently see more teams short-listing and specifying Profile Products solutions. ”
Seamless Execution
+
Dedicated SuiteIntro L&L coordinators provide prospecting and booking for 20+ Profile regional sales managers.
Rep onboarding & calendars: Interviews / surveys to lock goals and target profiles; capture open travel weeks; cluster 3+ L&Ls per travel week.
Database engine: Scrub/verify Profile target lists and expand state-by-state.
Turnkey logistics: targeting, invites, confirmations, PDH certificates, catering within budget, alerts, weekly status, ongoing call-path refinement.
Time is Money
Sales Team Productivity Multiplier
Delegating lunch & learn coordination to SuiteIntro converts “gray work” into “gold time” for Profile’s 20+ regional sales reps.
Bring a design team together.
Request a Profile Products briefing at your office or agency.