Case Study: Success of a sales campaign in the B2B leasing sector

Case Study: Success of a sales campaign in the B2B leasing sector

by | Jun 25, 2025 | Case Study

In today's dynamic business world, where competition in the financial services market is fierce, companies must constantly look for new ways to increase sales and reach the right customers. One sector that requires a precise approach to customer acquisition is B2B leasing. A company specializing in business leases approached us with just such a challenge. Their goal was to increase leasing sales and thus strengthen their position in the market. With years of experience in generating leads and building sales strategies, our agency took on the task. In this article, we present a detailed case study that describes the process of cooperation, from the identification of the profile of the ideal client, through the implementation of activities and the results achieved. The story shows how a well-planned campaign can bring tangible benefits in a short period of time, as well as the importance of a long-term approach to cooperation.

 

Profile of the ideal customer

 

Before we started any activities, it was crucial to precisely define the Ideal Customer Profile (ICP). The company that approached us operates in the B2B leasing sector, which means that their customers are companies in need of financing for the purchase of machinery, vehicles, IT equipment or other fixed assets. Based on detailed discussions with the client and an analysis of their existing contracts, we created an accurate picture of their ideal client. Such a client is a medium-sized company with 20 to 100 employees, operating in industries such as transportation, construction, industrial production or logistics services. The company should generate annual revenues of between 5 and 50 million zlotys, allowing it to realize leases of between 100,000 and 2 million zlotys. In addition, the ideal client is a company that has been in business for at least 3 years, which guarantees financial stability and the ability to meet long-term commitments. Location was also an important aspect - we focused on companies from large cities and their surroundings, such as Warsaw, Krakow, Wroclaw, Poznan or Gdansk, where the concentration of such companies is the highest. Finally, a key characteristic of the ideal client was readiness to invest in growth, which manifested itself in the need to modernize the vehicle fleet, purchase new production machinery or expand the IT infrastructure. With such a detailed profile, we were able to effectively target the right audience.

 

Activities

 

With the profile of the ideal client clearly defined, we moved on to the implementation of activities. After analyzing the available outreach channels and consulting with the client, we decided to use a call center-based campaign. This type of approach allowed direct contact with potential customers, which is extremely effective in B2B leasing, as purchasing decisions often require detailed conversations and trust-building. The first step was to prepare a call script. The script was designed to be both professional and flexible, allowing consultants to tailor the conversation to the specifics of each company. It included key questions to quickly verify whether a company fit the profile of an ideal client, such as company size, industry, investment needs or growth plans. At the same time, the script emphasized presenting the benefits of leasing offered by our client, such as flexible financing terms, the ability to customize the repayment schedule or a quick decision-making process. The next step was to prepare the database. We used both the data provided by the client and our own resources, which allowed us to create a list of potential customers meeting the ICP criteria. The database was further enriched with information from publicly available sources, such as business registers, which allowed consultants to better prepare for interviews. The call center team consisted of experienced consultants who received training on the specifics of the leasing industry and our client's product. Each call was recorded and analyzed, which made it possible to optimize the script and approach to customers on an ongoing basis. The campaign lasted for a month, during which consultants made thousands of calls, focusing on building relationships and generating interest in the leasing service. In addition, we introduced a system of follow-ups, i.e. re-contacts with companies that had expressed initial interest but needed more time to make a decision. This increased the efficiency of the campaign and ensured that no potential lead was missed.

 

Results

 

After a month of intensive activities, the campaign yielded impressive results. We managed to generate 74 high-quality leads, i.e. contacts to companies that expressed interest in the leasing service and met the criteria of an ideal customer. Each lead was handed over to the client's sales team, along with detailed call notes, which facilitated the subsequent sales process. At the moment, out of these 74 leads, 6 have translated into signed leasing contracts, which is a very good result, considering that the sales process in the B2B sector is usually drawn out over time and involves many steps, such as negotiating terms and conditions, analyzing financial capacity and internal approval on the customer's side. It is worth noting that the remaining leads are still in the sales funnel, which means that we can expect further conversions in the coming months. The client expressed full satisfaction with the results achieved, especially with the quality of the leads delivered, most of which were precisely matched to their expectations. Equally important, the cooperation with the client is long-term. We have already recorded success at the start of the campaign, which confirms the effectiveness of our approach and opens the door to further development of joint activities. In the coming months, we plan to continue the Call Center campaign, and are considering introducing additional channels, such as email campaigns and industry webinars, to further increase the number of leads generated and support the client in achieving ambitious sales goals. This case study shows that a well-planned strategy, based on an in-depth understanding of the customer's needs and precise tailoring of activities, can bring tangible benefits even in a short period of time.

 

Marketing campaign success: 500 leads for a photovoltaic company

Marketing campaign success: 500 leads for a photovoltaic company

by | Aug 28, 2024 | Case Study

Our team was recently approached by a client running a rapidly growing company specializing in photovoltaic installations and heat pumps. His company operates throughout Poland, providing modern, ecological solutions that are increasingly popular among Poles looking for alternative sources of energy. The client faced the challenge of effectively reaching new customers who would be interested in investing in technologies that reduce energy consumption and lower building operating costs. Its goal was not only to increase brand awareness, but most importantly to acquire valuable leads - people who were genuinely interested in the offer, and who could turn into long-term customers.

Keeping in mind the ambitious goals of the client and the specifics of the market, we took on the challenge by developing a comprehensive marketing strategy that aimed to maximize the effectiveness of the activities and achieve the desired results. In the rest of this article, we will discuss in detail the steps we took and the results we achieved, which confirm that a properly chosen marketing strategy can bring spectacular results.

Determine the profile of the ideal customer

 

The first step in the implementation of our project was to precisely define the profile of the ideal customer, which was the foundation for further marketing activities. Understanding who the potential customers of the products and services offered by our client are was crucial to the success of the campaign. Together with the client, we conducted a detailed analysis of the market and its existing customers, which allowed us to identify several key segments that had the greatest potential to benefit from the offer.

 

Single-family homeowners

 

The most important target group was owners of single-family houses. These are the people who are most often looking for ways to reduce costs related to heating and electricity consumption. Photovoltaics and heat pumps are the ideal solution for them, enabling them to significantly reduce their electricity and heating bills, as well as to become independent of rising energy prices. Single-family homeowners often think about long-term savings and investments, which makes them excellent candidates to take advantage of our client's offer.

 

Environmentally conscious people

 

Another important segment was customers for whom it is important to take care of the environment. This group of people pays special attention to the green aspects of energy use and seeks solutions that reduce their carbon footprint. Photovoltaics and heat pumps are technologies that fit perfectly into the philosophy of sustainable development, so environmentally conscious people were a natural target for our marketing efforts. These individuals are often willing to invest more in green solutions, knowing that their choice has a positive impact on the environment.

 

Investors in real estate

 

The third target group was real estate investors who are interested in increasing the value of their properties. Installing modern energy systems, such as photovoltaics or heat pumps, can significantly increase the market value of properties, as well as make them more attractive to potential buyers. It is crucial for investors to secure the highest possible return on investment, and the use of innovative energy technologies is one way to achieve this goal.

 

Locations with high energy costs

 

Last but not least, the segment was regions in Poland where energy costs are relatively high. In such places, residents are more motivated to seek alternative sources of energy to reduce their monthly bills. For these people, photovoltaics and heat pumps represent a real opportunity to reduce household costs. Our marketing strategy was particularly focused on reaching residents in those regions where the benefits of photovoltaic and heat pump installations are most pronounced.

 

Summary

 

By precisely defining our ideal customer, we were able to effectively tailor our marketing efforts to the specifics of each market segment. By understanding the needs and motivations of our potential audience, we were able to create a campaign that was both effective and well-tailored to customer expectations. In the subsequent stages of the project, it was this detailed knowledge of the target audience that allowed us to achieve significant results, as we will discuss later in the case study.

 

Order execution

 

After defining the target audience and thoroughly understanding the needs of potential customers, we decided to implement an integrated marketing campaign. The goal was to reach the widest possible audience of people who might be interested in our client's offerings, and to generate valuable leads that had a high probability of turning into actual orders.

Our campaign began with the preparation of a series of personalized e-mails. We focused on single-family homeowners and real estate investors, using databases that met strict criteria. Each e-mail was carefully crafted in terms of content and visual appeal to effectively communicate the benefits of installing photovoltaics and heat pumps. We made sure that the e-mails were tailored to the recipient - they included not only general information about the technology, but also specific promotional offers that could encourage direct contact. Personalizing the messages helped build a sense that the offer was aimed directly at the recipient, which increased the effectiveness of the campaign.

At the same time, we launched an SMS campaign to quickly and effectively reach the people in our database. We created short but succinct messages that aimed to interest recipients and encourage them to take immediate action. Each SMS contained a simple call-to-action, such as an invitation to visit the client's website or contact them directly by phone. Thanks to the concise form of the messages, we could count on a high open rate and a quick response from recipients.

A key element of our strategy, however, was the use of a call center, which acted as a bridge connecting email and SMS activities with real customer interest. Our call center team made contact with people who had previously responded to email and SMS campaigns, and then verified their interest in the offer. Through direct conversation, we were able not only to confirm their willingness to contact a company representative, but also to better understand customers' needs and expectations. This approach allowed us to generate leads that were already pre-interested in the offer and ready for further conversation with the customer. Every lead we passed on was warm - this meant that the recipient had not only heard about the offer, but actively expressed a desire to learn more about it, which greatly increased the chance of closing the sale.

Thanks to the synergy of e-mail, SMS and call center activities, the marketing campaign was not only effective, but also precisely tailored to the specifics of the market and the needs of the target customers. This integrated approach resulted in high-quality leads, which had a direct impact on our client's satisfaction and the success of the entire project.

 

Results

 

In just one month of campaign implementation, we were able to achieve impressive results that not only met, but actually exceeded our client's expectations. The result of our activities was the generation of as many as 500 valuable leads - each of these people is a potential customer who expressed interest in the offer and was ready for further contact. A key element of success was the precise verification of each lead by our call center. A team of specialists not only contacted the recipients, but also conducted detailed conversations during which they confirmed real interest in photovoltaics and heat pumps. As a result, the client received only warm leads, which significantly increased the chance of converting them into actual customers.

Our marketing strategy has brought tangible benefits to the client on several key fronts:

  1. 500 valuable leads: Each of the leads generated was the result of carefully planned and executed marketing activities. Thanks to precise market segmentation and a personalized approach, we were able to reach people who were actually looking for solutions offered by our client. This meant that the client didn't have to waste time contacting random people - instead, it was able to focus on serving real interested potential customers, which significantly increased the effectiveness of its sales efforts.
  2. Increased brand awareness: The campaign not only delivered leads, but also significantly contributed to brand awareness throughout Poland. Through integrated communications, we reached homeowners and investors in various regions of the country, building our client's image as an expert in photovoltaics and heat pumps. In the long term, the increased brand recognition was conducive to attracting more customers, even beyond the direct results of the campaign.
  3. Customer satisfaction: The results of the campaign exceeded the expectations of our client, who expressed full satisfaction with the results achieved. This was especially true given the ambitious goals we set for ourselves at the beginning of our cooperation. Generating 500 leads in such a short period of time showed that our marketing strategy was not only effective, but also well adapted to the specifics of the market and the needs of our target customers. The client not only increased its sales opportunities, but also gained trust and a positive image in the eyes of its target group.

In summary, thanks to the integrated marketing campaign, we were able not only to generate a large number of valuable leads, but also to significantly strengthen our client's market position. The results achieved are proof that properly planned and executed activities can bring tangible business benefits in a short period of time.