One of Shell Catalysts & Technologies’ offerings includes providing gas treating solutions that can help companies extract value from gas reserves.
Due to legislative measures in Brazil, more players have entered the energy market. Shell Catalysts & Technologies provides unique solutions for these companies and removes roadblocks to success.
The challenge for Shell Catalysts & Technologies is to reach these specific energy companies operating in Brazil to make them aware of how their solutions can drive profitability and productivity.
Ironpaper launched an account-based marketing campaign to demonstrate their value proposition to key companies operating in the country. Shell Catalysts & Technologies wanted to deepen relationships with key accounts and stakeholders in the region, and map additional account stakeholders to uncover new sales opportunities.
The Shell Catalysts & Technologies sales cycle spans one to three years, so while generating opportunities was the ultimate goal of the campaign, short-term successes included:
Ironpaper’s ABM campaign workflow sought to target prospects and nurture them in the funnel. Each tactic aligned with the goal of positioning Shell Catalysts & Technologies’ gas treating solutions as powerful technologies for the treatment of South American gas.
Through targeted LinkedIn ads, Ironpaper could get in front of key decision-makers at specific companies that could benefit from Shell Catalysts & Technologies' products. This granular approach was only successful as we worked with Shell Catalysts & Technologies to ensure value propositions were clearly communicated with the target, using language and phrasing common in the industry.
A core part of a successful ABM campaign is creating personalized content at scale. Ironpaper’s email nurturing campaign segmented leads in order to create content that converted them through the sales funnel. We wrote 1:1 emails that addressed the prospect’s needs, depending on their place in the buyer’s journey.
B2B Marketing and Growth Agency.
Grow your B2B business boldly. Ironpaper is a B2B marketing agency. We build growth engines for marketing and sales success. We power demand generation campaigns, ABM programs, create B2B content, strengthen sales enablement, generate qualified leads, and improve B2B marketing efforts.
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