Define the ICP
Prioritize e-learning and education companies that matched Eventory’s agreed market criteria.
CLIENT STORY / EVENTORY
Better targeting that improved delivery and response.
Eventory needed a dependable outbound pipeline within its core e-learning and education ICP. Success depended on finding the right companies, selecting the right roles for each company size, and reaching them through accurate email data.
PROJECT SNAPSHOTEVENTORY
- Primary ICP
- E-learning & education
- Stakeholders
- HR, Marketing, Events & BD
- Smaller companies
- C-level decision-makers
- Core result
- Stronger delivery & response
PreciseICP-led company research
Role-basedcontact segmentation
Verifiedbusiness email research
Improveddelivery and response rates
A broad list would reach the wrong companies—and the wrong people.
Eventory’s strongest fit was within the e-learning and education ecosystem, but industry relevance alone was not enough. The research also had to account for company size and the way responsibility for events, engagement, and business development changes from one organization to another.
At larger organizations, the relevant contact could sit within HR, Marketing, Events, or Business Development. At smaller companies, the buying decision was more likely to belong to a founder or another C-level leader.
THE CORE BRIEFIdentify companies within the agreed e-learning and education ICP, map the most relevant stakeholder for each organization, and deliver accurate contact data for targeted outbound campaigns.
ICP precision came before email volume.
Before research began, Sourcely and Eventory agreed on exact parameters: target industries, company sizes, job functions, and daily lead volumes. The team then researched companies and contacts against those parameters instead of relying on broad database filters.
Match roles to context
Target HR, Marketing, Event, and Business Development stakeholders—or C-level contacts at smaller firms.
Research valid emails
Use multiple sources and quality checks to find accurate addresses beyond popular email-finding tools.
Support messaging
Prepare focused prospect segments and strong email inputs aligned with the target audience.
More accurate targeting improved both reach and engagement.
By narrowing the research to Eventory’s real ICP and matching each account to the most relevant stakeholder, campaign quality improved before the first email was sent. Better contact research increased deliverability, while more relevant targeting and stronger emails produced a significant improvement in response rate.
Higher deliverability
A high proportion of valid business emails reduced avoidable campaign waste.
Better responses
Precise ICP and role targeting made outreach more relevant to recipients.
Clear daily delivery
Agreed lead volumes and parameters created a predictable operating rhythm.
Fast iteration
Changes to targeting requirements were incorporated immediately into ongoing research.
WHY IT WORKED
Accuracy at every
decision point.
The campaign improved because account selection, stakeholder mapping, email research, and messaging all followed the same precise ICP.
Industry fit
Research concentrated on e-learning and education rather than a loosely related market category.
Role relevance
Contacts changed according to company size and how each organization assigned responsibility.
Email quality
Accurate address research supported stronger delivery than standard email-finding tools alone.
Responsive execution
New instructions and targeting changes were quickly reflected in subsequent deliveries.
“
The contacts delivered had a high rate of valid email addresses, something popular email-finding tools could not achieve.
Natalia P.Head of Sales · Eventory
ANOTHER CLIENT STORY
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