Account targeting
Identify companies matching the ICP across selected industries, markets, and service opportunities.
CLIENT STORY / NATEK
Building pipeline intelligence for complex IT services.
NATEK needed more than contact lists. Its sales team required well-matched accounts, the right technical and commercial stakeholders, relevant buying signals, and campaign-ready insights across several IT service lines.
PROJECT SNAPSHOTNATEK
- Engagement
- End-to-end prospecting support
- Focus
- IT Outsourcing & Managed Services
- Output
- Target accounts, contacts & insights
- Reported result
- 120%+ prospecting growth
120%+reported prospecting growth
5core technology areas
Multi-roledecision-maker mapping
Full-cyclecampaign support
One prospecting process had to serve several complex offers.
NATEK’s portfolio spanned Software Development, Cloud, Data Engineering, AI, and IT Infrastructure. Each service required a different account profile, stakeholder group, business context, and reason to start a conversation.
A useful prospecting system therefore had to go beyond company size and job title. It needed to identify organizations matching the ICP, map the right buying committee, and uncover timely signals that made outreach relevant.
THE CORE BRIEFTurn broad IT service priorities into precise target accounts, decision-maker maps, personalized research, and actionable opportunities for Sales and Marketing.
Research designed around how enterprise IT decisions are made.
Sourcely supported the entire prospecting workflow, combining AI-assisted discovery, manual analysis, data enrichment, and close collaboration with NATEK’s Sales and Marketing teams.
Stakeholder mapping
Find CIOs, CTOs, Engineering and IT leaders, Cloud, Data and AI stakeholders, Infrastructure Managers, and Procurement contacts.
Trigger research
Analyze technology stacks, hiring, transformation projects, cloud migrations, investments, mergers, and other relevant initiatives.
Campaign enablement
Prepare segmented lists, personalized conversation starters, messaging inputs, and clean CRM-ready data.
Prospecting extended into events, webinars, and market intelligence.
The work also supported opportunity creation outside standard outbound campaigns. Relevant conferences, trade shows, webinars, and industry presentations were researched as potential routes into target accounts.
Event intelligence
Research relevant conferences and analyze exhibitor and visitor lists to identify high-value prospects.
Meeting generation
Help the sales team prioritize and approach prospects before and during industry events.
Webinar outreach
Invite relevant contacts to webinars and presentations to generate interest and nurture relationships.
Market monitoring
Track competitors, emerging technologies, and market trends to support new opportunities and strategic account planning.
WHAT SOURCELY DELIVERED
From raw market data
to sales action.
The engagement connected research, data quality, personalization, campaign execution, and continuous process improvement.
Targeted databases
ICP-matched companies, relevant stakeholders, accurate contact data, and service-specific segmentation.
Personalized insights
Company initiatives and buying signals that could become credible conversation starters.
Sales collaboration
Continuous feedback with Sales and Marketing to improve targeting, messaging, and campaign performance.
Process optimization
AI tools, automation, and enrichment platforms used to improve efficiency while preserving research quality.
“
Our prospecting results have increased by more than 120%, also thanks to Sourcely’s excellent work and dedication.
Jana K.VP of Sales & Marketing · NATEK
ANOTHER CLIENT STORY
Precise ICP research that improved delivery and response.
NEED BETTER PROSPECTING INTELLIGENCE?
Give us the complex brief.
We’ll turn your ICP, service lines, and target markets into a practical research and prospecting workflow.