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Hanley Wood Case Study

S&P 500 Chemicals Company

Introduction

This case study of a S&P 500 chemicals company is based on a June 2017 survey of Hanley Wood customers by TechValidate, a 3rd-party research service. The profiled company asked to have their name blinded to protect their confidentiality.

“Hanley Wood’s data program(s) helped me implement smarter sales and marketing strategies, resulting in business opportunities that I would have otherwise missed.”

“With Hanley Wood, we have a much more granular data view than any other service provides, which has helped us deploy our resources more strategically.”

Challenges

The business challenges that led the profiled company to evaluate and ultimately select Hanley Wood:

  • Top purchasing drivers for partnering with Hanley Wood / Metrostudy for their data and information needs:
    • Its creation of a competitive advantage through access to local data
    • Its implementation of more informed sales forecasting strategies
    • Its ability to target growth opportunities
    • Its ability to increase marketing & sales qualified leads
  • Key selection criteria for choosing Hanley Wood / Metrostudy as their data and information service partner:
    • Data integrity
    • The breadth & depth of the data available
    • Targeting capabilities
    • Market & data expertise
    • The quality of resources & client service

Use Case

The key features and functionalities of Hanley Wood that the surveyed company uses:

  • Leveraged the following data services with Hanley Wood / Metrostudy.
    • Housing data i.e., Builder Lead Report, Builder Comparison, etc.
    • Forecasting i.e. Home Building Outlook
    • Lead generation
    • Builder contact information i.e. Builder Lead Report, Homebuilder Database

Results

The surveyed company achieved the following results with Hanley Wood:

  • Benefited in the following ways from leveraging a data program with Hanley Wood / Metrostudy:
    • Identified and resolved gaps in their sales & marketing process
    • Achieved greater accuracy in sales forecasting and pipeline management
    • Grown the volume of qualified leads in their database
  • Leveraged the data gleaned from partnering with Hanley Wood / Metrostudy for the following:
    • Scoring of inbound leads to distinguish marketing vs sales ready leads
    • Targeting consumer marketing




About This Data

This data was sourced directly from verified users of Hanley Wood by TechValidate.

TechValidate verifies the identity and organizational affiliation of all participants that contribute to published research data. When research participants so desire, we also guarantee their anonymity so that they may share information honestly and freely.


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