Veridion: Expanding into ESG Data Solutions
Veridion is a pioneer in AI-driven data acquisition and analytics within the supply chain and public & private firmographic data market. Leveraging advanced machine learning analytics and extensive data scraping capabilities, Veridion curates comprehensive datasets that capture valuable insights on the world’s active companies (*covering 115.8 million companies, in 246 geographies as of August 2024). Recently, they began to venture into the ESG domain, developing a new data product that highlights ESG-related controversies, risks, and commitments from millions of websites and news sources daily. While this innovative ESG solution holds immense potential, Veridion was just beginning their journey in this space and needed to rapidly build their internal domain expertise and approach to customer identification and acquisition.
Through Mutual Interest
Our journey with Veridion began through mutual contacts in the supply chain data space. Recognizing the synergy between our ESG consultancy expertise and their advanced data analytics, we saw an opportunity to collaborate. Veridion had successfully developed a promising ESG data product and many prospects were intrigued by the solution. Yet, converting this interest into actual sales proved challenging without an internal familiarity with ESG data market dynamics.
A Go-To-Market Strategy
To address these challenges, we embarked on a comprehensive engagement with Veridion. Our first step was a deep dive into their current data products and initiatives. By participating in prospecting calls and supporting business development efforts, we gained a thorough understanding of their pain points and customer needs. Through this collaborative process, we developed a detailed go-to-market plan that included:
Target Definition: Identifying prime targets for their ESG data solutions.
Value Proposition: Articulating how Veridion's offering differentiated from competitors.
Messaging: Crafting compelling messaging and assets to reflect their unique value proposition.
We tested our hypotheses by joining customer and prospect calls, supporting content development, and providing internal training. This iterative process allowed us to refine the strategy based on real-time feedback and ensure it resonated with Veridion's audience.
Breaking Into the ESG Space
What was initially a nascent product became a standout solution exemplifying Veridion's unique capabilities in the data space. Our expertise and creativity in the ESG domain enabled us to provide Veridion with the approach, tools, and support they needed to effectively sell a new product. The defined go-to-market plan, combined with targeted messaging and value proposition, empowered their team to identify high-potential customers, engage them effectively, and convert interest into sales.
Ongoing Relationship
Our efforts with Veridion continues to evolve as we provide ongoing support and strategic guidance. By continually refining their approach and staying ahead of market trends, we’re helping ensure Veridion’s data solution provides market leading ESG coverage and consistently delivers value to their clients.