business to business

Advanced analytics targets the right decision makers for an investment management firm

Business problem

An investment firm that manages defined benefit programs for companies struggled to identify the best contact names to use for their sales and marketing efforts.  While they could target the right companies in their target audience, they were unable to reach the individuals in their sales and marketing efforts required to be successful.


Geiger and Company created an innovative solution using advanced modeling techniques to sort through masses of contact business information to identify decision makers most likely to buy.  The solution used a combination of individual and corporate characteristics to target the most likely prospects.  A similar process was utilized for 3rd party sources to identify prospects who most resemble existing cuctomer contacts.


The contact model was successfully created, developed and deployed in less than 60 days.  Like finding a needle in a haystack, Geiger and Company's solution identified and delivered the most likely suspects to the client for use in their sales and marketing efforts.

The project also afforded the client the opportunity to update their existing prospect and customer information. More than 25% of the client's contact information (telephone and email) was updated, increasing connect and sales rates.

Geiger and Company, 47 Cross Street, Topsfield, MA 01983-2313