Case Study: Rich Contacts generates a 7‑figure pipeline and accelerates SQLs with Informa TechTarget's Priority Engine

How Rich Contacts Leverages Priority Engine to Generate Leads and Enable Sales

Rich Contacts, acting as an outsourced outbound and BDR function for a project management software provider, needed to target specific business profiles and grow a steady pipeline of sales-qualified leads (SQLs). To solve this, Rich Contacts partnered with Informa TechTarget and deployed Priority Engine to find and enrich contacts, accounts, and intent insights tailored to their target segments.

Using Informa TechTarget’s Priority Engine, Rich Contacts set up focused segments (Agile Project Management and Project and Portfolio Management), exported Active Prospects into multi-channel nurture streams, and ran persona- and region-specific cadences (email, phone, LinkedIn) with follow-up sequences and ongoing data enrichment and sales training. The approach produced measurable impact—a campaign run mid-December for 3.5 months generated a pipeline in excess of seven figures, increased timely conversions to SQLs, and provided the clean, actionable insights sales teams used to have more productive meetings.

Rich Contacts

Simon Watson

Managing Director and Founder