responses, a 1.86 percent response rate.
Zahara
Zahara is an accounts payable and spend control platform for finance teams, working with more than 500 companies including Lush Cosmetics and British Airways.
Challenge
Zahara needed consistent qualified appointments from targeted finance buyers while expanding its ICP from the UK into additional international markets.
Objective: Use Account Based Marketing and a dedicated SDR team to scale appointment volume with FinTech and finance buyers, then expand reach across UK, Europe, Australia and USA.
- Geography: UK, Europe, Australia and USA
- Industries: FinTech and finance teams
- Buyers: Finance and AP decision makers
- Initial focus: UK companies with under 1000 employees
Approach
- Built a dedicated SDR team with strategist, data miner and Sales Operations Manager support.
- Used hyper targeted individual emails to reach FinTech and finance buyers.
- Expanded the ICP after validating the UK motion.
- Started with UK sub 1000 employee companies.
- Ran LinkedIn campaigns, emails and personalized video notes.
- Expanded outreach across Europe, Australia and USA.
Outcome
78,764 leads, 57,500 emails delivered, 1,072 responses (a 1.86 percent response rate) and 86 qualified appointments.
- 78,764 leads built.
- 57,500 emails delivered.
- 8,750 LinkedIn touches.
- 1,072 responses received.
- 86 qualified appointments from 1,072 responses, a 1.86 percent response rate.
Key learnings
- A dedicated pod helps maintain volume and quality across large finance datasets.
- Validated ICPs can be expanded into new geographies once messaging is proven.
Want a similar outcome inside your accounts?
In 30 minutes, a senior strategist reviews your target accounts, maps a sample buying committee and shows you the account-based plan we'd run.
Senior strategist, not an SDR · Sample buying committee mapped live · No generic deck
- Reviewed by a senior Intandemly strategist
- Sample buying committee mapped live
- Tailored account-based plan, no generic decks