How a Fintech Scale-Up Conquered Competitors & Ecosystem Users to Close $2.4M ARR
By sourcing 15,000 competitor contacts and 10,000 complementary integration contacts, the client mapped full multi-level buying committees to achieve a 6.2% engagement response rate.
The Challenge
The Fintech client was facing fierce market competition from legacy payment processors. Their sales team struggled with low response rates (<1.2%) using generic database tools that provided only outdated single contacts. They needed to pinpoint active accounts using rival technologies and complementary accounting software, but lacked accurate technographic visibility and buying committee depth.
The Solution & Buying Committee Strategy
Data InfoMetrix executed a custom dual-layer technographic extraction: sourcing 15,000 direct competitor user contacts and 10,000 complementary integration ecosystem user contacts. Crucially, Data InfoMetrix delivered multi-tiered buying committees rather than single decision-makers.
The Results & Strategic Value
By engaging all three tiers simultaneously with tailored messaging, the campaign broke through traditional gatekeepers. The client achieved a 6.2% overall engagement response rate (vs. 1.8% industry benchmark), generated $5.8M in qualified sales pipeline, and closed $2.4M in new ARR within 90 days.
“Data InfoMetrix changed our entire ABM strategy. Targeting the full buying committee—from end-user engineers to the CFO—allowed us to rip out legacy competitors in deals we used to lose.”
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