Reaching enterprise clients in the telecom industry
How a telecom client landed C-level conversations with the largest retail networks in Poland — Auchan, Media Expert, OBI, Bricomarche, Agata Meble, Makro — by skipping local managers and going straight to head office.
What was in the way.
The telecom client already had a solid portfolio but wanted to precisely reach organisations with specific connectivity challenges and start commercial conversations where collaboration potential was highest. The challenge: telecom decisions are made at corporate headquarters, not by people managing local stores or facilities.
- Facility managers rarely had purchasing authority for telecom contracts
- Real buying power sat in C-suite or IT departments at corporate HQ
- No efficient way to map which stores belonged to which corporate parent
- Generic outreach got rerouted or ignored at retail HQ level
How we ran the play.
- Phase 101
Market mapping
Built an initial database of commercial real estate — production sites, warehouses, logistics centres — to understand the physical footprint of each retail network.
- Phase 202
Strategic pivot
Shifted from physical locations to decision-makers with purchasing authority. Refocused on specific retail networks and their corporate hierarchies, not individual store managers.
- Phase 303
AI-powered data segmentation & enrichment
Used Clay and AI agents to enrich each account: number of stores, square metres, mobile app presence, existing telecom partners. Each network got an account-specific outreach angle.
- Phase 404
Multichannel outreach + insights
Sequenced email → phone → LinkedIn touches across decision-maker tiers. Each conversation captured market insight: pain points, current providers, contract renewal windows. The data flywheel improved future targeting.
Receipts, with numbers.
With executives at Poland's largest retail networks across 6+ months.
Classified and enriched with structural + connectivity data.
First-hand telecom challenges from buyers — fed back into messaging.
Including Auchan, Media Expert, OBI, Bricomarche, Agata Meble, Makro.
C-level conversations landed
Top retail networks in Poland
- AuchanHypermarket / DIY chain
- Media ExpertElectronics retail
- OBIDIY / home improvement
- BricomarcheDIY chain
- Agata MebleFurniture retail
- MakroWholesale / B2B
By going one level up — from facility managers to corporate decision-makers — we landed conversations with the largest retail networks in Poland and gave the client a structured insights map of telecom buying patterns across the segment.
Want the same for your motion?
30 minutes. No pitch. We map where you are and what's actually possible.