Watershed Activates Climate Tech Buyers for High-Intent Pipeline

Watershed, a leader in climate technology, faced the monumental task of scaling 10x within a market that was both massive and deceptively noisy.

Traditional targeting based on company size or industry proved insufficient, failing to distinguish between companies with genuine budget-backed climate initiatives and those merely engaging in performative sustainability.

Their sales team was burning cycles on low-probability prospects, unable to identify the critical inflection points that signal a company is ready to invest in a premier enterprise-grade climate platform.

We deployed a proprietary market intelligence framework to move beyond surface-level data, identifying non-obvious 'trigger events' and latent buying signals within target organizations.

Our team engineered multi-dimensional Ideal Customer Profiles, mapping not just individuals but entire buying committees, and enriched these profiles with psychographic data points related to corporate risk and innovation culture.

This intelligence fueled the creation of hyper-personalized, multi-channel outreach sequences that resonated with specific stakeholder pain points, effectively activating dormant demand and delivering a pipeline of accounts pre-qualified for immediate engagement.