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Approach
How Locatix builds enterprise pipeline
We identify the right accounts, engage the people who influence buying decisions, and develop qualified opportunities for technical B2B and B2G companies.
From market research and account targeting to outbound, follow-up and qualification, we build and operate the pipeline function under your brand.
Trusted by geospatial, enterprise software & technical B2B and B2G firms
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Our approach
The right accounts. The right people. A reason to engage.
Enterprise sales rarely depend on reaching one decision-maker at the right moment. Buying committees are complex, priorities shift, procurement takes time, and opportunities develop across multiple conversations.
We combine account intelligence, targeted engagement and consistent follow-up to build pipeline within the markets and accounts that matter.
The objective isn't activity for its own sake. It's qualified enterprise conversations and opportunities your team can realistically pursue.
01 - Understand the market
Know where to focus before reaching out.
We start by understanding your offering, commercial objectives, target markets and existing sales motion.
We build and prioritise the addressable account universe, evaluating commercial potential, stakeholder accessibility, buying signals, existing relationships and routes into each account. This determines where campaigns should focus first.
What this involves
- Ideal customer profiles and market segmentation
- Named-account research and prioritisation
- Buying-committee and stakeholder mapping
- Procurement processes and commercial buying cycles
- Competitive positioning and differentiated messaging
- Existing pipeline, customer and market intelligence
The result is a focused account universe with clear priorities, rather than a generic prospect list.
02 - Identify opportunities
Find reasons to engage the accounts that matter.
Not every target account is ready to buy. We monitor developments that may change priorities, create demand or open a route into an account.
These signals help us identify relevant angles, prioritise outreach and understand where opportunities may develop.
What we look for
Funding & investment
Capital allocation, infrastructure investment and funded initiatives that influence purchasing priorities.
Contracts, RFx & procurement
Tenders, contract awards, renewals and procurement activity that create potential entry points.
Expansion & new projects
New facilities, geographic expansion, programmes and operational developments.
Product & technology developments
New solutions, partnerships and technology initiatives relevant to your offering.
Leadership & strategic changes
Changes in decision-makers, ownership and strategic direction.
A signal is not automatically buying intent. We interpret developments in the context of each account before deciding whether and how to engage.
03 - Engage the right people
Open conversations with a credible reason to talk.
We use targeted, account-based campaigns to reach relevant stakeholders across priority organisations.
The channel depends on the market, opportunity and buyer - not a fixed outreach playbook.
How we create engagement
- Personalised email and LinkedIn outreach
- Direct calling and structured follow-up
- Account-based marketing campaigns
- Warm introductions and partner outreach
- Customer and dormant-opportunity reactivation
- Webinars, expert sessions and briefings
- Tender and procurement opportunity engagement
- Relevant case studies, proof and buyer materials
Campaigns operate under your brand, with messaging built around the commercial and technical problems your buyers actually face. We manage the research, campaign execution, replies and follow-up, allowing your specialists to focus on substantive sales conversations.
Build the proof behind the campaign
We develop or adapt the messaging, case studies, landing pages, sales materials and other proof needed to support outreach and buyer evaluation. The aim is to give stakeholders a credible reason to engage and the material to build internal support.
04 - Develop qualified opportunities
From initial engagement to sales-ready conversations.
An opened email, positive reply or meeting booking is not the finish line.
Enterprise opportunities often require multiple stakeholders, sustained engagement and a clear understanding of business needs before they warrant serious sales attention.
We develop promising accounts through structured follow-up, stakeholder engagement and qualification.
What we manage
- Prospect responses and initial conversations
- Stakeholder identification and multi-threading
- Follow-up across longer buying cycles
- Reactivation of previously engaged accounts
- Opportunity qualification against agreed criteria
- Meeting coordination and commercial context
- Account and opportunity tracking
Once an opportunity is sufficiently qualified, we introduce your sales team with the relevant context, contacts and next steps. Your team leads technical discovery, solution design, proposals, negotiations and closing.
05 - Measure and improve
Build a pipeline system that improves with every campaign.
Enterprise pipeline development is iterative. Initial assumptions about markets, buyers and messaging need to be tested against actual responses.
We continuously review campaign performance, account engagement, qualification outcomes and pipeline development.
What we refine
- Account selection and prioritisation
- Target segments and stakeholder coverage
- Messaging and commercial propositions
- Outreach channels, sequences and timing
- Qualification and follow-up processes
- Campaign and opportunity performance
The objective is a repeatable commercial system that becomes more effective as market feedback accumulates - not a series of disconnected prospecting campaigns.
The system we leave behind
A prioritized account universe, validated messaging and campaign playbooks, functioning outreach and follow-up workflows, opportunity tracking, and documented processes for continued operation.
Locatix can continue managing the function after the initial build or transfer it to your internal team when appropriate.
How we work together
We operate. Your team closes.
Locatix takes responsibility for building and operating the pipeline-generation motion while your team retains ownership of technical sales and customer relationships.
Locatix owns
- Account research, targeting and prioritisation
- Buying-committee identification
- Commercial positioning, campaign messaging and supporting proof assets
- Campaign strategy, setup and execution
- Prospecting infrastructure, CRM workflows and reporting setup
- Outbound, ABM and relevant engagement activities
- Prospect replies and ongoing follow-up
- Initial qualification and meeting coordination
- Pipeline tracking, reporting and optimisation
Your team owns
- Technical discovery and solution evaluation
- Solution architecture and commercial proposals
- Pricing, negotiation and contracting
- Final purchasing decisions and deal closing
- Delivery, customer success and strategic relationships
We coordinate closely so qualified opportunities reach the right people with sufficient context to progress.
Built for complex markets
Enterprise pipeline isn't a volume game.
Technical B2B and B2G markets demand a different approach from high-volume lead generation.
Deals may involve multiple departments, specialist evaluations, procurement procedures, budget cycles and long-term relationships.
Our approach is designed around those realities: focused account coverage, credible engagement, persistent follow-up and clear commercial qualification.
We prioritise opportunities with genuine strategic and commercial relevance over inflated activity metrics.
Build pipeline in the accounts that matter.
Whether you're entering a new market, expanding enterprise sales or building a more predictable flow of qualified opportunities, we can help you establish and operate the commercial motion.