How a Utility Energy Monitoring SaaS Built 80% of Their Pipeline Through Visitor Identification
· 10 min read
The utility and energy monitoring space is brutally niche. You're selling complex SaaS to a buyer pool that's small, slow-moving, and deeply skeptical of new vendors. Most energy monitoring platforms serve a few hundred target accounts at best — and those accounts are bombarded by every IoT vendor, smart grid consultant, and legacy SCADA provider on the planet.
So how does a small team — we're talking fewer than ten people — build a predictable pipeline without an army of SDRs or a seven-figure ad budget?
One company figured it out. And the answer wasn't more cold calls.