Energy submetering for campgrounds, universities and apartment buildings
Vutility makes smart submetering hardware that shows organizations how much energy their properties use. Its customers include campgrounds, universities, multifamily housing and commercial buildings.
A single deal can cover far more than one site. Many buyers are investors or operating groups with whole portfolios of properties, so it helps to know who owns what before the first call.
A clear market, and nobody left to do the prospecting
Two people handled all of sales. When the marketing coordinator left, nobody was managing lists or running outreach. Earlier campaigns built from contact databases and industry associations had produced mixed results, and a trial of AI calling raised quality concerns.
The website was drawing interest, but the team couldn’t tell which organizations were visiting or which ones mattered. Vutility needed prospecting to keep going without the two sellers doing all the research and outreach themselves.
Website signals plus human SDRs on the phones
Visitor ID showed which companies were on the site, along with whatever contact details were available. A Demandbase integration and a score based on how recently and how often a company visited told the team where to look first. During rollout, one energy-sector company scored above 95.
MarketBetter’s managed SDRs worked inside the platform, using scripts written around Vutility’s submetering pitch. The plan called for 50–100 calls and 50–100 emails a day, four days a week.
When a prospect was interested, the SDRs introduced them straight to the founders. In the first month, an investment firm that manages more than 300 RV parks replied asking to talk further, a single conversation that could span an entire portfolio.
“MarketBetter handled the sourcing, the outreach, the content — even our cookie-compliance fix. Our two-person team just had to show up for the meetings.”
A cookie fix that brought visitor tracking back
Partway through, a cookie-consent problem broke part of the website and took visitor tracking down with it. The team removed the scripts causing it and fixed the setup, which brought visitor tracking back online so company identification could keep running.
Sellers get on calls already knowing the prospect
The SDRs took on the recurring research and outreach. When a seller got on a call with the owner of a campground portfolio, they could talk about that operator’s energy needs and how many properties might be involved.
Website visits showed the team which companies were showing interest. With only two people, that helped them decide where to spend their time, while the SDRs kept outreach going between meetings.
Prospecting that keeps running for a two-person team
Over roughly twelve months, MarketBetter identified more than 2,000 ICP companies visiting Vutility’s website. The SDRs made 493 calls in their first active month.
The conversation with the private-equity firm showed the size of customer this work can reach. Email, calling and LinkedIn outreach keep going alongside it.
Vutility’s sellers spend their time where their product and customer knowledge counts, and finding new prospects runs as a regular process in the background.