The Challenge
A proptech company selling access control systems to multifamily operators had a strong product but a thin pipeline in new markets. Their enterprise sales team was closing deals through inbound referrals only. Breaking into new operators — especially those already locked into legacy vendors — required face-to-face presence and relationship-building that their remote sales team couldn't execute.
Our Approach
- 01
Identified 6 target metro markets with high density of legacy access control installations
- 02
Organized exclusive 'Property Tech Roundtable' dinners in each market — invitation-only, 8-12 decision-makers per event
- 03
Managed all logistics: venue, catering, branded collateral, follow-up sequence
- 04
Conducted live product walkthroughs and ROI sessions embedded within roundtable format
- 05
Executed a 3-touch post-event follow-up sequence across email, LinkedIn, and phone
The Results
Pipeline Generated
Qualified enterprise deal flow across 6 metro markets
Operator Introductions
New decision-maker relationships established
Campaign Duration
Full market activation and pipeline development cycle
“The roundtable format was exactly what we needed. Decision-makers who had never returned our calls were sitting across from our team at dinner. NEXUS built the room — we closed the deals.”
VP of Enterprise SalesVP of Enterprise Sales, Proptech Access Control Company