One of the largest hazardous waste management companies in the U.S. partnered with Espalier to identify qualified leads across all operational locations, tailored to the specific waste codes managed by the company.
Client Overview
One of the largest hazardous waste management companies in the United States sought to enhance its market reach by identifying qualified leads tailored to the specific waste codes managed across all its operational locations. This leading player partnered with Espalier to leverage its AI-powered platform for granular customer analytics and actionable insights.
The Challenge
The client faced challenges in efficiently identifying and prioritizing high-potential leads across diverse geographical regions. They needed a scalable solution to:
- Map relevant waste generators in proximity to their facilities.
- Align waste management capabilities with specific waste codes generated by prospective clients.
- Understand the competitive landscape, including existing supplier relationships and market dynamics.
Espalier’s Approach
Espalier utilized its advanced AI and data analytics platform to extract, process, and analyze a comprehensive dataset from the Environmental Protection Agency (EPA) and other sources. Key steps included:
- Data Extraction:
- 320,000 unique waste generators across the U.S.
- Over 5 million waste generator manifests submitted to the EPA.Detailed insights from ~10 million waste and management method code entries.
- Geo-coordinates and NAICS codes of generators and waste management suppliers.
- Generator and Supplier Mapping:
- Generator Analytics: Mapped waste generator facilities within proximity to the client’s operational sites
- Process Code Analytics: Matched the client’s process code capabilities with waste codes generated by relevant facilities.
- Supplier Network Mapping: Analyzed supplier relationships to understand “who is working with whom” and determined the share of wallet for each supplier.
- Prospect Prioritization:
- Lead Prioritization Framework: Scored potential leads based on factors such as account volumes, process code volumes, proximity to client facilities, customer profiles, supplier cross-elasticity, and supplier value propositions.
- Lead Shortlist: Classified leads into low, medium, and high priority categories across all geographical locations.
Client Impact
- The client received a highly targeted and actionable list of prospective leads for each operational location.
- Espalier’s analysis enabled the client to conduct comparative evaluations of their services against competitors in each market.
- With a clear understanding of market dynamics and competitive positioning, the client devised a distinctive strategy to enhance their service offerings and win new business.
By leveraging Espalier’s AI-driven platform, the client achieved a streamlined and effective approach to lead generation, setting a strong foundation for sustained growth in the hazardous waste management sector.
