Case Studies

Building a Smarter Marketing Engine: Wilmington Paper Increases Pipeline by 68% with SalesIntel’s Accurate, Actionable Data

We can quickly build targeted campaigns, pass accurate leads to sales, and track the impact all the way to pipeline.

David Tratner

68%

increase in net-new pipeline

42%

improvement in connection rates

Wilmington Paper
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Company Overview

Wilmington Paper is a leader in customized recycling management solutions, helping businesses maximize the value of their waste streams while reducing environmental impact. Their marketing team plays a crucial role in generating awareness, creating demand, and enabling sales to have more meaningful conversations with the right decision-makers.

Challenges

Before SalesIntel, Wilmington Paper did not have a dependable platform for lead generation or to identify key decision-makers at prospective companies. Business Development efforts relied heavily on static lists, local prospecting, referrals, and industry event networking—limiting campaign reach and precision.

Key challenges included:

  • Difficulty identifying the right companies and contacts to target in campaigns.
  • Inaccurate or incomplete contact data before launching outreach.
  • Limited alignment between marketing and sales teams.
  • Delays in moving quickly on market opportunities due to lengthy research.
  • Wasted marketing budget on unqualified audiences.
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68

%

increase in net-new pipeline

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SalesIntel has allowed marketing to be proactive instead of reactive. We can quickly build targeted campaigns, pass accurate leads to sales, and track the impact all the way to pipeline. That’s changed the way we approach demand generation.

David Tratner David Tratner, Director of Marketing, Digital Media & Public Relations, Wilmington Paper

Don’t just be inspired by results, create your own. If this success story sparked ideas, let’s turn them into action. Request your demo today and get a walkthrough tailored to your goals.

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Solutions

Wilmington Paper implemented SalesIntel as the foundation of their marketing and sales alignment strategy.

Key solutions delivered by SalesIntel:

  • High-Accuracy Audience Targeting – 95% human-verified contact data with direct dials and verified emails.
  • List Building at Scale – AI-assisted search and advanced filters to build campaign-ready lists quickly.
  • Faster Campaign Execution – Removing manual research bottlenecks to speed up launches.
  • Seamless Sales Handoff – Providing enriched, pre-qualified contacts to sales for immediate, relevant follow-up.

Results

Within the first several months of using SalesIntel, Wilmington Paper’s marketing team saw measurable improvements across pipeline and execution.

Key results included:

  • 68% increase in net-new pipeline from marketing-sourced campaigns.
  • 42% improvement in connection rates for leads passed to sales.
  • 7x ROI based on opportunities influenced by SalesIntel data.
  • 30% faster campaign launch times by eliminating manual research.
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