Duon Initiates 9 Enterprise Deals with ABM

ICP-driven ABM turned a broad market into a tight Target Accounts List—driving enterprise meetings.

“The effort put into researching and selecting the right accounts was commendable, and it was a major operational effort that helped us to
engage with the right accounts and relevant offerings”

Łukasz Byczkowski

Head of Sales & Marketing, Duon

44

target accounts

9

enterprise meetings

20%

meetings booking rate

Situation

DUON (energy sector; ~€60M revenue), part of GGE capital group and Infracapical, sought hyper-specific accounts that fit a strict ICP.

Problem

Many accounts met basic filters, but true fit signals (e.g., gas-pipe proximity, high consumption) were hard to source and operationalize at scale.

Solution

We narrowed the total addressable market to a qualified target account list using data scraping tools + public reports + manual research; score, segment/tier, and activate with multi-channel outreach.

Benefit

From 44 target accounts, DUON booked 9 enterprise meetings (20%) within a 3-month campaign.

The Situation

DUON (Energy sector) belongs to the GGE, a Slovak energy group investing across production, distribution, and supplies; ~€60M revenue; part of Infracapical with 80+ years of investment experience managing 341B GBP in assets; HQ: Warsaw, Poland. The team set out to find hyper-specific businesses matching a tight Ideal Customer Profile and to replace “luck” with relevance-driven targeting.

The Problem

Only certain accounts fit DUON’s solution (e.g., proximity to a general gas pipe, specific energy-consumption thresholds, and other business criteria), but those fit signals were hard to source and filter at scale. Matching needs against location, production type, and revenues efficiently was the core challenge.

Our Solution

1) TAM → TAL:

We built a large Total Available Market list, then evaluated hundreds of companies to select the final 44 high-fit accounts.

2) Segmentation:

We combined automated prospecting tools, public reports, and manual research to score each account, then grouped into segments and tiers for higher-relevance offers.

3) Account activation:

For each segment, we crafted a tailored value proposition and unique messaging, identified stakeholders, and engaged them with multi-channel outreach.

Duon Initiates 9 Enterprise Deals with ABM

44

9

20%

Situation

Problem

Solution

Benefit

The Situation

The Problem

Our Solution

Business Impact

“The effort put into researching and selecting the right accounts was commendable, and it was a major operational effort that helped us to engage with the right accounts and relevant offerings.”

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