How CleanHarbor won recurring office contracts across a metro
CleanHarbor Facilities
with Leadiy
27
new recurring contracts
$310k
added annual revenue
4x
territory coverage
22%
meeting-book rate
CleanHarbor provides nightly cleaning for offices and facilities. Recurring contracts are gold, but chasing them door-to-door didn't scale. Leadiy mapped the whole territory and pointed its reps at the best-fit accounts.
CleanHarbor's growth had always been geographic - win a building, then the one next door. But that meant leaving whole neighborhoods untouched simply because no one had knocked yet.
The company wanted a systematic view of every facility worth pursuing.
“We used to grow one building at a time by accident. Now we can see the whole map and go after the best accounts on purpose. It's the difference between hoping and planning.â€
Terrence Blake
VP Sales, CleanHarbor Facilities
A big territory, covered by chance
Reps worked the streets they happened to know. There was no map of which offices, clinics and gyms existed, how big they were, or which were most likely to switch providers.
Map the metro, rank the accounts
CleanHarbor used Business Explorer to map every facility by type and size, and Opportunity Score to rank which were the best fit for a recurring contract. Lead Lists split the territory cleanly between reps, and AI Outreach opened doors with a tailored message.
Coverage becomes revenue
The company signed 27 new recurring contracts worth $310k in annual revenue, and quadrupled the share of its territory under active pursuit.
Reps stopped relying on luck and started working a ranked list.
Leadiy features CleanHarbor Facilities relies on
Business Explorer
Mapped every facility across the metro.
Opportunity Score
Ranked accounts by fit for a recurring contract.
Lead Lists
Divided the territory cleanly between reps.
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