SalesCaptain

About Nestlé

Nestlé is one of the world’s largest food and beverage companies, operating across consumer, hospitality, corporate, and industrial segments globally. In Southeast Asia, Nestlé was focused on expanding distribution of its premium coffee and beverage solutions into hotels, corporate offices, and large manufacturing environments, but struggled to generate consistent outbound traction through traditional channels.

Client’s challenge

Despite brand recognition and multiple go-to-market experiments, Nestlé lacked a repeatable outbound system capable of driving consistent conversations, replies, and qualified pipeline across diverse verticals.

🔁 No repeatable outbound engine

Paid advertising and internal business development efforts failed to produce predictable replies or meetings. There was no scalable outbound infrastructure in place.

🧩 Multiple ICPs, no unified strategy

Nestlé needed to sell into hotels, corporate offices, and manufacturing companies simultaneously, each with different buyers, data availability, and outreach dynamics.

🕵️ Hidden decision-makers & poor data coverage

Many key decision-makers were not active on LinkedIn or visible in standard databases, especially in hospitality and manufacturing, making traditional scraping ineffective.

Solution

We designed a multi-ICP outbound infrastructure built on market mapping, custom data workflows, and dual-channel outreach, allowing Nestlé to reach decision-makers others couldn’t.

🗺️ TAM & Market Universe Mapping

Instead of scraping leads, we mapped the full addressable market for each ICP. For hotels, we built the complete hotel universe across Singapore, Thailand, and Malaysia. For manufacturing and B&I, we sourced localized databases to bypass global tool limitations.

📨 Dual Outreach: Named Contacts + Generic Emails

Alongside standard prospecting, we identified department-level emails (e.g. fnb@, operations@, hr@) often ignored by outbound teams. With custom email infrastructure, we reliably inboxed these addresses, dramatically expanding reach.

🔄 Reverse-Engineered Prospect Discovery

For corporate offices (B&I), we started with geo-located individuals in Southeast Asia and worked backwards to identify local company presence, uncovering regional offices that traditional company-first scraping would miss.