Challenge
IntelliEnergy develops, manufactures, sells and installs state-of-the-art energy-saving lighting systems for commercial garages, gymnasiums, ice rinks, indoor field houses and warehouses.  This Connecticut based company first started installing their proprietary “Star Lighting System” in municipal, college and prep school ice rinks.  As IntelliEnergy looked to expand into new markets and geographic areas, the company hired O’Neill and Associates to create a relationship marketing plan aimed at introducing IntelliEnergy to property and operations managers within a list of specific targets, thereby expanding its reach and supporting its business development efforts.

Solution
O’Neill and Associates developed and implemented a strategy for IntelliEnergy to raise its profile among prospective customers by facilitating introductions with key decision-makers. Targets included airline hangers, skating rinks, field houses, private development companies and large garages, such as those used by airlines, universities, hospitals, and public parking authorities.

Results
Through this relationship marketing plan, IntelliEnergy has won new clients, augmented its business development prospects, experienced a tremendous rise in awareness among property and operations managers and broadened its reach throughout New England and the United States.  Specific new accounts include Boston College, Mount Auburn Hospital (Cambridge, Mass.), and Orlando International Airport.

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