Case
Study
PAUL POBLOCKI & KRISTA BENTS
Global Director of Strategic Marketing & Global Strategic Marketing Manager, Johnson Controls
“Air had some big shoes to fill for Johnson Controls as we partner with a similar lead generation firm in North America that’s been providing tremendous value for over a decade. Air’s entire staff, from our initial Business Development contact to our Account Manager, Digital Team and now SDRs, are some of the best professionals in the industry we’ve worked with. The entire Air team quickly grasped a complex message of value directed at the C-Suite and immediately delivered value from Day 1 of the campaign. We look forward to continuing a long partnership with Air Marketing!”
Johnson Controls
Overview
Innovating Smart Spaces: Johnson Controls is a global leader in smart building solutions, dedicated to creating safe, healthy, and sustainable environments. With nearly 140 years of innovation, their award-winning AI and data-driven technologies are transforming how we design, operate, and maintain buildings – ushering in a new era of autonomous spaces.
Supported by a global team of over 100,000 employees across 150 countries, Johnson Controls serves industries including healthcare, education, data centres, airports, and manufacturing, delivering smarter, more efficient spaces.
THE CHALLENGE...
Scaling Success in the UK Market
As a global organisation, Johnson Controls needed a partner with deep expertise in the UK market to accelerate sales growth and secure new opportunities for their internal business development team.
Their goal was clear: establish strong relationships with large manufacturers in the UK while replicating the success of their proven Integrated Marketing Model from North America. After vetting three lead generation firms, Johnson Controls chose Air Marketing for its proven track record, responsiveness, and comprehensive range of services designed for long-term partnerships.
Our Approach...
To address the challenge, Air Marketing designed a bespoke sales, marketing, and data strategy targeting Johnson Controls’ desired UK market. With a focus on engaging C-Suite executives and navigating complex value propositions, Air quickly demonstrated an in-depth understanding of Johnson Controls’ goals.
Through a rigorous onboarding process, Air developed precise messaging and market insights, enabling qualified opportunities to flow from the very start of the campaign. By aligning sales and marketing efforts, Air consistently delivered targeted leads to Johnson Controls’ European sellers, effectively breaking into key markets.
The Results...
Air Marketing has played a critical role in creating meaningful opportunities for Johnson Controls’ UK business development team. By maintaining open communication and adapting strategies based on market feedback, the partnership has evolved into a seamless extension of Johnson Controls’ sales efforts.
Highlights include:
- Exceeding expectations: Within the first six months, Air surpassed agreed KPIs and delivered ahead of schedule.
- Exceptional quality: Over 90% of booked meetings resulted in meaningful engagement, with a projected pipeline value of the opportunities to date of £28m.
- Strong collaboration: Air’s integration with Johnson Controls’ sales team has driven consistent improvements in messaging and results.
Johnson Controls’ investment in Air Marketing has not only accelerated its UK market entry but also set the stage for continued success through this strong, collaborative partnership.
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