How KES Power & Light Use Lead Forensics to Drive Measurable B2B Growth

About KES Power & Light

KES Power & Light is a manufacturer of electrical distribution equipment, primarily used in temporary environments such as festivals and construction sites. The company also distributes the Austrian plug and socket brand PCE, serving a wide range of B2B customers.

The Challenge

KES Power & Light had strong website traffic and consistent marketing activity generating engagement. However, traditional analytics tools only provided surface-level insight. While traffic volumes and page views were visible, the identities of visiting organisations remained anonymous unless a form was completed.

From a marketing perspective, this limited the ability to prove campaign effectiveness beyond clicks and visits.

From a sales perspective, it meant that businesses actively researching products could leave the website without ever entering the pipeline.

This created three commercial risks:

. Missed revenue from unidentified high-intent visitors

. Limited attribution between marketing activity and sales outcomes

. Reliance on reactive enquiries rather than proactive engagement

For a B2B manufacturer launching new product ranges and targeting growth, this lack of actionable intelligence restricted both pipeline expansion and forecasting accuracy.

Our Solution

Lead Forensics provided visibility into the companies visiting the website, how frequently they returned, and which product pages they viewed. This insight connected marketing activity directly to sales execution.

Rather than relying solely on inbound enquiries, the business could now identify organisations demonstrating buying intent and initiate contact proactively.

Sales Impact

"It’s transformed how we approach outreach. Instead of cold prospecting, we’re contacting businesses that are already showing interest in our products. That makes conversations far more productive." - Paul Durber, Sales.

Lead Forensics was embedded into the daily and weekly sales workflow. Visitor activity is reviewed consistently, and high-interest companies are followed up with structured outreach. This process has shifted prospecting from cold engagement to informed conversations based on observed behaviour.

Instead of contacting organisations without context, the sales team can approach prospects already researching specific products or solutions. This has increased the quality of conversations and improved conversion efficiency.

Marketing Impact

"We always had good website traffic, but we didn’t know who was behind it. Lead Forensics changed that. We can now see which businesses are visiting, how often, and what they’re looking at - and that’s uncovered warm leads we didn’t even know were there." - Ian Hamilton, Marketing.

Lead Forensics delivers measurable validation of campaign performance. When campaigns or new product launches are promoted, the team can see precisely which companies are clicking through, which pages they are engaging with, and how often they return.

This enables clear confirmation that messaging is reaching the intended audience and driving the desired behaviour. Marketing is no longer measured solely on traffic volume, but on identifiable business engagement.

The platform also revealed new market opportunities. Visitor data highlighted interest from sectors such as local councils - audiences that had not previously been actively targeted. This insight enabled strategic expansion into new verticals based on real behavioural data.

The Result

Lead Forensics has strengthened both commercial performance and cross-functional alignment within KES Power & Light.

Sales now operate with proactive intelligence, prioritising companies already demonstrating intent. Marketing can directly connect campaign activity to identifiable engagement. New product launches are supported by measurable interest and structured follow-up.

The business has exceeded its internal performance targets for the year, with improved visibility and disciplined follow-up contributing significantly to that achievement.
Lead Forensics has enabled KES Power & Light to unify sales and marketing around shared commercial intelligence.

Anonymous traffic has been transformed into measurable pipeline value, creating a more predictable, data-driven approach to B2B growth.