Precision beats scale

At a glance

JLL Work Dynamics operates in a complex enterprise landscape. They sell Corigo, a point solution for facilities management — but not every large company is the right customer.

The priority was clear: avoid enterprises that typically buy Integrated Workplace Management Systems (IWMS). Focus on upper mid-market companies where a point solution delivers faster value. And above all else — don't step on existing JLL relationships.

Thomas and Matt, the EMEA sales leads, needed a system that could find the right accounts, filter out the wrong ones, and run campaigns without creating internal chaos. Jeeva delivered exactly that.

"We weren't trying to reach more people. We were trying to reach only the right ones — and do it without setting off landmines inside our own company."

—Thomas Wright, Sales Lead, JLL Work Dynamics EMEA

The challenge: selling a point solution in a platform market

Corigo isn't for everyone. It's designed for companies that need facilities management software — but don't need (or want) a massive IWMS platform.

"The sweet spot is upper mid-market," explains Matt Chen, Thomas's counterpart on the team. "Companies with 35+ locations, maybe $50M to $1B in revenue. Big enough to need software, small enough that Corigo solves their problem."

"If we pitch to a company that's already talking to JLL about a $2M IWMS deal, we've just created a mess. The account team is furious, the prospect is confused, and we've wasted everyone's time."

Matt Chen, Sales Lead, JLL Work Dynamics EMEA

The challenge wasn't finding leads. It was finding only the right ones — and acting on them safely.

Why Jeeva

Thomas and Matt had tried building lists manually. It didn't scale — and it didn't catch conflicts.

"We'd find a great prospect, start outreach, and then get a call from an account manager asking why we were emailing their client," recalls Thomas. "It happened three times in one month. We needed a system."

Jeeva offered three things no other solution could:

1. Conflict management built in. Every list cross-checked against existing JLL clients, active pursuits, and known competitors before a single email went out.

2. ICP discipline at scale. Not just company size filters — but role-level targeting focused on Facilities titles, which proved to be a stronger signal than generic "Operations" roles.

3. Multi-owner campaign execution. Thomas and Matt could run parallel campaigns under their own names, across different channels, without overlap.

"Jeeva didn't just give us leads. It gave us permission to hit send. We knew every contact had been checked against every list that mattered."

Thomas Wright, Sales Lead

Going live

Implementation happened in phases, with continuous refinement based on what Thomas and Matt learned in the field.

Phase 1: ICP definition. Refined the target profile to prioritize upper mid-market (201-1,000 employees) and enterprise (1,001+) with revenue between $50M and $1B. Industries: high-street retail, supermarket chains, food & beverage, hospitality, and nurseries.

Phase 2: Role focus shift. Moved emphasis from generic "Operations" titles to Facilities-specific roles — Facility Manager, Head of Facilities, Facilities Director — which proved to be a much stronger buying signal for Corigo.

Phase 3: Exclusion management. Integrated permanent exclusion lists for existing JLL Work Dynamics clients, active pursuits, competitors, and companies with known in-house systems.

Phase 4: Campaign execution. Launched parallel workflows:

• Nurseries list — targeted company + role lists based on Thomas's inputs
• 2026 EMEA target accounts — filtered by Facilities roles, 35+ locations, revenue alignment
• Atom FM campaigns — LinkedIn-only under both Thomas and Matt
• Event-driven campaigns — Atom FM Silverstone, with email + LinkedIn under Thomas, LinkedIn-only under Matt

The turning point

Two months in, Thomas pulled a report on campaign performance. Something stood out immediately.

"We'd sent 2,000+ emails across five campaigns. Zero internal conflicts. Zero angry account managers. For the first time, I could focus on selling instead of apologizing."

—Thomas Wright, Sales Lead

The conflict-free record wasn't luck. It was the result of rigorous exclusion management running in the background on every list, every campaign, every send.

"I used to dread Monday mornings," Matt admits. "That's when the complaint emails would come in. Now? Nothing. It's kind of eerie how smooth it is."

The outcome

JLL Work Dynamics EMEA now runs a repeatable system for precision GTM execution — not just list generation.

"We've found a model that works," says Thomas. "High-fit accounts, clean lists, no conflicts. Now we're scaling it."

The team has already identified "soft-in" opportunities — Corigo North America clients with EMEA locations that could be warm introductions for the EMEA team.

What's next

Thomas and Matt are expanding the playbook to new verticals and geographies.

"We started with retail and hospitality," Matt explains. "Now we're looking at healthcare facilities, logistics operators, anyone with distributed locations and Facilities-led buying. The model translates."

"When you sell a point solution, precision is leverage. Scale only works when fit comes first."

—Matt Chen, Sales Lead