The approach involved developing a targeted strategy that focused on accommodation providers experiencing significant operational pain points, specifically identifying Nordic camping sites, vacation rental operators, and independent hotels struggling with manual administrative tasks and energy consumption challenges. The outreach emphasized proven impact through meaningful conversations that highlighted tangible results, such as a 35% reduction in administrative workload and 30% energy cost savings. This led to booking qualified meetings with properties where seasonal operations and remote management create the most pressing operational challenges, ensuring alignment between the solution and the prospects' most critical needs.