From Market Resistance to Thousands of Clients: Driving ESG Growth in Spain
THE CHALLENGE
EcoVadis partnered with LF Channel to break into Spain where supply chain sustainability was an afterthought, making client acquisition exceptionally difficult. The goal: establish EcoVadis as the global standard and build a robust client base where ESG measurement wasn’t even on corporate agendas.
The result: a complete market transformation. From zero traction to thousands of Spanish companies assessed, with 24% growth in 2024 alone. By turning what was once a tough sell into a business imperative, long-term growth is assured.
STRATEGY
We developed a comprehensive three-pillar strategy specifically designed to convert a skeptical market into active adopters:
Pilar 1
Content Marketing for education and acquisition
Monthly content program adapted for Spain and Latin America (blog posts, infographics, whitepapers, success stories)
Email marketing campaigns and newsletters targeting decision-makers
Complete website review and localization to connect with the Spanish market
Pilar 2
Thought leadership for brand credibility
Proactive media relations campaign with economic, sustainability, and supply chain media
Positioning of EcoVadis spokespersons as authoritative voices in ESG
Constant monitoring of sector news to identify opportunities
Over 100 annual appearances in key Spanish media
Pilar 3
Networking events for direct conversion
Annual in-person event bringing together 80-100 qualified leads (current and potential clients)
Design of experiences demonstrating tangible value of ESG certification
RESULTS
Business impact:
Growth in number of clients in 2024
From zero traction to thousands of Spanish companies being assessed under EcoVadis standards
Consolidated annual event with 80-100 qualified leads per edition
The real value:
LF Channel didn’t just increase EcoVadis’ visibility in Spain – we transformed the market’s perception of ESG, converting what was an alien concept into a business priority. By positioning sustainability as a business imperative and not as a “nice to have,” we ensured a constant pipeline of clients who now see ESG certification as an essential competitive advantage.
