case study: THE MAGIC OF LINKEDIN
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the solution
sales pipelinein 3 weeks
sales pipelineafter 6 months$2M $6M
… a really powerful exercise. We were amazed at the wealth of information provided and the access available to C-level executives. James Veale, Managing Director Asia PACific region, EKA
provide Market analysis
create company data packs
identify targets & connections
profile network prospects
LinkedIn was used to gather targeted prospect information, map company employees, identify network connections to C-level execs and provide market insight into the mining industry in Australia.
Over 200 new Australian based C-level (CFO and/or CEO) prospects identified – saving thousands of dollars on trade shows and weeks of data gathering.
Several opportunities were created totaling a £2M pipeline in three weeks. This further developed to $6M over the following six month period.
the results
the pipeline value
CFOs and risk managers200+MINES IDENTIFIED70
the customer
the challenge
EKA have a two yearsales cycle2yr
known for agribusiness and risk software!
$2M sales pipelinein three weeks
the target: CFO’s and Risk Managers in mining
growth plan: expanding into australia
EKA are a global player in the commodity risk management software sector, known for agribusiness and risk software
EKA needed to quickly get traction with sales opportunities to hit their high growth targets within their new markets of APAC, specifically Australia.
With no local knowledge and no connections on the ground, where and how do you start to build pipeline fast?
New territory and sector targeted for expansion
global growth target $40m > $100m
moving into mining and minerals
expanding inTO asia-pac
need to find new prospects fast
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