software
King Company S.r.l.
133 opportunities and 54 meetings in 12 months: as many as the company had obtained in the previous five years.
Observed period: 12 months
- 01
Starting point
King Company develops custom software and business intelligence, an offer that is sold on trust and references. In five years the company had built up a certain number of qualified contacts, all through word of mouth, with no way to speed things up.
- 02
Strategy executed
Segmentation by use case rather than by industry, because the same software solves very different problems. Each segment received messages centred on its specific operational problem, with spaced-out follow-ups that were never pushy, suited to a long sales cycle.
- 03
Results achieved
In twelve months, 133 opportunities and 54 meetings: a volume equal to what the company had obtained in the previous five years.
Our relationships with clients are long-term, we become technology partners, so the current value of the clients we have is certainly much higher than what we spent to win them.
Simone DonniniCEO · King Company S.r.l.
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