Targeting public companies in Denmark

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The consultancy is a digital transformation and innovation partner that specialise in AI and machine learning, cybersecurity, Microsoft and a range of other IT areas. The consultancy wanted to scale their services to tier 1 accounts in Denmark, businesses with +500 million DKK in revenue, and knew that the sales process would require a personal connection and physical meetings, where the consultancy’s experts could demonstrate their experience. The consultancy is a rapid innovator and prefers immediate feedback on new innovations to test the product-market fit. VAEKST provided them with both through Outbound Sales.

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Segmentation based on machine learning and digitalisation score

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VAEKST provided Outbound Sales through establishing a dedicated sales team to do advanced market segmentation, find contact data and execute personalised outreach towards the target segment. VAEKST delivers a monthly market report containing qualitative and quantitative insights from activity and conversation with prospects that provide strategic insights to the consultancy and optimises the outbound sales process for a more cost-effective process.

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Quickly, segmentation criteria like revenue growth, digitalisation index and use of Microsoft systems was evaluated to generate the best leads. The adoption rate of machine learning technologies was used to select industries of high interest and VAEKST's own proprietary database of leads was used to collect contact information on CTOs. VAEKST's outbound sales team was able to generate Sales Qualified Leads (SQLs) through scheduling qualified sales meetings directly into the consultancy's calendar and collect email permissions that generated Marketing Qualified Leads. Market reports were delivered on a monthly basis.

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178 SQLs in Denmark and upscaling business units

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VAEKST provided the consultancy with 178 SQLs in a tier 1 and tier 2 segment with a conversion rate from hour to SQL of 12%. The initial success contributed to the consultancy wanting to scale up across their service portfolio and today, VAEKST executes outbound sales for multiple business units. The consultancy has closed several deals.