Expanding Panattoni’s Nordic presence through data-driven outbound sales

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From market entry ambition to proven pipeline growth

Panattoni, Europe’s largest privately owned developer of logistics and industrial properties, is known for building modern, sustainable, and energy-efficient facilities tailored to the needs of leading global companies.

When entering the Nordic market, Panattoni partnered with VAEKST to accelerate market expansion and connect with key decision-makers in Denmark and Sweden through Outbound Sales.

The goal was clear; to establish brand awareness, build a qualified pipeline, and lay the foundation for long-term growth.

Jacob Lykke Widahl, Managing Director of Panattoni Denmark, says the following about the collaboration:

“We have been very pleased with the collaboration with VAEKST, where we have experienced strong business acumen and industry expertise, resulting in many great meetings with potential customers. Overall, the dialogue has been open, welcoming, and transparent throughout the collaboration.”

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Understanding the Nordic logistics landscape

Entering the Nordic region required more than Panattoni’s strong European reputation. Success depended on understanding local market dynamics, cultural nuances, and identifying companies with genuine future needs for large-scale, sustainable warehouse and industrial developments.

VAEKST’s task was to bridge this gap through a data-driven outbound strategy — combining market insights, targeting precision, and personal outreach to create meaningful dialogue with senior decision-makers across logistics, retail, and manufacturing sectors.

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A tailored outbound strategy, built on sustainability and scale

Together, VAEKST and Panattoni designed an outbound approach aligned with Panattoni’s value proposition - combining sustainability, flexibility, and cost efficiency.

The campaign focused on companies with expanding operations and a revenue above DKK 100 million, targeting key growth regions such as Mälardalen and Skåne in Sweden and Jutland and Zealand in Denmark.

Panattoni’s offer included:

• Build-to-Suit / Build-to-Own solutions of 5,000 m² and above - designed to match each client’s operational and ESG goals.
  
  
• Speculative developments for lease - offering scalable, modern, and energy-efficient facilities.
  
  
• Strong ESG commitment, with all projects meeting DGNB certification standards.

Monthly review sessions ensured continuous alignment, performance tracking, and refinement of outreach strategies based on real market feedback.

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175 Sales Qualified Leads and a sharper market focus

The collaboration quickly produced tangible results:

• 77 Sales Qualified Leads (SQLs) in Denmark and 98 SQLs in Sweden.
  
  
• High-quality conversations with companies actively exploring expansion, consolidation, or relocation.
  
  
• Stronger visibility for Panattoni’s brand in the Nordics.
  
  
• Data-driven insights into regional investment priorities and facility requirements

Through structured communication and transparent reporting in the collaboration, VAEKST has assisted Panattoni in getting a clear overview of emerging opportunities and long-term market trends.

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Laying the foundation for sustainable growth

By combining local market expertise with data-driven outbound execution, VAEKST helped Panattoni transform a new market entry into a scalable growth strategy.

The partnership demonstrates how structured B2B outreach, grounded in insight, relevance, and sustainability, can accelerate market entry and create long-term commercial success in complex, high-value industries.