112 SQLs for TECHNIA in the Nordics and UK

Expanding PLM solutions in the Nordics and UK

TECHNIA provide exceptional PLM solutions, comprising of software, systems and services for critical business processes in vertical markets, across the globe. With a goal of strengthening market presence across the UK, Norway, Sweden, and Denmark, TECHNIA required an external outbound sales team that could scale up their services in multiple countries at the same time. VAEKST supplied a team of business developers to complement the existing salesforce of TECHNIA and provided a consistent flow of Sales Qualified Leads (SQL), Marketing Qualified Leads (MQL) and Intent Qualified Leads (IQL).

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Utilising real-time buying triggers to prioritise outbound sales

TECHNIA and VAEKST held multiple workshops where the Go-To-Market strategy was analysed to identify the right Ideal Customer Profile (ICP), key hooks, and activation tactics, while also addressing the complex nature of the PLM offering. To create a practical ICP that could be translated into an account and lead list, several segmentation criteria – such as industry, company size, and online buying signals – were used to build a shortlist. Based on this analysis, the Life Sciences industry was identified as the primary vertical, and relevant decision-makers were mapped.

The key buying signals were identified as a need to enhance data-driven and digital capabilities within R&D and product development, which enabled TECHNIA and VAEKST to choose the right customer cases that best matched the industry and buying signals. After two weeks, VAEKST was able to launch a personalised, multi-channel outbound sales sequence across the key markets, where pitch frameworks in Pitchbound sought to uncover buying signals and match them with the right use cases.

Integrating real-time buying triggers into the campaign resulted in a substantial increase in conversion rates, as business developers were able to identify prospects actively searching for software similar to what TECHNIA offers and match them with the most relevant value propositions.
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A succesful Go-To-Market with 112 SQLs and strong commercial insights

In the first 12 months of the collaboration, VAEKST provided TECHNIA with 112 Sales Qualified Leads (SQLs). This, coupled with valuable market insights, company and contact data, created a predictable pipeline of customers and informed the client’s future Go-To-Market strategy.