How we used our tried and tested ABM approach to deliver £5m expected pipeline in 3 months.
Who was the client?
GE Digital are a subsidiary of General Electric who provide solutions and IIoT services inclusive of Manufacturing Execution Systems (MES), Manufacturing Operations Management (MOM) and Automation (HMI/SCADA) to manufacturing companies globally.
What was their challenge?
GE Digital have large revenue targets set by leadership with a strong business need to grow pipeline from the top of the funnel onwards. When our relationship started in July 2019, there was a need to fill a large pipeline gap across EMEA, Russia and CIS from a mix of direct and channel leads.
Inside Global had a team of 21 Inside Sales Experts experienced in Digital Transformation messaging covering 12 native languages of English, German, Dutch, French, Russian, Turkish, Swedish, Spanish, Arabic, Italian, Danish and Flemish.
What was our inside response?
In order to deliver detailed leads with additional company background information and intelligence, our Inside Sales team used an ABM approach whilst prospecting into accounts. This enabled inside to generate ‘S3 eligible’ leads in order to accelerate opportunities and to create revenue for GE Digital.
Inside generated 89 S3 eligible leads within a 2 month period, setting a strong revenue pipeline form the offset which continues to grow to this day.
What were the results?
Following the successful pipeline gap initiative, inside continue to support GE Digital with a retained multi-lingual team of our most experienced Inside Sales Experts, who continue generating pipeline revenue within Europe to this day.
Inside has continued to generate a consistent number of ‘S3 eligible’ leads resulting in a consistent revenue pipeline
Inside took our tried and tested ABM approach into the MENAT manufacturing market for GE Digital for 3 months which resulted in ~$5m pipeline expected to close.
We hold fantastic relationships within GE Digital, from a strategic and client success point of view all the way to the Business Development Experts and GE Digital’s sales team, with regular communication in order to focus and strategise on target accounts which has enabled us to secure appointments in key global target accounts.
Due to the success of the activity so far within manufacturing, inside have expanded our relationship with GE Digital and are now also an Inbound and Outbound Global programme for GE Digital Oil and Gas throughout Europe, Middle East, US and APAC.
“Thank you for a great partnership. I have tried at least a half-dozen lead generation firms with no success. To use an English expression, inside global does what it says on the tin! Happy to be a reference any time!”
“inside global are able to execute senior level leads and grasp complex solutions quickly through previous knowledge and experience in this field. They have integrated seamlessly with the team and have become an asset to our sales and marketing efforts”