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Master Data Management (MDM) Gartner Magic Quadrant player

New client acquisition in
strategic European
markets

Industry
Software - BFSI
S2M Offering
Lead generation + ABM

€19 million

From new client acquisition

34

Sales opportunities
confirmed

Custom business development to boost revenue generation

A Gartner Magic Quadrant niche player for Data Management, generated €19 million from acquiring new customers in highly competitive markets.

This dynamic software vendor that focused on the financial buy-side and sell-side industry, needed knowledgeable business development support in the UK, French and Nordics markets.

This client was struggling to beat the local competition, gain new logos and achieve its revenue goals. However, they didn’t want to incur any substantial inside sales and marketing hiring – training

Outstanding growth supported by custom Lead Generation programs

Lead gen

S2M developed and executed a marketing program that allowed this international Master Data Management software vendor to drastically grow its footprint and sales revenue: 34 sales opportunities and 5 deals closed, generating €19 million in revenue, without employing any extra resources.

The solution

As a first-step, S2M conducted a half-day workshop to align with the client on their goals, core value propositions, sales strategy, best-fit targets and key buyer personas.

After evaluating the workshop’s results and building from scratch a proper database, S2M managed to simultaneously launch highly targeted lead generation campaigns in several countries just 2 weeks after the project kick-off.

To achieve the best performance S2M allocated 3 small teams, each consisting of bilingual inside sales, project manager and industry expert. Acting as an external sales development expert unit, S2M provided customers’ sales teams with high-quality leads on a weekly basis starting from the 3rd week of the assignment.

Key results and value delivered

  • The first deal was signed in the UK in less than 8 months after the project started, and 4 other deals in France, the Netherlands, and Denmark were closed in the following 6 months. All of them discovered and brought by S2M team.
  • Accelerated time-to-market from a few months to few weeks without involving any additional costs.
  • Thanks to market insights and fully qualified meetings with buying personas delivered by S2M, the customer succeeded in overtaking 3 main competitors. The customer was also able to build a long-term pipeline with 34 highly qualified business opportunities generated by S2M.
€19 million

From new client acquisition

5 deals

Within 1 year

3 competitors

Overtook

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