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Launching a strategic sales campaign to rapidly scale Propel and gain intelligence in the SME market.

In 2016, ‘Big-4’ Consultancy, Deloitte, launched Propel – a real-time accounting and analytics service. Propel is part of Deloitte’s Ventures scheme, although unlike Deloitte’s traditional focus on Enterprise, Propel provides a codified solution for start-ups and high-growth SMEs. Download case study PDF

CLIENT

Deloitte

DATE

Ongoing

SERVICES

Demand Generation, Marketing, Sales Outsourcing

The challenge

In order to quickly generate profitable revenue in the SME market while gaining valuable market insight, it was imperative for Propel to launch and scale rapidly. Without the internal resource to make an effective direct sales approach to the SME market, in 2018 Deloitte selected durhamlane as a strategic outsourced sales partner.

The solution

To create quality business opportunities, deliver insight on the SME market and scale resource with flexibility, durhamlane ran a 60-day proof of concept alongside another outsourced provider. Our dedicated inside sales resource devised strategic sales campaigns using our proven ‘Selling at a Higher Level’ methodology. With our focus on SME tech companies, we sought to rapidly build Deloitte’s market share.

On the back of this, we were also asked to deliver LinkedIn training to their leadership team, and are now also managing their organic LinkedIn content.

The outcome for Deloitte

294

qualified opportunities

closed won opportunities

138

opportunities in the pipeline

During the proof of concept, our seamless integration into the Deloitte Propel team and successful sales methodology enabled durhamlane to generate high quality outputs and insight. We therefore became Deloitte’s sole strategic sales partner, initially for a period of 12 months. We generated 294 qualified opportunities, with 31 closed won opportunities, 138 opportunities in the pipeline and £206K of closed won revenue. The success of our partnership has been such that our contract has been renewed on an ongoing basis. Since September 2020, we have also delivered marketing services for Deloitte including content creation, LinkedIn ads and email campaigns. This has generated 7 MQLs, 2 of which are SQL.

"The team at durhamlane are excellent to work with. Their approach to business development is refreshing and extremely complementary to our support for ambitious and fast-growth start-ups and SMEs."

MARK DOLEMAN

Partner, Propel

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