The challenge

NHS Chief Executive, Sir Simon Stephens, wrote to NHS leaders in mid-2020 specifying the need to have version 1 of a shared care solution in place by September 2021.

In response to this, Graphnet, already leaders in fully integrated care software, engaged with durhamlane to generate opportunities and provide additional market intelligence with a target group of net new STPs/ICSs.

durhamlane used a blend of sales & marketing techniques over a three-month period to identify and connect with decision makers and build a web of influence within the STPs/ICSs and the associated CCGs and Trusts.

Out of 14 target organisations, durhamlane were able connect and generate insight from all. In addition, we converted six into sales-qualified leads (SQLs) – these are now either progressing through Graphnet’s sales pipeline or are in the tender process.

The outcome for Graphnet
target accounts
sales qualified opportunities
% conversion rate
Over a three month period, durhamlane implemented an account-based sales and marketing strategy that generated 6 sales qualified leads from 14 target accounts.
“The partnership with durhamlane has achieved exactly what I wanted it to and more.”
James Ormonde
Director of Business Development

Related case studies

Fluke Corporation

Developing marketing to sales conversion and a sustainable pipeline for manufacturing giant, Fluke Corporation.

Read more


Supporting a global industrial manufacturing enterprise with their effective transition to solution-based selling.

Read more

Deploying an effective lead generation program to gain market intelligence in a heavily saturated industry.

Read more

Let’s talk

We’re always open to hearing from ambitious organisations that are looking to scale but are unsure how. Get in touch to see how we can help overcome your sales challenges.