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The challenge

The appointment of a new Global Head of Sales brought a change of focus. The company identified an exciting opportunity for a new, aggressive growth strategy, with the integration of the latest technology into their existing sales process. Europe, North America and Asia-Pacific were earmarked as key markets to maximise pipeline.

To help Intertrust Group scale quickly, we focused on mid- to enterprise level organisations in the global private equity, venture capital, real estate and hedge fund / debt markets. We took a combined demand generation services approach – developing a fully integrated, digital marketing and sales strategy to generate both marketing and sales qualified leads.

The outcome for Intertrust
resource days
marketing qualified leads (MQLs)
sales qualified opportunities
In six months and 537 resource days, durhamlane surfaced 607 marketing qualified leads (MQLs). This fed a high-quality pipeline of 143 sales qualified opportunities, worth €3.6 m. With a sales conversion rate of 9.62% (and growing), deal values ranged from €20K to €1m and in October ITG closed a deal valued at €170,000 per annum.
"Our true north – to drive sustainable growth by being a trusted international demand generation partner, delivering thoughtful, intelligent and consistent services to our valued clients."

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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.