Developing a fully-integrated digital marketing and sales campaign to fuel ITG’s aggressive growth strategy.

The appointment of a new Global Head of Sales brought a change in focus and direction. The organisation identified an exciting opportunity to accelerate growth across their Funds and Corporate service lines. EMEA, North America and Asia-Pacific were earmarked as key markets to maximise pipeline and revenue. However, ITG had struggled to generate meaningful Sales pipeline from proactive cold prospecting and took the opportunity to engage a specialist outbound partner. 

During a 3.5 year engagement, durhamlane built out a bespoke outbound sales development function, complimented by digital support in order to help ITG scale quickly. Focusing on mid market to enterprise organisations in the global private equity, venture capital, real estate and hedge fund/debt market, we generated both marketing and sales qualified leads across a number of geographies and markets. Following the initial 6 months, ITG chose to double the size of the campaign and we continued our partnership for another 3 years thereafter until they were acquired by CSC.