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
Marketing Qualified Leads (MQL)
Sales Qualified Leads (SQL)
% M-SQL conversion rate
In 18 months, durhamlane surfaced 1028 marketing qualified leads (MQLs). This fed a high-quality pipeline of 279 sales qualified opportunities, worth €4,200,000. With a sales conversion rate of 9.62% (and growing), deal values ranged from €20K to €1m and to date the customer has closed-won deals with a total value of €322,000 per annum.
"durhamlane has been a vital component in helping our global sales team grow our business in a sustainable way. I have been continuously impressed with the way their team has integrated with ours to create a dynamic sales force. We have fostered a true partnership with a joint plan to win together now, and in the future."
Frank Hattann
Global Head of Sales

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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.