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Providing an experienced demand generation partner to generate consistent enterprise-level opportunities.

Konica Minolta is a leading services provider of enterprise-level IT solutions, ranging from business process optimisation and document management services to multifunctional peripherals Download case study PDF

CLIENT

Konica Minolta

DATE

Ongoing

SERVICES

Marketing, Demand Generation, Sales Outsourcing

The challenge

Lacking the demand gen and inside sales resource to focus on lead generation, Konica Minolta sought an experienced sales and marketing partner to generate enterprise opportunities alongside their in-house team.

After a comprehensive introduction to our team and processes, Konica Minolta chose durhamlane above another potential lead generation partner.

The solution

We initially targeted ICP mid-market and enterprise organisations in the UK, across legal, logistics, catering and energy sectors.

After introducing marketing in April 2021 to support outbound sales, we executed an integrated demand generation campaign. This identified the strongest sectors for digital services and helped optimise our campaigns for most engaged personas, resulting in consistent improvements in SQL generation.

durhamlane’s ability to work seamlessly with the incumbent sales team helped create a strong, enduring working relationship with Konica Minolta. Regular communication with their business development managers is at the heart of our successful relationship.

The outcome for Konica Minolta

full-time resources (FTRs)

381

qualified sales opportunities (SQL)

28.6

£m estimated pipeline

139

marketing qualified leads (MQL)

MQL-to-SQL

The markets targeted proved to be a rich source of leads for Konica Minolta. Over a period of 2 years and 10 months 381 qualified opportunities were generated, with an estimated pipeline value of £28,6 million. A leading UK supermarket and courier company were among the new opportunities we realised.

"Sales is the lifeblood of every business. Outsourcing the front line of business development can be the most effective and timely way to generate new business opportunities and build a sales pipeline. At durhamlane, we pride ourselves on being an extension of your team, using our proven prospecting and business development techniques to give your sales pipeline a ‘shot in the arm’."

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