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Deploying a multilingual demand generation team to generate highly qualified sales leads in Europe.

Sodexo Group is the global leader in integrated services that improve quality of life, an essential factor in individual and organisational performance. Download case study PDF

CLIENT

Sodexo

DATE

Ongoing

SERVICES

Demand Generation, Marketing, Sales Outsourcing

The challenge

Sodexo approached durhamlane to seek support in developing a European Marketing and Sales Distribution Center (MSDC), following the success of their MSDC in North America.

Sodexo’s European offering serves various industry segments (Corporate Services, Healthcare, Education, etc.) for which they offer three core activities. Coupled with the need for multilingual capabilities, a thorough upskilling process was implemented to ensure the durhamlane inside sales team had the knowledge and tools needed to represent Sodexo’s brand effectively.

The solution

Our multilingual ‘plug and play’ outsourced sales and marketing solutions allowed Sodexo’s Field Sales Directors to begin engaging segments across Europe, removing the complexity of liaising with multiple in-country sales teams at once.

We collaborated with Sodexo’s marketing function and executed an omni-channel strategy to engage with prospects in FTSE 250 companies. Acting as an extension of the Sodexo team, our SDRs continue to deliver a consistent stream of highly qualified leads whilst our client simultaneously builds out their own inside sales team in Portugal.

The outcome for Sodexo

868

Sales Accepted Leads (SAL)

291

Sales Accepted Opportunities (SAO)

Avg. SAO generated per month

200

€M Total estimated pipeline value

Closed-won opportunities

€M+ Revenue generated

In almost three years, durhamlane has produced 868 sales accepted leads (SAL) and 291 sales accepted opportunities (SAO), generating qualified sales pipeline with a value of €200M. This has resulted in 33 closed-won new business opportunities worth more than €13M in revenue generated for Sodexo Group.

“At Sodexo, we rely on durhamlane as our sales partner in EMEA. Their attention to detail, effort and willingness to leave no stone unturned in order to deliver service of the highest quality enables durhamlane to stand out in the lead generation marketplace. I’ve used a dozen firms for outsourced sales and marketing and durhamlane is easily in the top one or two. The quality of people and the attention to details is beyond what we expected. For a company, as large as we are, to be very satisfied means they’ve worked hard to get it right.”

Ryan Bott

Worldwide VP of Inside Sales & Enablement

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