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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.

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
764
Sales Accepted Leads (SAL)
254
Sales Accepted Opportunities (SAO)
25
Avg. SAO generated per month
182
€M Total estimated pipeline value
32
Closed-won opportunities
13
€M Revenue generated
In two and a half years, durhamlane has produced 764 sales accepted leads (SAL) and 254 sales accepted opportunities (SAO), generating qualified sales pipeline with a value of €182m. This has resulted in 32 closed-won new business opportunities worth over €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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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.