TigerGraph case study: 44 enterprise opportunities worth up to $1M each
durhamlane generated 44 qualified opportunities for TigerGraph in six months, with deal values ranging from $100k to $1 million, building enterprise pipeline in the UK and DACH markets where the graph analytics leader had almost no presence. Half of all opportunities generated were marketing qualified.
TigerGraph are the developers of the world’s fastest graph database analytics platform. With success across several niche markets in North America, TigerGraph sought to expand into the UK and the DACH region: Germany, Austria and Switzerland.
INDUSTRY
Technology & SaaS
TIME
6 months
BUSINESS SIZE
Mid-market
With little existing footprint in Europe, TigerGraph needed a pipeline that matched the product: enterprise buyers, complex use cases, six- and seven-figure deals. They selected durhamlane to run a proactive sales campaign, based on our proven track record of helping tech businesses accelerate growth across Europe.
In enterprise tech, lead quality matters more than lead volume. A hundred badly fitted leads waste a specialist sales team’s time, while one well-qualified opportunity can be worth $1 million. The campaign was built around that principle.
We devised a strategy to bolster TigerGraph’s front-end business development activities, engaging private sector businesses across the financial services, utilities, legal services and telecom industries.
Over six months and 120 resource days, the campaign focused on the organisations where graph analytics solves expensive problems, concentrating on enterprise-level financial services companies across the UK and German markets, where fraud detection, risk analysis and customer intelligence make the business case for TigerGraph’s platform strongest.
“We’re not like most lead generation companies – we focus on quality over quantity… We use only the most targeted methods in order to generate the highest quality leads possible. This is why ambitious organisations engage durhamlane. We’re obsessed with driving commercial outcomes through a seamless blend of sales and marketing activities.”
Richard Lane, Chief Commercial Officer, durhamlane
The outcome: Enterprise-level pipeline in two new regions
120
resource days
$100k – $1m
range in deal values
71
marketing-qualified leads (MQL)
44
qualified opportunities
50%
of opps were MQLs
Over six months, durhamlane created a robust pipeline of 44 qualified sales and marketing opportunities for TigerGraph, with deal values between $100,000 and $1 million, concentrated in enterprise financial services organisations across the UK and Germany. For a technical product entering Europe from a standing start, the quality of the pipeline was top tier.
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