Fluke Corporation case study: 199 SQLs and $1.82M in pipeline from a growing UK-US partnership
durhamlane’s outsourced SDRs have delivered 199 sales-qualified opportunities and an estimated $1.82 million in pipeline for Fluke Corporation across a 13+ month partnership spanning hardware and software sales in the UK and US. What began as a six-month inbound lead conversion pilot — doubling its target with 48 SQLs and $18.30 in pipeline per $1 invested — has since grown into a six-person, multi-service-line MSA: two SDRs in the UK and four in the US.
The Fluke Corporation brand has a reputation for quality, safety and ease of use. That’s why their test, measurement and diagnostic equipment has become mission critical in service and manufacturing industries around the world.
But a strong brand brings its own challenge: marketing was generating more interest than the sales team could handle.
Fluke’s marketing engine was delivering 100–200 marketing qualified leads (MQLs) every month. Their existing team didn’t have the capacity to qualify them all while also growing their North America territory, so promising leads were going cold before a salesperson could reach them.
Inbound lead conversion is the process of following up marketing-generated leads quickly, qualifying their fit and intent, and converting them into sales-ready opportunities. Rather than hire and train an internal team, Fluke set durhamlane a six-month target: 24 sales-qualified opportunities and $560,000 in pipeline.
durhamlane’s SDRs became a pivotal point of contact between inbound opportunities and Fluke’s district sales managers; nurturing relationships through to close and embedding themselves into Fluke Corporation’s processes along the way. That quick establishment of trust gave us licence to get creative with messaging, automation and outreach during our six-month tenure.
The breakthrough came in month one. While reaching out to new prospects, we uncovered a treasure trove: hundreds of contacts that had drifted into an untapped black spot, with little record of how they got there.
Qualifying leads is our specialty. With a refreshingly open and honest approach, we re-ignited those conversations, booking demos of products like the ii910 acoustic imager with buyers who had previously said no, and the results speak for themselves.
“durhamlane has done a great job for my team in helping get ii910 demo’s set up. This had led to multiple opportunities where they helped close business. These were customers who had said no to us in the past and he was able to get a meeting set up and the customer saw the benefits of the Fluke products.”
Bill Cantieri
District Sales Manager, Fluke Corporation
The outcome: 199 SQLs and $1.82M in pipeline
199
sales-qualified opportunities
$1.82m
estimated sales pipeline
That early success gave Fluke the confidence to expand the partnership significantly. What started as a single-service-line, North America-only engagement, has since grown into a 13+ month, multi-service-line MSA spanning hardware and software sales, with a six-person team split across the UK and US.
48 of those SQLs came from the original 6-month pilot alone — double its target, at $18.30 in pipeline per $1 invested.
Across a 13+ month partnership now spanning hardware and software sales in the UK and US, durhamlane has delivered 199 sales-qualified opportunities and an estimated $1.82 million in pipeline for Fluke Corporation. The original six-month pilot alone delivered 48 SQLs — double the agreed target — giving Fluke the confidence to expand into a six-person, multi-market MSA.
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