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Case Study




Marketing, Outsourcing



Generating opportunities in new territories for KPN through aligned sales & marketing tactics.

KPN is the leading Dutch landline and mobile telecommunications company based in the Netherlands.

The Challenge

KPN were looking to explore new European markets for their IoT connectivity solutions. Wanting to delve into completely new territories with the aim of identifying potential resellers and establishing partnerships in the first phase and uncovering end customer opportunities at a later stage, they needed a partner with multilingual capabilities, along with the expertise in sales and marketing at an international level.

How we helped

We initially crafted Reseller and End Customer marketing campaigns for KPN with the aim of generating marketing-qualified leads in the Italian and French market, followed by expansion into the German market in a later stage. With the support of insight provided by our buyer intent platform, which helped to identify trends in the European IoT markets and track the online activity of target companies, 44.8% of opportunities generated are MQLs. The sales team, delivering in Italian, French and German, has uncovered 127 opportunities between reseller and end-customer projects, creating a rich pipeline for KPN in the new markets and allowing them to grow their presence in Europe as an international IoT connectivity provider.


Month Retainer


Closed Won Business


Opportunities Generated Are MQLs


Marketing Opportunities Created


Sales Opportunities Created

“We decided to engage with durhamlane because they demonstrated their expertise to generate the right leads. We were really impressed with the agility and the dedication of the team… They are a part of our team because they work so closely with everyone – that is the biggest asset of durhamlane and what has proven to be a success for us. I would definitely recommend durhamlane to anyone who is wanting to grow. They are a talented team with multilingual capability.”

Maurice Janssen Duijghuijse

Vice President