The challenge

VIPR needed support driving growth in a highly competitive market. Operating in the delegated authority space, a small niche of the insurance market, a main challenge for VIPR was the small size of the total addressable market.

Since 2018, we have supported VIPRs post-funding growth strategy through highly targeted Account-Based Marketing (ABM) and outsourced sales support; generating 707% return on investment.


Targeting C-Level Operations, Underwriting and IT professionals as well as delegated authority/program business professionals, we used a research-led approach to keep up to date with developments in the insurance industry, as well as any news that made for strong compelling events.


In October 2021, we generated a sales qualified opportunity that progressed to VIPR closing their first US customer with a deal value of £200k.

The outcome for VIPR
Sales qualified leads (SQL)
Closed-won revenue (£)
% Return on investment
The VIPR project has seen durhamlane create excellent results for VIPR across the UK and US markets. Between 2018-2022, we've generated 125+ sales qualified opportunities, with a return of more than £2.4m in revenue and 707% ROI from closed-won business opportunities to date (based on first order value).
“durhamlane have been instrumental to the growth in our business over the last 5 years and the 7x return on our investment speaks for itself. Their highly targeted approach to outbound selling sets them apart from others in the market. We look forward to our continued success as we grow both in the UK and US markets.”
David Sweet
Chief Commercial Officer

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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.