$2m sales pipeline from scratch within a few weeks of being in a new territory for a global software company in the commodity risk management sector. The LinkedIn lead generation strategy enabled EKA to scope out the size of the market in Australia and identify key targets to forge links with. The entire exercise was completed solely using data from LinkedIn, included some LinkedIn training and resulted in an impressive pipeline within weeks.

1. case study: THE MAGIC OF LINKEDIN
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the solution
sales pipeline
in 3 weeks
sales pipeline
after 6 months$2M $6M
… a really powerful exercise. We were amazed at the wealth of
information provided and the access available to C-level executives.
James Veale, Managing Director Asia PACific region, EKA
provide Market analysis
create company data packs
identify targets & connections
profile network prospects
LinkedIn was used to gather targeted prospect information, map company
employees, identify network connections to C-level execs and provide
market insight into the mining industry in Australia.
Over 200 new Australian based C-level (CFO and/or CEO) prospects identified
– saving thousands of dollars on trade shows and weeks of data gathering.
Several opportunities were created totaling a £2M pipeline in three weeks. This
further developed to $6M over the following six month period.
the results
the pipeline value
CFOs and
risk managers200+MINES IDENTIFIED70
the customer
the challenge
EKA have a two year
sales cycle2yr
known for agribusiness
and risk software!
$2Msales pipeline
in three weeks
the target: CFO’s and Risk
Managers in mining
growth plan: expanding
into australia
EKA are a global player in the commodity risk management
software sector, known for agribusiness and risk software
EKA needed to quickly get traction
with sales opportunities to hit their
high growth targets within their
new markets of APAC, specifically
Australia.
With no local knowledge and
no connections on the ground,
where and how do you start to
build pipeline fast?
New territory and sector targeted for expansion
global growth target
$40m > $100m
moving into mining
and minerals
expanding inTO
asia-pac
need to find new
prospects fast