IT and technology: 127 appointments, 72% to proposal, in twelve months
A growing UK technology business - digital transformation, software development and managed technology - had a sales team spending its time prospecting instead of talking to buyers with intent. Lets Elevate took over the prospecting: discovery, structured email and telephone outreach to senior stakeholders, qualification against agreed criteria, and handover. In twelve months the campaign produced 127 or more qualified appointments and £3.8m or more of pipeline, and 72% of those appointments went to proposal.
- Case study
- IT and technology
- Delivered by
- Lets Elevate Ltd
- Based in
- Hampshire, UK
- Campaigns
- UK and international
- Talk to us
- 01489 326081
- 127+ qualified appointments Appointments set by Lets Elevate over twelve months
- £3.8m+ pipeline The client's valuation of open opportunities
- 72% to proposal Reported by the client: appointments that received a proposal
- 50x+ return on converted revenue Reported by the client: converted revenue against the campaign fee
The client
A growing UK technology business offering digital transformation, software development and managed technology solutions. Confidential, and named here by sector.
The problem
The internal team was spending too much time prospecting rather than engaging prospects who were ready to buy. The client wanted an outsourced partner to represent the brand professionally to senior people and deliver qualified opportunities consistently, so its own team could close.
What we did
Discovery and campaign planning. Target industries, company profiles, decision-makers and qualification criteria agreed before outreach - a profile running from 100 to more than 20,000 employees and from £10m to more than £500m in turnover.
Structured outreach. Telephone and email outreach to senior stakeholders using enhanced business data, with the email landing ahead of the call.
Qualification before handover. Every opportunity checked against the agreed criteria before it reached the client's sales team.
Pipeline development. Structured follow-up for prospects who fit but were not yet ready, and messaging refined on performance through the campaign.
The results
- Metric
- Twelve months
- Qualified appointments
- 127+
- Sales pipeline created
- £3.8m+
- Appointments that went to proposal
- 72%
- Return on investment, on converted revenue
- 50x+
- Prospect organisation size
- 100 to 20,000+ employees
- Prospect turnover
- £10m to £500m+
Return is calculated on revenue the client reports converting from the opportunities generated, against the campaign fee. Pipeline is the client's valuation of open opportunities. Figures as reported by the client.
The number that matters
72% of appointments going to proposal is the figure to look at.
It says the appointments were with the right people at the right companies with a real need - which is what qualification against agreed criteria is for.
It is the difference between an agency that fills a diary and an agency that fills a pipeline.
- Attract
- Engage
- Convert
- Retain
- Grow
- Lead generation
- Digital marketing
- Brand and web
If your team is closing well and prospecting badly, this is the shape of the answer.
Book a call
Tell us what a good opportunity looks like for you
One conversation. We will tell you honestly which rung you are losing on, and what it would take to fix it.