The Magic of LinkedIn - Case Study

1. case study: THE MAGIC OF LINKEDIN $2Msales pipeline in three weeks the customer EKA are a global player in the commodity risk management software sector, known for agribusiness and risk software known for agribusiness and risk software ! EKA have a two year sales cycle 2yr growth plan: expanding into australia the target: CFO’s and Risk Managers in mining the challenge New territory and sector targeted for expansion 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? need to find new prospects fast global growth target $40m > $100m moving into mining and minerals expanding inTO asia-pac the solution 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. provide Market analysis identify targets & connections create company data packs profile network prospects the results 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. 70 CFOs and risk managers 200+ MINES IDENTIFIED the pipeline value Several opportunities were created totaling a £2M pipeline in three weeks. This further developed to $6M over the following six month period. $2M $6M sales pipeline after 6 months sales pipeline in 3 weeks … 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 read more B2B case studies >http://bit.ly/B2B-Case-Studies 0117 332 6700 | info@modernb2b.co | modernb2b.co