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IT services player focusing on cloud, digital transformation and software development.
About the client
Xebia is a pioneering and proven authority in the digital transformation arena, partnering with many of the world's leading companies to help them become digital leaders and build resilient organizations at any scale. Whether it's harnessing the potential of data and AI, leveraging the flexibility of cloud computing, modern software development, or embracing the efficiency of low code, they provide comprehensive services that address every aspect of the digital landscape. They also prioritize upskilling teams, ensuring they have the necessary skills and knowledge to confidently embrace new technologies and navigate digital challenges, and capitalize on opportunities.
Headquartered in the Netherlands, Xebia is an international player with 5000+ employees across Europe, North America and Asia.
Responsible team
Challenges
Our client, a recognized IT services player was looking to penetrate new accounts in North America with their AI expertise and no code/low code solutions.
They had a large team that did outreach but realized that everyone was doing outreach individually on LinkedIn with marketing having little to no visibility on daily activity. Experimentation was lacking and so was proper reporting. There was only a "gut feel" regarding how outreach was performing and their sales team did not follow up enough which lead to stagnant leads.
Their sales team, while very experienced, came across too salesly on LinkedIn and did not optimize their profiles based on their outreach. All this lead to getting inconsistent results on a quarterly basis.
Solutions
Our team made a list of companies that had a turnover of $500+ million across retail, banking, insurance, automotive, food production, construction, real estate and oil & gas in North America.
We ran 2 campaigns, one for machine learning & AI and one for no code/low code. In collaboration with the client, we meticulously identified ICPs, focusing on decision-makers and stakeholders.
For AI, we focused on:
- CIO
- Head of Data
- Head of AI
- Head of Data Science
- Head of Innovation
For No Code/Low Code, we focused on:
- CTO
- Head of Engineering
- Head of Innovation
In the larger companies, we also targeted manager level titles to improve chances of acceptance and success. Very often it is that level that has the pain-point to solve.
We went with a multichannel approach, utilizing both LinkedIn and email, for outreach. Our team created multiple campaigns targeting the different departments and industries we were focusing on, each with specific messaging resonating with those department heads.
Our team deployed 8 fully optimized LinkedIn profiles and 10 email ID's within the campaign
Results
- Our campaign achieved an average open rate of 40% and a reply rate of 2%.
- On LinkedIn, we achieved an average of 25% connection acceptance rate and a 4% reply rate.
- We targeted 8000 leads in total.
- In 6 months, we secured 32 appointments and over 25+ leads
- Our collaborative approach led to several strong conversations and proposals.
- Xebia's sales cycle is usually 6 to 10 months.
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