Intelligence-led pipeline acceleration
Challenge
Lexmark was competing in a print market declining at 8.1% annually, with no telemarketing support and no reliable intelligence on when accounts were due for renewal. Sales teams were generating their own pipeline without the insights needed to identify the right accounts at the right moment.
Solution
We built a fully managed account profiling and lead generation programme, scaling from three markets to a global operation across EMEA, North America, and APAC. A consistent set of profiling questions, captured on every call, including no-interest records, powered a nurture model that ensured Lexmark had a seat at the table for every renewal conversation that mattered.
165,870 0 1 2 3 4 5 6 7 8 9 0 0 1 2 3 4 5 6 7 8 9 0 0 1 2 3 4 5 6 7 8 9 0 , 0 1 2 3 4 5 6 7 8 9 0 0 1 2 3 4 5 6 7 8 9 0 0 1 2 3 4 5 6 7 8 9 0
Relevant contacts profiled
5,000+ 0 1 2 3 4 5 6 7 8 9 0 , 0 1 2 3 4 5 6 7 8 9 0 0 1 2 3 4 5 6 7 8 9 0 0 1 2 3 4 5 6 7 8 9 0 +
BANT-qualified leads generated
$415M $ 0 1 2 3 4 5 6 7 8 9 0 0 1 2 3 4 5 6 7 8 9 0 0 1 2 3 4 5 6 7 8 9 0 M
Demonstrable pipeline generated
$45M $ 0 1 2 3 4 5 6 7 8 9 0 0 1 2 3 4 5 6 7 8 9 0 M
Closed won revenue
50% 0 1 2 3 4 5 6 7 8 9 0 0 1 2 3 4 5 6 7 8 9 0 %
Reduction in cost per lead
8 0 1 2 3 4 5 6 7 8 9 0
Years of continued partnership
The EIMS platform and team and provide valuable support to our internal teams, helping us to cover areas we wouldn’t otherwise be able to
Lexmark
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