Growing sales in Baltics and CIS for a data
virtualization vendor
virtualization vendor
Business needs
Comprehensive lead generation approach helps marketing
to gain MQL with targeted audience and enter a
new market
to gain MQL with targeted audience and enter a
new market
A leading vendor of data virtualization plaforms has been working with Communica in lead generation services. There was a request to work over a list of key companies, find out CIO and CDO decision makers, and arrange meetings. This company selected a new territory for business development: the Baltic countries, Georgia and the CIS. The goal of this activity was to have not less than 30 meetings per year.
Project scope
- Target group: 900 companies (626 from the Baltics, 274 from CIS and Georgia)
- Titles: Chief Information Officers, Chief Data Officers
- Company size: Large Enterprises
- Regions: CIS (Azerbaijan, Kazakhstan, Uzbekistan) and Georgia, The Baltic Countries (Latvia, Lithuania, Estonia)
What we did
During 2023 we worked through a
list of key 900 companies using multiple channels
including telemarketing, direct mail, and
LinkedIn. Throughout the year, we arranged 43
business meetings with large companies of the
Baltic countries, Georgia and the CIS. We also identified 14 companies potentially interested in
connecting within the next six months.
Additionally, we received over half of the
refusals with reasons for their decisions. The
conversion rate from the number of companies
to scheduled meetings was 4.7.
list of key 900 companies using multiple channels
including telemarketing, direct mail, and
LinkedIn. Throughout the year, we arranged 43
business meetings with large companies of the
Baltic countries, Georgia and the CIS. We also identified 14 companies potentially interested in
connecting within the next six months.
Additionally, we received over half of the
refusals with reasons for their decisions. The
conversion rate from the number of companies
to scheduled meetings was 4.7.
Our services
Project results
- 57 meetings with prospective customers answering lead criteria
- Project analytics by industry and geographical verticals
- Analytics of the reasons for refusals
- Contacts of decision makers
- 900"Cold" list of companies
- 57 leads43 appointments and 14 postponed decisions
- 4.7%Conversion rate
Leads & prospects analytics
Examples of the leads we have found for the IT vendor
IT decision makers of CIO/CDO level of:
- Estonian Railways (Estonia)
- Luminor (Latvia)
- KazMunayGas (Kazakhstan)
- Uzpromstroibank (Uzbekistan)
- Magticom (Georgia)
- LTG Link (Latvia)
- QazaqGaz (Kazakhstan)
- Bta Baltic Insurance Company (Latvia)
- Unibank (Azerbaijan)
We would like to thank Communica for an amazing job they have done since we have started collaborating. We can recommend Communica as a reliable marketing partner for IT companies helping to establish a direct contact with key IT specialists from banks, manufacturing, retail, oil and gas, insurance and other industries, particularly in the Baltic countries, the CIS and other regions.
Business Development Representative
Mid-Market Sales Representative
Mid-Market Sales Representative
Spain branch of the company