Lánluas international
Lánluas calls on Elemental for sales acceleration support in New Zealand
Summary
Having been so impressed with Elemental’s sales acceleration work in the UK, Lánluas Consulting asked Elemental to generate leads in its New Zealand market – and the results were even better.
Lánluas specialises in providing professional services to users of TechnologyOne, an ERP application used in government and the education sectors worldwide. It boasts an expert consulting team proficient in configuring core TechnologyOne applications, and it has been working with Elemental to build its global customer base.
Challenge:
Build market share in New Zealand
In 2024, TechnologyOne will turn off support and no longer sell licence fees to on-premise customers. Lánluas wanted to expand its market share by supporting TechnologyOne users if they chose to move to the cloud.
Lánluas already works with over 250 TechnologyOne customers across Australia and New Zealand. Fresh from the success of working with Elemental to support its entry into the UK market, Lánluas asked the growth agency to carry out a sales acceleration campaign with local government institutions and corporate organisations in New Zealand.
The consultancy wanted Elemental to target C-suite decision-makers, finance decision-makers and ERP/IT/business directors and managers with the offer of a requirements review, which would support prospects and customers with the transition from on-premise to the cloud.
Approach:
Elemental’s predictable Pipeline methodology drives engagement
Elemental is renowned in the UK technology market for delivering results using its innovative approach to sales acceleration. It applied the same techniques in New Zealand, and the campaign was hugely successful.
Lánluas provided Elemental with target organisations and job roles to inform the contact data build. Using this data, Elemental researched each organisation to identify the relevant contacts and then confirmed who was responsible for the TechnologyOne software using its proven Predictable Pipeline methodology. The team then looked to secure times and dates for a workshop with Lánluas experts. Elemental kept Lánluas up-to-date throughout the 15-day campaign with daily updates featuring highlights of promising calls and indications of critical actions.
Impact:
Over 20% of the target market convert into leads
Even though this was just a single 15-day campaign, the impact was phenomenal. The Elemental team reached 145 of 149 target organisations. Of those, 75 engaged with Elemental, and 45 – an impressive 60% – requested further information or showed an interest in Lánluas. Thirty-one organisations – 69% – converted to an appointment or handover.
In short, more than one in five of the target group of 149 organisations converted into leads and further engagement with the Lánluas team. These opportunities are now translating into sales for the Australian technology company.
What comes next?
Lánluas continues working with the Elemental team and is looking at a similar campaign in Australia.
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