IT Services

Italy

IT services company acquires 62k contacts and converts to 150 leads

Enrico Degrassi

CEO & Co-Founder

“Since the end of 2022, Map Out has helped us streamline the first steps of our sales process; allowing us to gain access to new industries and decision makers that did not know of IKON.”

150

Leads

62k

Contacts

Weeks

Personalised copies

Clients won in the end

70+

Opportunities opened after the meetings

Why Map Out?

In the end of 2022 Ikon was looking at finding a partner who could help them achieve their growth goals:

01

Word of mouth dependency

Historically IKON has grown by providing exceptional service to a small number of clients who became extremely loyal, stayed for years and referred other businesses in their network to Enrico.

02

Lack of resources and automation capabilities

Due to the significant growth of the company, IKON needed to structure their lead generation process and further automation capabilities.

03

Objective to grow outside the local market

In order to grow, the team also wanted to start connecting with potential clients outside of their home region - Friuli Venezia Giulia and Veneto, and to expand to international markets, where they did not have many connections.

04 Testimonial

More about the client

IKON is an IT Services and development company created in 1997. They specialise in developing web and mobile applications for large organisations and omnichannel retailers. With its “Digital Farm” IKON is creating innovative solutions for its clients based on technologies like augmented reality, virtual reality and IoT.

ICP

Regions

Italy

Western Europe

Industries

Manufacturing

Museums

Entertainment

Persona

CIO

CTO

C-level Executives

IT Department Directors

CMO

Roadblocks & Solutions

Over the course of one and a half year the team had to address some challenges:

Needing to Expand Outside the Local Market: We faced the challenge of needing to expand our regions inside of Italy as well as include new industries. Since we have first targeted just our local market, we expanded it which resulted in great success and realising that our solutions appeal to a broader audience.

Italian Market Becoming too Small: To solve the problem of the small market and to still stay inside of our ICP we started experimenting with new countries and sub-industries across Europe. Since we had great success in Italy, we decided to create a specific campaign targeting museums in Western Europe which opened a new door of opportunities and collaborations.

Needing to Expand Outside the Local Market: We faced the challenge of needing to expand our regions inside of Italy as well as include new industries. Since we have first targeted just our local market, we expanded it which resulted in great success and realising that our solutions appeal to a broader audience.

Italian Market Becoming too Small: To solve the problem of the small market and to still stay inside of our ICP we started experimenting with new countries and sub-industries across Europe. Since we had great success in Italy, we decided to create a specific campaign targeting museums in Western Europe which opened a new door of opportunities and collaborations.

Benefits

Quickly initiate quality conversations

IKON is able to engage conversations with a large number of decision makers at once, very quickly, which allows them to fill their pipeline with opportunities that they nurture and be ready to win any new project when the time comes.

Focusing on higher value sales tasks

After outsourcing this process, IKON sales team could better focus on meetings, presentations and closing deals.

Regaining a historical client

IKON won an old client back by reconnecting with a new contact in the organisation.

Business development in autopilot

Despite ups and downs the agenda of the team has been filled continuously and consistently, allowing Tilkal’s management to spend more time on product development, investor meetings and closing deals.

Create a strong end-to-end sales process

Starting with the assistance of Map Out Enrico was able to build a consistent flow of leads, to take them by himself, then define the best sales process and ultimately hire a sales professional to industrialise it.