DACH
Cloud
The €12M Door-Opener: Cracking DACH’s Most Conservative Buyers
How a dedicated program opened the DACH banking and insurance market for a UK cloud communications innovator
Case Study KPIs
Sales Pipeline Generated
Qualified Meetings Held
MQL→SQL Conversion
Project Scope
Inland ran a one-year, multi-channel lead generation campaign designed to accelerate the growth of a UK-based leader in cloud-based customer communication platforms across Germany, Austria, and Switzerland. For this company, the DACH market represented a significant opportunity as one of the most valuable markets in Europe to win.
Client Profile
Leading provider of cloud-based customer communications platforms
Solution
Cloud-based customer communications platform.
Target Market
Germany, Austria, Switzerland
Target Segment
Mid-market to large enterprise organizations
Engagement
12-month partnership
The Challenge
While highly valuable, the DACH market is considered one of the hardest in Europe to enter. It is often seen as a more conservative buying market; additionally, technology decisions involve multiple stakeholders, long evaluation cycles, and a high bar for credibility.
About Inland Expansion
Inland helps ambitious B2B companies win new markets by building and executing the commercial infrastructure they need to grow. We combine market intelligence, local expertise and hands-on execution so companies can enter, develop and scale markets without having to build everything themselves. We become the trusted partner they turn to when they want to understand a market, create demand, build pipeline and establish a repeatable commercial presence.
Our Approach
We didn't try to reach everyone; we focused on the 180 accounts that mattered most. We started with in-depth research into the priorities of IT, Customer Service, Procurement, and Digital leaders across DACH's banking, financial services, and insurance sectors. Our Account-Based Marketing strategy allowed us to focus effort where the revenue potential was greatest, while email, phone, and LinkedIn worked together to build familiarity and trust with the full buying group.
Account-Based Strategy
Our combined approach of Account-Based Marketing (ABM) and data-driven outreach created targeted brand awareness, market intelligence, and a steady flow of high-value leads.
Persona-Driven Content & Engagement
We delved deep to understand our client's target audience, crafting a strategy that generated qualified leads and fueled sales success.
Multichannel Execution
We connected our client with key decision-makers through coordinated email, phone, and LinkedIn outreach, driving results.
Alignment With Client Sales Team
Our client’s marketing and sales teams collaborated closely with the Inland team; this collaboration enabled us to build a curated pipeline of sales-ready opportunities.
Campaign Results
This campaign generated a €12 million sales pipeline and 25+ qualified meetings in 12 months, built through a dedicated resource across the DACH market. By connecting our client directly with key decision-makers across 180 high-value accounts in banking, financial services, and insurance, we turned a hard-to-reach audience into a steady flow of qualified opportunities.
Sales pipeline generated
€12M+
MQL→SQL Conversion
69%
ABM Funnel Performance
69%
69% of Marketing Qualified Leads progressed to Sales Qualified Leads, a conversion rate that shows our targeting and messaging resonated with the right audience. Thanks to deep audience research and a focused ABM strategy, the client's sales team focused their efforts on engaging with sales-ready opportunities.
