France
Telecom
Opening the doors of France's largest enterprises for a leading global communications technology player
How Inland built the account intelligence, messaging and multichannel engine that put the client's digital infrastructure portfolio in front of the right decision-makers in France.
Case Study KPIs
Target list engagement rate
MQL rate
MSQL rate
Project Scope
Client Profile
A leading global communications technology player
Portfolio
Cybersecurity, Cloud Connectivity, Network, Customer Experience
Target Market
France, large enterprises
Engagement
12-month partnership
The Challenge
The client has a four-part portfolio, which means they also have many different buyers: CTOs and CDOs, CISOs and security leaders, network, infrastructure and cloud leaders, CMOs and customer-experience owners, and procurement. Each runs a different agenda, and all of them sit inside complex French enterprises with long buying cycles. The goal was to reach decision-makers early and at the right level, not to collect volume.
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
A scalable account-based engine, built on four pillars:
Account-Based Strategy
Mapped target enterprises by infrastructure maturity and fit, with phased engagement plans per account.
Persona-Driven Messaging
Separate narratives for technology, security, network, cloud, marketing and procurement leaders, refined continuously.
Multichannel Execution
Coordinated phone, email and LinkedIn outreach with messaging adapted per channel.
Sales Alignment
Shared qualification criteria and structured handover of every MSQL to the client's team.
Campaign Results
A funnel that converts at every stage: In twelve months, the program engaged most of the target list, turned conversations into qualified contacts, and handed more than half of those MQLs to the client's sales team as confirmed MSQLs.
Target list engagement rate
70%
MQL rate
65%
MSQL rate
52%
Enterprises Engaged
MSQLs came exclusively from large French groups and international enterprises. Several accounts, such as Danone, Valeo and Worldline, engaged multiple stakeholders at once.
MSQLs secured at accounts including
Air Liquide
Vinci
Chanel
Stellantis
Danone
Valeo
Société Générale
Saint-Gobain
SNCF
Dassault Aviation
Renault
Colas
Amundi
Legrand
Worldline
"
We didn't sell our client leads. We built the account intelligence, messaging and multichannel engine that put its portfolio in front of France's technology and business decision-makers.
"
Luca Twiehaus, Director of Client Success, Inland Expansion
