Benelux
IT Services
Building the Commercial Infrastructure Behind a Leading MSP's Benelux Expansion
How Inland helped a leading managed IT services provider build the account intelligence, messaging and multichannel engine behind its Benelux expansion.
Case Study KPIs
Sales Pipeline Generated
New Revenue Closed
Qualified Meetings Held
MQL→SQL Conversion
Project Scope
Our client, a leading managed IT services provider offering cloud, cybersecurity and modern workplace solutions, was expanding across the Benelux market, supporting mid-sized and enterprise organizations. It needed a partner to accelerate sales growth and engage the IT and technology decision-makers responsible for infrastructure, security and digital transformation initiatives.
Client Profile
Leading managed IT services provider (MSP)
Solution
Cloud Infrastructure & Managed IT Platform, Secure Data & System Integration, Cybersecurity Monitoring & DigitalWorkplace Analytics
Target Market
BeNeLux
Target Segment
Mid-market & enterprise organizations
Engagement
12-month partnership
The Challenge
Scaling across Benelux meant reaching a specific set of technology decision-makers — CIOs, IT Directors, CTOs and security leaders — each evaluating vendors against their own infrastructure maturity and priorities. Our client needed to strengthen its position in a competitive landscape and grow its presence among mid-market and enterprise organizations, while maintaining its reputation for secure, reliable cloud and managed IT solutions.
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 established a long-term strategic partnership to build a scalable ABM engine focused on mid-market and enterprise organizations across Benelux, aligned with our client's positioning in managed IT, cloud infrastructure, cybersecurity and modern workplace solutions — built on four pillars:
Account-Based Strategy
Researched target accounts to assess IT infrastructure maturity and fit, with phased engagement plans built before approaching key IT and technology decision-makers.
Persona-Driven Content
Tailored messaging for CIOs, IT Directors and security leaders, with precision targeting and continuous refinement based on account-specific IT priorities.
Multichannel Execution
Coordinated engagement across phone, email and LinkedIn, with messaging adapted per channel to drive conversations on cloud modernization and cybersecurity resilience.
Alignment With Client
Close collaboration with the commercial team on targeting, messaging and qualification criteria, with regular updates ensuring a smooth handover of every opportunity.
Campaign Results
This collaboration drove measurable growth for our client, helping expand their presence among mid-market and enterprise organizations across Benelux and accelerate adoption of their cloud, cybersecurity and managed IT solutions.
Sales pipeline generated
€20M+
New revenue closed
€3.4M+
Qualified meetings organized
70+
ABM Funnel Performance
64%
We organized more than 70 highly qualified meetings, with 64% of MQLs advancing to confirmed sales opportunities — a conversion rate that reflects an engine built for quality.
Enterprises Engaged
Meetings were secured across accounts including
Vostermans Ventilation
Van Wijnen
Heras
Lantmännen Unibake
Hal Allergy
QBD Group
Pharming
Rademaker
BAM
Lucardi
Dura Vermeer
Bronkhorst
VDK
Van der Valk
HEMA
"
We didn't sell this client leads. We built the account intelligence, messaging system and multichannel engine that let them operate repeatably across Benelux — and that infrastructure is still generating pipeline today.
"
Mo Botan, Managing Director, Inland Expansion
