Dienst Consulting Case Study

Building a $1.2 million pipeline in upper mid-market and enterprise accounts

Client Overview

Dienst Consulting is a technology service provider offering mobility, cloud and data services, as well as cybersecurity across multiple vendors.
  • Perth based IT services company
  • Customers in many verticals including government, education, resources and mining
  • Dedicated sales team
  • Citrix, Microsoft, Commvault and VMware partner

Situation

Dienst's main focus was on acquiring new accounts and cultivating strategic relationships with existing customers. They aimed to expand their presence in the mining, construction, and financial sectors while also promoting their remote work services. Holding meetings with potential clients was a significant key performance indicator for them, alongside developing deeper relationships and expanding their share of the wallet with current customers.

Challenges

  • No dedicated marketing team
  • Previous marketing initiatives did not deliver meaningful results
  • Needed a structured approach for targeting larger accounts

Objectives

  • Acquire net new accounts
  • Increase footprint within existing customers
  • Promote services around remote work

Approach

  • LinkedIn ads
  • LinkedIn social selling
  • Dedicated landing pages
  • Direct email
  • Phone, email, LinkedIn sequences

The Results

  • 46 engages accounts
  • 26 meetings booked
  • 13 opportunities generated
  • $1.2 million pipeline generated

Meetings with new prospects were a key KPI for us, we were looking at a KPI of 9-12 meetings. The KPIs were well and truly exceeded in the campaign, we’ve overachieved in the KPIs we set, out of the 100 accounts identified we secured 24 meetings of those 100 accounts and a pipeline sitting at $1.2 million in the first four weeks of the campaign.

Steven Humphrys
Sales Manager at Dienst Consulting