Case Study: KPN achieves €1.6M pipeline in new European markets with durhamlane

KPN builds €1.6M pipeline in 3 new markets with Durhamlane

KPN, a leading Dutch telecommunications company, sought to expand into new European markets with its IoT connectivity solutions. The challenge was entering Italy, France, and Germany with no existing presence, requiring them to simultaneously build a network of resellers and generate end-customer opportunities. They engaged the vendor, durhamlane, for its outbound sales development and new customer acquisition services.

durhamlane implemented parallel, intent-led marketing campaigns to identify and target both resellers and end customers in the new markets. This approach generated 127 sales-qualified leads and built an estimated pipeline worth €1.6 million. The campaign resulted in €595,000 in annual closed-won business, successfully establishing KPN as an IoT provider in three new European countries.

KPN