Case Study: BT Local Businesses achieve £1.4m/month revenue and a £35.1m sales pipeline with FullCircl

BT generates £1.4m per month thanks to FullCircl insights

BT, through its BT Local Business franchise network, faced a "data rich but insight poor" challenge: nearly 40 franchised offices managing thousands of SME customers each had static Salesforce CRM records and relied on manual research to find new business. To unlock a reported £20bn market opportunity, BT engaged FullCircl and its Customer Lifecycle Intelligence platform, integrating it with Salesforce to deliver real‑time firmographic, news, social and people insights to frontline teams.

FullCircl’s integration and onboarding replaced manual research with automated, real‑time insights, quickly surfacing opportunities and improving meeting preparation. In 12 months BT Local Business generated 7,047 new opportunities (pipeline £35.1m), closed 3,906 orders worth £16.7m in new revenue, cut meeting prep time by 92%, achieved a 48x return on investment, and scaled to 350 co‑funded FullCircl licenses after a pilot that produced £814k of pipeline and five closed orders worth £70k in the first 30 days.

BT

Paul Evans

Regional Director