Case Study: Cegid achieves faster qualified prospecting and new-market expansion with IKO System

Cegid - Customer Case Study

Cegid, a management software publisher with €250M in revenue that has moved its product line to SaaS, faced intensifying competition while trying to expand into new markets. Sales teams depended largely on inbound marketing leads that required extensive research to qualify—finding trigger events, mapping organizations and identifying the right contacts—so Cegid needed to increase prospecting meetings, shorten lead‑qualification time, influence RFPs earlier and better leverage partners and customers.

Cegid defined clear sales objectives, then rolled out plug‑and‑play IKO accounts to integrate all territories into one platform for account mapping, decision‑maker identification and competitor/partner context. Together they developed sales methodology and best practices; within days a new project was identified in a 2,500+ employee account. The solution delivered faster, more consistent prospecting, earlier project detection and reduced time spent qualifying leads.

Cegid

Gregory Bayart

Sales Director, HR Solutions