Case Study: Neolane achieves 20% more booked meetings and rapid prospecting scale-up with IKO System

Neolane : Build a war machine for prospecting

Neolane, a leading marketing automation vendor acquired by Adobe in July 2013 for $600M, was in hypergrowth—opening offices and scaling its sales force. Faced with a long 6–12 month sales cycle, fragmented prospecting tools, and intensifying competition, the company needed to strengthen prospecting, standardize account mapping and improve opportunity management.

Neolane piloted IKO with five inside sales reps and three managers on a 12‑month program, targeting a 20% increase in booked meetings, account mapping as standard practice, and focused “Blitz Day” competitor campaigns. With IKO’s Customer Success support the solution was live in 20 days; Neolane rapidly hit its meeting and opportunity targets and rolled the platform out across all sales teams.

Neolane

Jean Louis Serradilla

Country Manager