Case Study: Adarma achieves targeted, data-driven sales and faster lead discovery with LinkedIn Sales Solutions

Adarma creates a targeted sales strategy with LinkedIn Sales Solutions

Adarma, an Edinburgh-based cyber security firm of about 300–350 employees, faced a company-wide challenge: massive legacy lead data (spreadsheets of 5,000–10,000 and a consolidated 37,000) left teams unable to define a clear target market or identify the right buyer contacts. Manual data scrubbing took weeks and kept insights siloed across sales, marketing and leadership.

By adopting LinkedIn Sales Navigator and LinkedIn Sales Insights, Adarma defined target verticals, found the right CIO/CSO contacts and organized prospects into targeted lists of 35–50 accounts. The solution sped up lead discovery, aligned sales and marketing, boosted brand exposure on LinkedIn, and enabled more focused outreach that’s improving customer experience and generating stronger advocates.

Adarma

Peter Carlisle

Chief Revenue Officer