Case Study: Bechtle AG achieves digital sales transformation and 9,000+ leads with LinkedIn Sales Solutions

Bechtle Transforms Sales Thanks to LinkedIn Sales Navigator

Bechtle, one of Europe’s leading IT providers with more than 85 system houses, 15,000 employees and 70,000 customers, faced a rapid shift in buyer behavior after the pandemic: traditional phone outreach and events were losing effectiveness (phone contact preference fell from 64% to 6%), and sales needed to become more digital and personalized across a decentralized organization. The challenge was to modernize outreach while preserving strong local customer knowledge and getting buy‑in from independent system-house leaders.

Bechtle has used LinkedIn Sales Navigator for seven years, backed by a company-wide enablement program of training, profile coaching, internal “champions” and best-practice sharing, plus plans to integrate Sales Navigator with the CRM. The approach generated more than 9,000 leads in 2023, 80,000+ searches and 24,000 new connections, and Sales Navigator users now have nearly three times as many decision‑maker connections as non-users — demonstrating measurable uplift in personalized, digitally driven sales.

Bechtle AG

Thilo Huys

Head of Marketing