Case Study: Hyland halves prospecting time and shortens sales cycles up to 60% with LinkedIn Sales Solutions

Hyland discovers new opportunities at key accounts with LinkedIn Sales Navigator

Hyland, creator of OnBase, is a leading independent enterprise content management vendor used by over 12,900 organizations. With average deals around $200,000 that typically involve 6–8 decision makers and 12–18 month sales cycles, Hyland’s sales team struggled to find up-to-date contacts, build relationships across large buying committees, and stay on top of accounts while being asked to own 60% of their pipeline.

By adopting LinkedIn Sales Navigator — leveraging Premium Search, Intelligent Lead Recommendations, TeamLink, and real-time updates across LinkedIn’s 330M+ professionals — Hyland cut prospecting time in half, doubled or tripled contacts at target accounts, and reduced sales cycles to 4–7 months (up to 60% shorter). Reps now engage decision makers more effectively, discover new opportunities faster, and stay informed about account changes that impact deals.

Hyland

Mike Cachat

Industry Account Manager