Case Study: Pitney Bowes achieves faster deal closures and 18 LinkedIn‑sourced pipeline deals with LinkedIn Sales Solutions

Pitney Bowes - Customer Case Study

Pitney Bowes, a global software and services provider better known for mailing and franking, faced a sales challenge: low awareness in the enterprise IT space, complex multi-stakeholder buying committees, and declining cold-call effectiveness as buyers increasingly self-research. The sales organization needed a way to identify decision-makers across varied roles and adopt a multi-threaded, social-first approach to reach and influence buying teams.

By rolling out LinkedIn Sales Solutions across sales and marketing—using Lead Builder and Premium Search to find contacts, TeamLink to leverage senior executives’ connections, Salesforce integration to capture intelligence, and company page content to drive awareness—Pitney Bowes accelerated deal-making and adoption. Results included first LinkedIn-sourced deals closed within six months, at least 18 deals in the pipeline from LinkedIn, strong user engagement (80% with 300+ connections, ~150 people searches/user/month, ~70% active 5+ days/week) and an SSI rise from 63 to 71, demonstrating clear ROI.

Pitney Bowes

Jeremy Harpham

Product Marketing Manager