Case Study: Softcat achieves greater virtual-selling productivity and deeper customer relationships with LinkedIn Sales Solutions

Softcat Builds Its Sales Tool Stack Centered Around LinkedIn Sales Navigator

Softcat, an IT infrastructure services company based in Marlow, UK with about 1,681 employees, faced a rapid shift to virtual selling during the pandemic. Remote work made it harder for sales teams to reach customers and cut through crowded inboxes, so the company needed a more strategic, integrated approach to engage buyers.

Softcat adopted LinkedIn Sales Navigator as the central hub of its sales tool stack, using its dashboard, InMail and advanced search to identify and engage the right contacts. The tool was quickly embraced across the team—300,000 profiles viewed and 20,000 leads saved—with 95% of sellers saying it helped them find the right people and 87% reporting reduced research time. The result: stronger customer relationships, more productive outreach, and new accounts won through Navigator-driven conversations.

Softcat

Gareth Price

Head of Corporate Sales - North