Intent is a specialized Polish software development company, employing about 100 skilled professionals. They have an impressive client portfolio that includes globally recognized companies, including luxury car brands and high-end electronics retailers.
Finland is a small, but promising market
Previously Intent had worked with Oura, an amazing Finnish brand. They identified similar businesses in Finland and considered it could be a shot worth taking. However, they lacked experience in the Finnish market and how the B2B sales culture works there. As a result, they decided to seek an external partner, and their Finnish partner recommended Sellai.
Highly targeted active sales work with Sellai
Intent had identified around 40 potential ideal customers in Finland, all within a highly specific niche audience. When dealing with such a focused target group, the quality of identifying and reaching out to potential customers becomes crucial. They began by thoroughly understanding these customers' unique business needs. It was important to be prepared before reaching out to the clients. You can't offer this kind of complex solution to anyone, so working in that niche, it needed to be ensured that the outreaches were relevant.
Once they had a solid understanding of the client's businesses, they initiated a proactive outreach strategy across various channels together with Sellai. This included personalized phone calls, interactions on LinkedIn, and targeted emails to connect with the right decision-makers.
The Results
Through this partnership, Intent achieved multiple successes. They secured a deal and successfully engaged with several Finnish dream customer teams, identifying the key decision-makers and continuing discussions. They also gained a deep understanding of these companies' product development cycles, enabling them to time their discussions with a tailored nurturing process. Nurturing involves reaching out to these contacts with valuable content and information quarterly to align with the tight decision-making windows these customers have.
The collaboration's success can be attributed to Intent's experienced leaders who understand international business requirements and the unique aspects of specialized markets. Instead of pursuing massive growth, they focused on delivering high-quality, long-term sales efforts, which proved effective in the niche market.
Efficient Market Entry
Opening a new market through collaboration proved to be quicker and more efficient than traditional recruiting. Both Intent and Sellai remain open to collaborating in other markets in the future. Especially with complex B2B sales, such as niche software development, this type of sales assistance is rare.
