How we helped an accounting software publisher win €200,000 in contracts in Belgium thanks to a targeted multi-channel outbound strategy

Find out how this accounting software won €200K in new business via 80 qualified appointments with accountancy firms.

Horus Software is one of the most successful and fastest-growing software publishers in Belgium, specialising in solutions for accountants and SMEs.

More than 80 appointments scheduled45 new customers signed200,000 in sales generated400,000 of pipeline generatedA demo to customer conversion rate of almost 60%Sales cycles of 2 months, 30% shorter than their average cycle

Horus

Accounting and post-accounting management software for chartered accountants and SMEs

Case study

Campaign details

Key results

Observed KPIs

More than 80 appointments scheduled

45 new customers signed

200,000 in sales generated

400,000 of pipeline generated

A demo to customer conversion rate of almost 60%

Sales cycles of 2 months, 30% shorter than their average cycle

qualified appointments

€200 000

of contracts signed

Ideal Customer Profiles

Sector: Accounting firms
Region: French-speaking region of Belgium and Brussels
Company size: 1 to 50 employees
Targeted positions: Manager, executive, owner

Customer testimonial

"Before working with devlo, our team spent a lot of time on lead generation, but unfortunately the results weren't there. Finding and qualifying the right prospects is very time-consuming, and this prevented us from concentrating on what really mattered: signing contracts and growing our business. devlo has completely revolutionised our sales approach. Their team built an ultra-targeted database of accountants and then deployed a hyper-personalised multi-channel strategy combining LinkedIn, email and cold calls. So if you're looking for a partner capable of accelerating your sales and delivering concrete results quickly, I'd recommend devlo without hesitation. Their expertise, mastery of objections and in-depth understanding of the product make all the difference in converting prospects into customers."

Jérôme Tailleur · Sales Director at Horus Software

About our client

Horus is one of the most successful software publishers in Belgium: hundreds of chartered accountants and SMEs use their accounting and post-accounting solutions.

Customer challenges

Prior to working with us, our client faced a number of challenges in terms of lead generation and sales effectiveness, such as:

Considerable time wasted on manual lead generation tasks, to the detriment of high value-added activities
A work overload that reduced the overall efficiency of the sales team
Difficulties in identifying a suitable solution given the multitude of tools available on the market
A lack of clarity on best practice for optimising their digital prospecting efforts
An urgent need to refocus teams on direct income-generating activities

Solutions

Our team has built an ultra-targeted outbound list of 900 accountancy firms, using more than 10 search tools to guarantee accurate and up-to-date data.

Each lead was then qualified according to more than 15 criteria in order to feed a multi-channel prospecting strategy combining LinkedIn, e-mails and cold calls.

Generating and qualifying the prospecting database
Our team used ITAA, Sales Navigator, Bizzy, FullEnrich and Lusha to identify and qualify the most relevant accounts and decision-makers.
Personalised multi-channel sequence (LinkedIn + e-mail)
The sequence included five touch points, personalised messages, voice notes, engagement techniques (such as 'fake human error' or mentioning a colleague), case studies, AI-generated videos, as well as images and a touch of humour to capture attention.
**Cold calls and objection management Two cold calls were integrated into the sequence at the right time, and an objection management playbook was developed to maximise lead conversion.

Our results

More than 80 appointments scheduled
45 new customers signed
200,000 in sales generated
400,000 of pipeline generated
A demo to customer conversion rate of almost 60%
Sales cycles of 2 months, 30% shorter than their average cycle

Key findings

Multi-channel sequences produce the best results
They identify where and how prospects prefer to interact, reduce dependency on a single channel and create a sense of familiarity by multiplying contact points.
**Relevance beats personalisation** Relevance generates more conversions than ultra-personalisation alone Relevance generates more conversions than ultra-personalisation alone. No clever icebreaker can replace good timing and a relevant offer; the key is to identify the right time and the right reason to make contact.
Cold calling remains a powerful lever
Sending an e-mail or LinkedIn message before the call facilitates the conversation. A clear, lively and continually improved script is essential, and the fluid handling of objections remains the key skill.

Contact

How to get more meetings: let’s talk

Share your goals and receive a concrete outbound plan prioritized for your market.

Results

More than 80 appointments scheduled
45 new customers signed
200,000 in sales generated
400,000 of pipeline generated
A demo to customer conversion rate of almost 60%

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