How we helped an accounting software publisher close €200,000 of contracts in Belgium thanks to a targeted multi-channel outbound strategy
Horus Software is one of the most successful and fast-growing software companies in Belgium, specializing in solutions for accountants and SMEs.
They partnered with devlo to accelerate the sales of Horus, their accounting software and Nebra, their post-accounting solution.
They realized they had no time for lead generations and were lost among the numerous tools available on the market.
Through two highly personalized and multi-channel (email, LinkedIn & calling) campaigns, we successfully secured 80 qualified meetings and 45 new client acquisitions. In just five months, our strategic approach helped generate €200,000 in revenue, significantly strengthening Horus Software’s market presence while optimizing their sales cycle by up to 30 %.
This achievement marks a personal best for devlo in terms of revenue generated through sales acceleration.
meetings booked
of contracts signed
meetings booked
of contracts signed
Categories
Lead generation, appointment settling, qualification, cold calling
Services
Accounting and post-accounting software for accountants and SMEs
Time before First Meetings
2 weeks
Campaign Language(s)
French
The Client’s testimonial
"Hello, I’m Jérôme Tailleur, Sales Director at Horus Software."
1️⃣ The Challenge Before devlo
“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 a time-consuming task that prevented us from focusing on what matters most: closing deals and growing our business.
2️⃣ The solution and why devlo
“Devlo completely revolutionized our sales approach. Their team built a highly targeted database of accountants and then deployed a highly personalized multi-channel strategy combining LinkedIn, emails, and cold calling.
3️⃣ Results and impact
“The results were immediate. In just five months, we landed 80 high-quality appointments, signed 45 new clients, and generated over €200,000 in revenue. Additionally, our sales cycle was reduced by 30%.
“If you're looking for a partner who can accelerate your sales and deliver real results quickly, I highly recommend devlo. Their expertise, mastery of objections, and in-depth understanding of the product make all the difference in converting your prospects into customers.”
About our client
Horus is one of Belgium's most successful software editors, with hundreds of accountants and SMEs using its accounting and back-office solutions.
Ideal Customer Profiles
- Industry: Accounting firms
- Region: French region of Belgium and Brussels
- Headcount range: 1-50 employees
- Job titlesManager, director, owner
Client’s Challenges
Before working with us, our client was facing a number of challenges in terms of lead generation and sales effectiveness, such as:
- Considerable time wasted on manual lead generation tasks that hindered their team's ability to optimize productivity
- A work overload that reduced the sales team's overall efficiency
- Difficulties in identifying a suitable solution given the multitude of tools available on the market
- A lack of clarity on best practices for optimizing their digital prospecting efforts
- An urgent need to refocus teams on direct revenue-generating activities
The Solutions
Our team built a highly targeted outbound list of 900 accounting firms, leveraging over 10 research tools such as ITAA, Sales Navigator, Bizzy, FullEnrich and Lusha to ensure accurate and up-to-date data.
Each lead was meticulously qualified across 15+ variables, forming the foundation for our fully automated multi-channel outreach strategy combining LinkedIn, Email, and cold-calling:
On LinkedIn:
- Prospects received five touchpoints
- They include personalized messages and voice notes
- We use engagement hacks like the Human Mistake technique and colleague name mentions to boost response rates
By email:
- Five-step sequence focusing on prospects' pain points
- Use of case studies and AI-generated videos
- Add humor and personalized images to capture attention
Cold calls and objection handling:
- Two well-timed cold calls placed in the sequence
- Development of a playbook to handle objections effectively, ensuring a structured and optimized approach to lead conversion
Our results
- Over 80 meetings booked
- 45 new clients signed
- 200k€ of revenues generated
- 400k€ of pipeline generated
- Nearly 60% demo-to-cash ratio
- Sales cycles of 2 months, 30% shorter than their average sales cycle
Key takeaways
Multichannel sequences give the best results:
- Identify how and where your prospects prefer to engage
- Reduce over-reliances on a single channel
- People trust what they recognize and seeing your outreach in multiple places can create a sense of familiarity
Relevance beats personalisation:
- Relevance generates more conversions than ultra-personalization alone
- No amount of clever icebreakers or name-dropping will close a deal if the timing is off or your offer doesn’t address an immediate need
- The key is to identify the right time and reason to reach out, rather than over-personalizing
Cold calling is definitely not dead
- Previous touches is a must: sending an email/LinkedIn message beforehand makes the conversation easier
- No script, no cold calling: cold calling without a solid script sets you up for failure. You need to refine it continuously and rehearse until your delivery feels natural.
- The real skill needed here lies in overcoming objections with confidence while keeping the exchange fluid
- Services/product awareness: take advantage of your brand’s reputation whenever possible because prospects are typically more receptive to recognizable names. So, keep building your company’s authority because we see that less known companies struggle more in cold calling.
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