of the annual target accomplished across the GCC.
GulfNet Solutions (GNS)
GNS is a wholly owned subsidiary of Ali Zaid Al Quraishi & Brothers, headquartered in Ad Dammam, offering information security, mobility, cloud computing, big data, governance, risk and compliance services across the GCC.
Challenge
GNS needed to overcome market barriers, educate buyers about automation investment and differentiate against other vendors, including ERP systems.
Objective: Build a qualified sales funnel for GNS to promote UiPath RPA and Abbyy FlexiCapture IDP offerings inside the GCC market.
- Geography: GCC, primarily Saudi Arabia
- Industries: Medium sized businesses and enterprises adopting RPA and IDP
- Buyers: IT, automation and digital transformation leaders
Approach
- Created an ICP based ABM strategy for the GCC market.
- Used email and social campaigns supported by personalized video and voice notes.
- Deployed a dedicated SDR, data miner and Sales Operations Manager for workflow and deliverability.
- Built and engaged a large account and contact universe.
- Promoted GNS offerings around UiPath RPA and Abbyy FlexiCapture IDP.
- Focused outreach on awareness building and qualified meeting creation.
Outcome
68,480 leads, 91 responses, 57 meetings delivered and 95 percent of the annual target accomplished.
- 68,480 leads built.
- 23,467 emails delivered.
- 7,500 LinkedIn touches.
- 91 responses received.
- 57 meetings delivered and 95 percent of annual target accomplished.
Key learnings
- Automation markets require education led outreach when buyers are evaluating pre automation investment.
- Personalized follow up improves engagement in competitive ERP and automation categories.
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