Datev.pl case study

Case studies/Software House/Datev.pl case study

THE CLIENT

DATEV.pl has been operating in the Polish software industry since 2003. During this time, the company has established itself as an independent provider of IT expertise, combining IT system consulting, programming services, implementations, and business consulting. The owner of DATEV.pl is the German association of tax consultants and registered auditors DATEV eG.

THE CHALLENGE

The company mostly wanted to boost sales and support its local reps by providing them with quality leads. The ideal customer of DATEV.pl is a company employing 50+ people. This is the usual size of a business that has the need to use an ERP system and has the potential to implement it. Reaching decision makers in this kind of companies has been an issue for DATEV.pl.

Quality leads for local sales reps

open rate

52 %

OPEN RATE
response rate

43 %

RESPONSE RATE
positive response rate

9 %

POSITIVE RESPONSE RATE

Target

Countries

  • Poland

Industries

  • major companies from various industries

Recipients

  • finance directors
  • chief accountants

THE SOLUTION

Although the company has not dealt with cold emails before, it decided to try this new channel for acquiring potential customers. DATEV.pl reps made it clear that working with us, as well as the entire campaign is going to be an experiment for them.

THE IMPLEMENTATION

Our specialists have selected companies that could potentially be interested in implementing an ERP system. During the process, our experts had to most of all consider the location and size of the prospects. We’ve helped the DATEV.pl marketing team with generating high-quality leads from various industries and in different geographical locations, working directly with sales reps.

THE RESULT

Conversations initiated by cold emails have quickly turned into business meetings handled by the DATEV.pl salespeople. As a result, the positive response rate reached 9%. Our client’s investment in a new lead generation channel has proved to be beneficial.

Izabela Dacewicz

Marketing Specialist at Datev

Righthello provided us with professional customer service and high-quality leads that soon converted into meetings and deals.