Client
Manufacturer of linear guides and systems based in Milan, Italy. The company specializes in offering a range of products including needle bearings, linear guide systems, telescopic guides, ball screw guides, rod ends, spherical plain bearings and electric cylinders, thereby improving the reliability and efficiency of industrial equipment and machinery. (Parent: The Timken Company)
Challenges
Nadella, a manufacturer specializing in linear motion technology, faced challenges in identifying and engaging potential clients for their products, including bearings, rod ends, and custom-built applications. They needed insights into prospective customers’ current vendors, their project needs, and opportunities for Nadella to provide quotes or sell their solutions.
Solution
IRC provided support by:
- Conducting outreach to gather detailed information about potential customers’ current vendors, procurement preferences, and upcoming projects.
- Sending RFIs (Request for Information) and Nadella’s brochures to interested contacts.
- Scheduling appointments for Nadella to connect directly with interested companies.
Results
The campaign generated a high volume of leads and actionable information, resulting in overwhelming demand for Nadella’s products. Nadella reportedly paused the campaign because they could not handle the influx of leads, indicating significant success.
Business Benefits
Increased lead generation: Identified numerous potential customers and provided actionable data for Nadella’s sales team.
Expanded market reach: Introduced Nadella’s products to new prospects, including those with custom application needs.
Improved sales pipeline: Enabled Nadella to engage directly with prospects through scheduled appointments.
Demonstrated success: Campaign success was significant enough to temporarily halt outreach efforts due to lead volume.
Streamlined prospecting: Provided detailed vendor and project information to guide Nadella’s sales strategy.
Cost-effective outreach: Reduced the time and effort needed for Nadella to identify and qualify leads internally.