Case: an online channel that added 23% to an industrial company's revenue

I was invited with one line: “Make online sales happen”. In industrial markets that sounds almost like a joke, deals run through people, tenders and years of relationships.

What we did

• Mapped real demand from engineers and procurement instead of sales guesses
• Rewrote the product in customer language: site tasks, not specifications
• Merged marketing and sales into one pipeline with shared numbers
• Introduced a weekly deal review: what actually closes and what is noise

Result

The new channel added 23% to company revenue, and the path from enquiry to invoice shrank from a day and a half to thirty minutes. Behind that number: data, a system and dozens of honest conversations inside the team.

Online does not replace relationships in industry. It makes them scalable.

The full story with numbers and stages. Read the full case →