Identum
Identum
About Identum
Webshark has delivered a large number of quality meetings with Swedish municipalities for us, and in record time. We find them to be very professional, quick learners and also very pleasant and easy to communicate with. It is clear that the people behind Webshark have solid professional skills, at the same time an innovative approach to sales and meeting booking. Their high ambitions are matched by an equally high level of competence. For us at Identum, Webshark has made all the difference in our establishment in Sweden, and we will continue to work closely with them in the future regarding meeting booking and sales.
Challenge
Webshark helped Identum establish itself in the Swedish market, where several challenges were identified around meeting booking. IT managers in Swedish municipalities are both highly sought after and busy, which made them difficult to reach. Public procurement made direct dialogues difficult, as many referred to procurement portals. Many municipalities already had existing license solutions, which required a strategy to create a perceived need that is often crucial for meeting booking to be relevant. In addition, Identum's complex SaaS system needed to be presented clearly and simply to reach decision-makers. No IT manager moves forward in a meeting booking process about something they do not understand. With limited brand awareness in Sweden, it was also important to quickly build trust and demonstrate their strong position from Norway.
Method
During the appointment booking process, Webshark used an Account Based Marketing (ABM) strategy to reach the right decision-makers within Swedish municipalities. A structured CRM was built to map potential contacts, and a combination of email and phone was used to identify those responsible. The email collected public data, while the phone was used to establish contact and book appointments with a short and compelling pitch. A “fear of missing out” tactic reinforced the effect by referring to other municipalities in the area that had already booked appointments. A/B testing helped optimize the message and increased engagement, resulting in a significant increase in qualified appointments.
Result
Through Webshark's meeting booking service, a large number of high-quality meetings were delivered with Swedish municipalities in record time, exceeding expectations. Thanks to a professional and efficient work process, Identum was able to quickly establish itself in the Swedish market. The booked meetings gave Identum the opportunity to present their solutions to relevant decision-makers and create new business opportunities. The collaboration has been a crucial factor in their success in Sweden.
Let's find right together
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