Acolad creates €7M in new opportunities with AI-driven outreach powered by Sales Navigator
SUCCESS STORY
The language and content solutions company has leveraged Sales Navigator to transform the way that it introduces potential customers to its solutions. Features like Account IQ, Lead Recommendations and Advanced Search have rapidly expanded business development pipelines, turned account teams into expert consultants, and contributed €7 million to Acolad’s revenue pipeline in just eight months.
THE CHALLENGE
Enabling personalized outreach at scale
Generative AI has transformed the market for translation and localization services and broadened the scope of what’s possible when it comes to generating multilingual content at scale. Acolad has been nimble in responding to the change, developing an innovative range of content solutions, which fuse human expertise with AI, and adjusting the role of its business development and account management teams to act as expert content advisors.
“We offer end-to-end services that meet the demand for accurate, rapid communication, and we act as a trusted partner that understands the intricacies, including the importance of AI compliance,” explains Camilla Papa, Sales Operations Manager at Acolad. “For business development teams that means building relationships from the start with relevant outreach and tailored solutions, and for account management teams it means a greater focus on acquisition and acting as consultants.”
THE SOLUTION
Synchronized, real-time insights for intelligent selling
By integrating LinkedIn Sales Navigator with its Salesforce CRM, Acolad is able to deliver synchronized, real-time insights to its sales, marketing and operations teams. This makes sales intelligence more accessible and drives effectiveness for outreach.
THE RESULTS
Growing pipeline with €7 million in new opportunities
Advanced Search capabilities and Lead Recommendations from Sales Navigator have had a transformative impact on Acolad’s revenue pipeline. Sales Navigator currently accounts for over half of all closed-won deals for Acolad, with a total contribution to pipeline worth €7 million over eight months. “Roughly speaking, we’re looking at an ROI of around 800x,” says Camilla.
Staying alert to job changes and multi-threading accounts
Acolad’s account teams use Sales Navigator to multithread accounts and avoid dependence on a single contact. The success of this approach is reflected in the fact that 25% of closed-won deals are with existing customers. “We’ve secured several enterprise accounts already by using the tool in this way,” says Camilla.
Accelerating adoption and training
“We’ve made a real commitment to training, both with the LinkedIn team and with our own Sales Academy trainers,” says Acolad’s CRO, Gráinne Maycock. “We’ve aimed to ensure that everyone feels that using this tool is as natural as typing.” It’s an approach that has had a dramatic impact on sales behaviours, with 70% of Acolad salespeople now qualifying as top users of Sales Navigator, by consistently demonstrating best practice for three quarters in a row.
About Acolad
Global leader in AI-powered multilingual content solutions, offers end-to-end content and localization services including global content creation and SEO, machine translation, interpreting and multimedia localization as well as Data Services to train AI models. Founded in 1995.
INDUSTRY
Tailored solutions for Technology, Manufacturing, Life Sciences, Finance, Legal and more
No. OF EMPLOYEES:
Over 1,600 employees in more than 22 countries
HEADQUARTERS
Headquartered in Boulogne-Billancourt, Île-de-France (France)
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