Generating Enterprise Pipeline When Events Disappeared
The Challenge
KORE Wireless (NYSE: KORE), a global leader in IoT implementation, faced a critical business challenge when COVID-19 eliminated their primary lead generation channel. With face-to-face events suddenly unavailable, they needed to:
- Rapidly develop alternative lead generation strategies
- Maintain pipeline quality while scaling outreach digitally
- Connect with enterprise decision-makers without in-person interaction
- Achieve cost-effective lead generation compared to traditional events
As a pioneer in IoT enablement serving major global enterprises, KORE needed a solution that maintained their brand positioning while delivering immediate pipeline results.
Our Approach
We implemented a strategic digital outreach program with two core elements:
- Precision-Targeted Social Selling
- Developed data-driven targeting to identify enterprise decision-makers
- Created multi-touch outreach sequences that mimicked personal networking
- Implemented performance tracking to continuously refine targeting
- Built scalable workflows that maintained personalisation at volume
- Segment-Specific Messaging Framework
- Created distinct messaging tracks for each industry vertical
- Developed custom value propositions addressing segment-specific challenges
- Implemented testing frameworks to optimise message effectiveness
- Refined approaches based on engagement analytics
Results
The program delivered exceptional results that surpassed expectations:
- 769 total leads generated across target markets
- 233 sales-qualified opportunities (30% qualification rate)
- Secured meetings with enterprise leaders including Apple, Jaguar, Volvo, Ericsson, Vodafone and LG
- £31 cost per lead compared to typical event CPLs of £200+
The initial European success led KORE to rapidly expand the program globally, integrating their US sales team into the framework.
The Impact
Beyond the immediate lead generation results, our work fundamentally transformed KORE's approach to market engagement. By developing a digital-first strategy that delivered better results than traditional events, we helped them establish a more scalable and measurable growth engine.
The program demonstrated how sophisticated digital outreach can effectively replace or enhance traditional B2B marketing channels, even for complex enterprise technology sales.
Ready to Transform Your Lead Generation?
If your B2B tech company needs to develop more effective digital lead generation strategies, we can help you build targeted approaches that deliver qualified pipeline.
"Since COVID and the cancellation of face-to-face events, I was looking for creative ways to engage with decision-makers that would have attended those industry events, and thus generate top-of-the-funnel, quality leads for our sales team to go after. Radial Path seemed to have a fresh approach to B2B lead generation, leveraging marketing tech to define and approach key decision-makers at volume. We never expected the results to be so good, so fast. In fact, we ended up globalising what was a European-focused campaign. I'm very pleased."
We reimagined Aqua Comms' brand identity to balance heritage with innovation, resulting in 21% more website engagement and unified positioning as "The Future of Subsea."
We transformed TrafficGuard's digital presence, delivering 93% higher organic traffic and 76% more search clicks in just 3 months, helping this ad fraud prevention expert dominate their market.
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