Case Studies

Case Study: Identifying New Build-to-Rent Opportunities

Helping a specialist telecommunications provider identify new Build-to-Rent opportunities

A specialist UK telecommunications provider approached 24 I.S. Sales Intelligence to help identify new commercial opportunities within the growing Build-to-Rent (BTR) sector. Their proposition is particularly relevant to developers and operators of Build-to-Rent schemes, where reliable fibre connectivity, managed Wi-Fi and a high-quality resident experience are increasingly important considerations.

Rather than undertaking a short-term lead generation campaign, we established an ongoing sales intelligence programme, providing 15 days of support each month. Our role is to continually research the market and identify new and upcoming Build-to-Rent developments that fit the client's agreed target profile. This involves researching developments, identifying the organisations and key decision makers involved, and building a pipeline of relevant opportunities for the client to pursue.

The research process is designed to look beyond simply identifying existing properties. We investigate new developments and potential opportunities as they emerge, helping the client identify projects where its connectivity and managed Wi-Fi services could be relevant. This provides a continual flow of fresh market intelligence and potential opportunities, rather than relying on a static prospect database.

The 24 I.S. team effectively operates as an extension of the client's business development function, providing dedicated resource to research the market and uncover opportunities that may otherwise be difficult for an internal sales team to identify consistently. The ongoing nature of the 15-day-per-month service means the activity can continue as the Build-to-Rent market develops, with new opportunities being added to the pipeline on a regular basis.

The result is an ongoing, targeted sales intelligence service that gives the client a continually developing pipeline of relevant Build-to-Rent opportunities. Rather than simply supplying contact data, 24 I.S. provides the research, intelligence and opportunity identification needed to help the client's sales team focus its efforts on developments that fit its proposition.

Case Study: Appointment Setting & Customer Enquiry Management

Becoming an extension of a specialist Wills and Probate business

A specialist legal practice providing Wills, Trusts, Probate, Lasting Powers of Attorney, Guardianship and Inheritance Tax services wanted to increase the number of conversations it was having with potential clients.

24 I.S. provides an ongoing appointment booking service, with the client purchasing an agreed number of days each month. Our team handles both outbound and inbound activity. We proactively contact prospects from the client's own enquiry and prospect databases, while also responding to incoming enquiries, calling potential clients back and identifying opportunities to arrange an initial consultation.

Over the course of the relationship, our team has developed an in-depth understanding of the Wills and Probate sector, including the nature of the services being offered, the types of enquiries received and the circumstances in which prospective clients are most likely to require advice. This knowledge allows our team to have much more informed conversations with prospects and understand the importance of matching each enquiry with the appropriate member of the client's team.

Where a prospect is ready to progress, we arrange the appointment in whichever format is most appropriate. This can include face-to-face meetings, meetings via Microsoft Teams, Zoom or Google Meet, telephone appointments or appointments at the client's local office. The objective is simple: make it as easy as possible for a prospective client to take the next step.

What began as an outsourced appointment-setting service has developed into a much deeper working relationship. Through our continued involvement and accumulated sector knowledge, the 24 I.S. team has effectively become an important part of the client's virtual team, providing a consistent front-line resource that helps manage enquiries, develop opportunities and keep appointments flowing into the business.

Case Study: Supporting a National Franchise Network with New Business Development

14 years of sector experience supporting procurement and Net Zero opportunities

24 I.S. Sales Intelligence has been working within the cost management and procurement sector for 13 years, including the last seven years supporting a leading UK cost, procurement and carbon solutions organisation and its network of franchisees. The organisation provides businesses with specialist procurement expertise across a wide range of expenditure categories, alongside solutions designed to help organisations reduce carbon emissions and progress towards Net Zero.

Our role is to provide ongoing new business development and lead generation support across a rotating network of approximately 15–20 franchisees. This requires us to understand the individual requirements of each franchisee, their target markets and the particular proposition they wish to take to market, while maintaining a strong understanding of the wider service offering. The relationship has therefore developed well beyond simply making calls or booking appointments.

Over the years, our team has developed an in-depth understanding of both the Procurement Solutions and Net Zero propositions. This is particularly important because the conversations can cover a broad range of business challenges—from reducing expenditure and improving supplier value to helping organisations understand their carbon footprint and develop a practical route towards Net Zero. Auditel itself describes its proposition as combining procurement expertise with carbon solutions, with the potential for procurement savings to help fund decarbonisation activity.

Working across a rotating group of franchisees also requires considerable flexibility. We adapt our targeting, messaging and approach according to the individual franchisee while retaining the sector knowledge accumulated over many years. This allows us to identify and engage relevant decision makers and generate opportunities that fit the particular proposition being promoted, whether that is procurement, cost reduction, carbon reduction or Net Zero.

The mutli-year relationship has created a highly effective extension to the franchise network's own business development capability. 24 I.S. provides the consistent prospecting resource, sector knowledge and sales expertise, while the individual franchisees can concentrate on developing the opportunities generated for them. The longevity of the relationship demonstrates the value of combining specialist sector knowledge with an outsourced sales function that can flex around the requirements of a growing and changing franchise network.

Case Study: Construction Market Intelligence & Outbound Calling

Turning construction intelligence into a seven-figure opportunity

A specialist UK construction contractor appointed 24 I.S. to provide an outbound calling service designed to identify and develop new commercial opportunities. The client operates across specialist construction and surface finishing projects, including major residential, commercial, leisure and public-sector developments.

Our approach combined the client's specialist knowledge with information from a construction market intelligence platform, allowing us to identify relevant projects and opportunities at an early stage. We then researched the opportunities, identified the appropriate organisations and decision makers and used targeted outbound calling to establish potential requirements and create conversations for the client.

The campaign proved that combining good-quality market intelligence with experienced telephone prospecting can produce significant commercial results. One of the opportunities identified and developed through our activity ultimately resulted in a seven-figure contract for a new swimming pool project in London. For a business operating in a project-led construction environment, this represented a major commercial opportunity and a significant return from the prospecting activity.

Interestingly, the success of the opportunity created its own challenge. The scale of the contract meant that the client needed to concentrate its resources on production and project delivery, resulting in a pause to the outbound campaign while the organisation focused on fulfilling the new contract. For 24 I.S., however, this was very much a case of having the right kind of problem — the campaign had generated an opportunity substantial enough to require the client's full attention.

The case study demonstrates the value of an ongoing, targeted approach to construction lead generation. By combining construction market intelligence, opportunity research and experienced outbound calling, 24 I.S. can help specialist contractors identify projects that fit their capabilities and get in front of the right people. In this case, one opportunity ultimately developed into a seven-figure contract, providing a particularly compelling example of how effective sales intelligence can translate directly into substantial new business.

Case Study: Strategic Account Research & Sales Intelligence

Turning a blue-chip target account list into actionable sales intelligence

A global communications and technology provider appointed 24 I.S. to support its strategic account development programme, providing a highly targeted sales intelligence and prospect research service. The client supplied a carefully selected list of blue-chip organisations that it wanted to develop as potential customers for its enterprise connectivity and network solutions. Its wider proposition encompasses global connectivity, managed network services, cloud connectivity and security solutions.

Rather than taking a traditional high-volume telemarketing approach, 24 I.S. works methodically through each target account, researching the organisation and engaging with relevant contacts to build a detailed understanding of its existing wide area network and IT connectivity arrangements. The objective is to establish who currently supplies the organisation's network services, understand something of the existing solution and, importantly, identify when the current arrangements are likely to come up for renewal or review.

A key element of the project is identifying the people who influence or make decisions about the organisation's network infrastructure. Our team researches and engages with relevant IT and procurement contacts, building an understanding of the decision-making structure and identifying the individuals who should ultimately be approached when a network review, contract renewal or transformation project becomes relevant.

The information gathered provides the client's sales team with considerably more than a traditional prospect record. Each target account can be developed with current supplier intelligence, potential renewal timing, relevant decision makers and information about the organisation's existing network environment. This allows the client to prioritise its sales activity around accounts where there is a potentially meaningful commercial opportunity, rather than simply approaching a large list of companies with a generic proposition.

The project demonstrates how sales intelligence can complement strategic account-based selling. By combining detailed account research with carefully managed telephone conversations, 24 I.S. provides the client with an ongoing source of actionable intelligence across its blue-chip target account base. The result is a structured approach to identifying potential network opportunities, understanding when they may arise and ensuring that the client's sales team has the information it needs to engage the right people at the right time.

Case Study: Connecting Local Businesses with Funded Business Support

Helping SMEs access professional advice and business support

A business support organisation appointed 24 I.S. to help raise awareness of a fully funded business support programme available to small and medium-sized businesses across a specific UK county. The programme was designed to help local businesses overcome challenges, identify opportunities for growth and access up to 12 hours of free professional advice covering areas including business funding, marketing, recruitment and wider business development.

24 I.S. provided an outbound calling campaign to identify eligible businesses and introduce them to the support available. Our team contacted business owners and senior decision makers, established whether the business was based within the eligible area and introduced the programme in a straightforward, conversational way. Rather than simply delivering a scripted message, our callers explored the business's current priorities and whether it had previously accessed similar support.

The campaign covered a broad range of potential business needs. Conversations explored areas such as growth plans, funding requirements, marketing, recruitment and employee development, as well as opportunities to help businesses develop future talent through work experience, apprenticeships and internships. This allowed us to establish which businesses were most likely to benefit from the programme and provide useful context for the subsequent adviser conversation.

Where a business expressed an interest, we introduced the opportunity to an initial conversation with one of the programme's specialist business advisers. The purpose of this initial call was to understand the individual business, its objectives and its immediate priorities, allowing the adviser to determine how the available support could best be used and whether further one-to-one advice was appropriate.

The campaign demonstrated the value of targeted telephone engagement in making businesses aware of support that they may otherwise have overlooked. By combining systematic prospecting with genuine conversations about each business's circumstances, 24 I.S. helped connect eligible SMEs with a programme designed specifically to support their growth. It also demonstrates how our team can act as an effective extension of a client's organisation when the objective is to reach a defined business population, communicate a proposition clearly and generate meaningful conversations with decision makers.

Case Study: Building a £500,000+ Sales Pipeline Through Targeted Appointment Setting

Flexible outbound calling that delivers a consistent flow of new opportunities

A specialist commercial cleaning company engaged 24 I.S. Sales Intelligence to provide flexible outbound sales support, helping them generate new business opportunities across their target market. The client provides professionally managed commercial cleaning services across a range of environments, including offices, retail, industrial premises, schools and leisure facilities.

Rather than committing to a permanent campaign, the client uses 24 I.S. on a spot campaign basis, purchasing blocks of calling days according to their current sales requirements. This gives them the flexibility to increase activity when they want to build their pipeline, while avoiding the commitment of maintaining a full-time internal prospecting resource.

The campaigns are focused on identifying relevant organisations and engaging the appropriate decision makers around their cleaning requirements. Our experienced team introduces the client's proposition, establishes whether there is a potential opportunity and, where appropriate, progresses the conversation towards a qualified sales appointment. This approach fits particularly well with a service proposition based around tailored cleaning programmes and fully managed services.

The results have been particularly strong. Typically, every 10 days of calling generated around 15 sales appointments, creating a consistent flow of new opportunities for the client's sales team to pursue. Over the course of the campaigns, this activity has helped build a sales pipeline in excess of £500,000, demonstrating the potential commercial value of combining experienced B2B telemarketing with a well-defined target market.

The relationship demonstrates the flexibility of 24 I.S.'s approach to outsourced sales development. Rather than requiring clients to commit to a fixed long-term programme, we can provide sales resource when it is needed, generating appointments and building pipeline in focused bursts of activity. For this client, the combination of targeted calling, regular appointment generation and a flexible campaign structure has created a highly effective extension to their own business development operation.

Case Study: Identifying Mid-Market SD-WAN Opportunities

50 days of targeted prospecting uncovers a strong pipeline of SD-WAN opportunities

A leading business communications and networking provider engaged 24 I.S. Sales Intelligence to support the development of its mid-market SD-WAN proposition. The campaign was designed to identify organisations that could potentially benefit from a more flexible, resilient and manageable approach to their wide area network infrastructure. SD-WAN is particularly relevant to multi-site and mid-market organisations looking to improve network performance, simplify management and support cloud-based applications.

The campaign ran over 50 days, with the 24 I.S. team systematically identifying and contacting organisations that fitted the agreed target profile. Rather than relying on a generic sales message, our experienced callers were briefed to understand the client's proposition and engage prospects in meaningful conversations about their existing network environment, requirements and potential future plans.

During the campaign, we uncovered a significant number of potential SD-WAN opportunities, identifying businesses where there appeared to be a genuine requirement or an opportunity for further discussion. This included prospects where network performance, connectivity requirements, multi-site infrastructure or the management of existing network services provided potential reasons to investigate an alternative approach.

The intelligence and opportunities generated through the initial 50-day campaign provided sufficient evidence of market potential for the client to book a further campaign with 24 I.S. This gave the client the confidence to continue investing in the market, while allowing the 24 I.S. team to build on the knowledge and experience gained during the initial campaign.

The project demonstrates the value of using experienced B2B sales professionals to take a technically complex proposition into a defined target market. Rather than simply measuring success by call volumes, the campaign focused on identifying genuine commercial opportunities and providing the client with actionable prospects. The decision to commission a further campaign provided a clear indication that the initial activity had successfully demonstrated the potential of the mid-market SD-WAN opportunity.

Case Study: Supporting the Growth of a Fibre Network

From initial customer service support to a complete outsourced sales and customer service operation

A growing UK fibre broadband provider engaged 24 I.S. Sales Intelligence at the early stages of its fibre network rollout. As the business began connecting its first customers, it needed reliable customer service support but did not initially require a dedicated full-time team. We therefore provided initial customer service coverage using members of our existing team, giving the client immediate access to experienced customer-facing resource without the need to recruit an internal department from day one.

As the fibre network expanded and customer numbers increased, so did the requirement for customer service capacity. 24 I.S. worked alongside the client to scale the operation to five full-time customer service staff. We supported the client throughout the recruitment process, helping to identify suitable candidates, conduct interviews and recruit the new team members. We then assisted with getting the team equipped, set up and trained so that they could take responsibility for the day-to-day customer service requirements of a growing fibre network.

Our involvement extended beyond customer service. The client also needed to establish a local business sales operation capable of targeting organisations located within areas where its fibre network was available. 24 I.S. helped recruit five external sales people against an agreed brief, giving the client the sales resource required to take its proposition directly into the local business community.

We then supported the sales operation with the data and outbound prospecting activity required to generate opportunities. We identified businesses located within the relevant network coverage areas, supplied the prospect data, contacted those businesses on behalf of the sales team and booked appointments with suitable decision makers. This activity was delivered across multiple cities, allowing the client to use a consistent approach as its fibre footprint expanded into new geographic markets.

The relationship demonstrates how 24 I.S. can become a genuine extension of a growing business, providing whatever sales and customer service resource is required at different stages of its development. Starting with a small amount of customer service support, we helped build a five-person customer service team, supported the recruitment of five external sales people and provided the data, telemarketing and appointment-setting activity needed to generate new business. As the client's network grew, 24 I.S. was able to grow with it.

Case Study: Targeting the UK Sports Venue Market

Building a comprehensive prospecting programme across football, cricket and rugby

A specialist supplier to the sports and leisure sector engaged 24 I.S. Sales Intelligence to help develop new business opportunities across the UK sporting venue market. The objective was to create a comprehensive and structured approach to identifying and engaging relevant sports clubs and venues, rather than relying on a limited selection of high-profile prospects.

We developed a detailed target market covering football clubs across England and Scotland, ensuring that the campaign reached the relevant organisations throughout the professional and wider football landscape. This was complemented by a comprehensive programme targeting the principal cricket venues associated with all 18 first-class county cricket clubs, creating a broad prospect base across one of the UK's major sporting sectors.

The campaign also extended into Rugby Union, with the main Premiership Rugby stadia included within the target market, as well as Rugby League clubs and venues. This required us to understand the different structures and organisations operating across each sport and identify the appropriate commercial and operational contacts within each individual club or venue.

Rather than simply supplying a list of sports organisations, 24 I.S. provided the research, data and outbound calling capability required to systematically work through the target market. We identified relevant contacts, introduced the client's proposition and established opportunities for further discussion with the appropriate decision makers. This gave the client a structured route into a highly fragmented market containing hundreds of individual clubs, venues and sporting organisations.

The project demonstrates how 24 I.S. can take a clearly defined target market and turn it into a systematic sales intelligence and business development programme. By mapping the football, cricket and rugby markets and then working methodically through the relevant organisations, we provided the client with a comprehensive approach to a sector that would otherwise have been time-consuming and difficult to penetrate. It is an example of our ability to combine market research, data, targeted prospecting and outbound calling to open up new sectors and create commercial opportunities.

Outsourced Sales Team – Solar Installation Case Study

Building a Sales Team to Follow the Sun

Our experience of building outsourced sales teams extends beyond the UK. For a solar panel installation business based in Perth, Australia, we were asked to establish a dedicated sales operation to support the company's growth across the Australian market.

We helped the client identify the type of salespeople required, source suitable candidates and manage the recruitment process, ultimately building a team of between five and seven sales professionals to work on the client's behalf.

The operating model was designed around the geography of the Australian market. The team worked an early 6am to 2pm shift, allowing them to make calls during the appropriate business hours while effectively following the sun across Australia as the working day progressed.

Commercially, the operation was structured around a funded heads model, giving the client a flexible way of accessing the sales resource it needed without having to establish and manage the entire recruitment and employment process internally.

The project demonstrated our ability to move quickly in response to a client's requirements, recruit and establish a dedicated sales team, and create an outsourced operation around a very specific market and working model. It also demonstrates that our outsourced sales capability isn't restricted to providing calling hours — we can help build the people and infrastructure required to deliver the sales operation itself.

How Can We Help You?

If you have a clearly defined market or sector that you want to penetrate, 24 I.S. Sales Intelligence can help you turn that market into a structured, actionable sales opportunity. Whether you need to identify every relevant organisation, find the right decision makers, build accurate prospect data or engage those prospects by telephone, we can provide the expertise and resource to support your objectives.

Our experience extends across a wide range of sectors and market types, from telecommunications, IT and construction to professional services, sports, procurement and specialist B2B markets. We understand how to research a market, build an appropriate prospect database and develop an effective calling strategy around your proposition. This means you don't necessarily need to have all the answers before you approach us—we can help you develop the approach.

If you have a market you want to target, let's talk. Whether you're looking for a one-off market research exercise, a targeted outbound campaign or an ongoing sales intelligence programme, 24 I.S. can provide the people, experience and sales expertise to help you identify and develop new opportunities. Contact us today to discuss how we could help you open up your next market.

Speak to our friendly team on 01782 409788 to discuss your challenge, (or email us at info@24-is.co.uk ) and we can explain how we can put a solution in place for you.

Outsourced Sales Management for your business.

CASE STUDIES