Honeywell Case Study
Honeywell Case Study
Using our global footprint to generate over $4.7m annually for a for a fortune 100 company.
Building and scaling fully optimized outbound teams.
Industry: Software Industrial Company
HQ: Charlotte, North Carolina
Target: NAM, EMEA, APAC, Middle East
Company Overview
Honeywell is a Fortune 500 company that invents and manufactures technologies to address tough challenges linked to global macrotrends such as safety, security, productivity, and energy.
Their Objective
Honeywell chose to work with InsideOut because in the past they relied heavily on their channel partners for business growth and lead generation. Honeywell was looking to diversify and expand their lead generation and was therefore looking for a partner to support pipeline growth in various regions in Europe, North America, the Middle East and Asia Pacific. The company hoped to grow its pipeline in these regions, but with a more targeted approach and enhanced pipeline quality.
How we achieved these results?
Global Coverage & Selling in Multiple Languages
After strengthening our understanding of Honeywell's service offering, we used our proven processes to rapidly deploy a team of 11 SDRs across five different territories. These sales professionals were already trained to work at the InsideOut standard, with the ability to sell effectively in 20 different languages.
As a direct result of our previous history selling into these different territories - and our existing global footprint - our teams understood the different approaches to engagement required for overseas buyers, enabling a seamless and progressive ramp period. Honeywell was also able to quickly bypass some of the common challenges associated with outbound selling into these markets, through the learnings shared from our previous experiences.
Deployment of WinTeam
Meeting on a weekly basis, InsideOut deployed a WinTeam that allowed our inside sellers to regularly meet with Honeywell's field sellers.
At these meetings we discussed the current progress in their respective areas, any challenges and future plans. This was an opportunity for both sales parties to come together and share best practices, ideas and experiences in the region and develop a sales strategy that will help set both sites up for success. This strategy increased adoption of fresh initiatives and enhanced team spirit.
Contact InsideOut
Whether you’re looking for InsideOut to operate as your entire inside sales team, or if you’re looking to leverage our resources to boost the performance of your inside sales team, contact us to find out more.
