---
title: Case | Building a Steady Pipeline of Qualified Leads
description: Discover how an IT consultancy built a steady pipeline of qualified leads without hiring more salespeople. A smart, efficient B2B growth story powered by Brightvision.
image: https://work.brightvision.com/hubfs/AdobeStock_306247344_S.jpg
---

Case Study

# How an IT Consultancy Scaled Outreach Without Scaling Their Sales Team

## The Client

Our client is a Microsoft Business Applications consultancy based in Finland. Their sweet spot? Tailored solutions built on Power Apps and Dynamics 365, delivered with an agile mindset and a sharp focus on clients in the financial sector. Like many consultancies, most of their team is billable, leaving little time to chase new business.

 

Project: Retainer

Year: 2025  

Service industry: IT

**Dedicated team**:** **Project Manager, BDR

 

## Project Summary

Brightvision helped a Finnish Microsoft Business Applications consultancy, build a consistent pipeline of qualified leads by running focused outreach, allowing their sales team to prioritize delivery while still driving growth. The collaboration delivered steady new meetings, valuable CRM market insights, and a scalable strategy for future expansion.

## The Challenge

Our client's consultants were busy. Too busy to fill the top of the funnel.

Their small sales team was stretched thin, mostly nurturing existing accounts. Reaching new decision-makers kept slipping down the to-do list. And it was starting to show: new business wasn’t growing fast enough, and the pipeline lacked momentum.

 

![AdobeStock_228200454_S](https://work.brightvision.com/hs-fs/hubfs/AdobeStock_228200454_S.jpg?width=1500&height=841&name=AdobeStock_228200454_S.jpg)

![AdobeStock_1229525042-(1)_S](https://work.brightvision.com/hs-fs/hubfs/AdobeStock_1229525042-(1)_S.jpg?width=1500&height=791&name=AdobeStock_1229525042-(1)_S.jpg)

## The Solution

That’s where Brightvision came in.

With a clear goal to reach business application decision-makers in Finland’s mid-to-large companies, we got to work. Using a targeted company list provided by the client, our BDR team dove into weekly prospecting: around 10 hours each week, focused and consistent.

The result? A steady stream of meetings with qualified leads. Even better: valuable insights on CRM systems across the market, helping the client better understand and prioritize future opportunities.

 

> ## “We chose Brightvision because they really got it. They understood our business, and their team had the right experience to reach the people we needed.”

## The Results

#### **1 new meeting booked** for every 7 hours of outreach

#### **Consistent pipeline growth **from net-new prospects

#### **Fresh market insights into CRM readiness **across key segments

#### **Increased internal focus on delivery **while Brightvision handled the top of the funnel

## 5 Steps approaches

The partnership between Brightvision and Akeneo encompasses five key strategic approaches. The partnership between Brightvision and Akeneo encompasses five key strategic approaches. The partnership between Brightvision and Akeneo encompasses five key strategic approaches. The partnership between Brightvision and Akeneo encompasses five key strategic approaches. 

- **STEP 1: ** Streamlining Operations
- **STEP 2: ** Streamlining Operations
- **STEP 3: ** Streamlining Operations
- **STEP 4: ** Streamlining Operations
- **STEP 5: ** Streamlining Operations

## What's next? 

This is just the beginning. The IT consultancy sees Brightvision as a key piece of their growth strategy going forward.

Together, we’ve already identified the next customer segments to target.

## Want to build a better pipeline without burning out your team? Let’s talk about how Brightvision can help.

## You may also be interested in:

[![](https://work.brightvision.com/hubfs/Imported_Blog_Media/Blog_Aimee.jpg) ](https://blog.brightvision.com/en/how-to-get-sales-and-marketing-to-work-better-together?hsLang=en)

[Inside Sales](https://blog.brightvision.com/tag/inside-sales?hsLang=en)

#### [How to get sales and marketing to work better together](https://blog.brightvision.com/en/how-to-get-sales-and-marketing-to-work-better-together?hsLang=en)

[ Read more client cases ](https://brightvision.com/work?hsLang=en)

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