Breaking into the Corporate Market

About delaware

delaware is a global digital transformation consultancy with over 5,000 professionals worldwide. The company supports organisations across industries in implementing and optimising business-critical systems, including ERP, data, analytics, and cloud platforms.

With deep expertise in enterprise environments, delaware works with CFOs, CIOs, and digital leaders to drive operational efficiency, innovation, and long-term competitiveness.

The Strategic Challenge

Although delaware employs over 5,000 people globally, their historical strength lay in the SMB segment. As they identified an opportunity to expand into the corporate market—targeting CFOs, CIOs, and digital decision-makers—they faced two significant barriers:

• Limited experience navigating complex enterprise sales cycles

• Lack of established C-level access in the corporate segment

Their sales professionals were used to SMB dynamics, where the path from problem to solution is often more direct. Entering the corporate space required a new level of access and positioning.

The Solution: Structured Access to Corporate Decision-Makers

Aurora Live provided direct access to corporate-level contacts through scheduled 1-to-1 meetings and in-person networking opportunities.

delaware began with 20 meetings. Following positive results, they renewed and expanded participation to over 150 meetings, ultimately conducting more than 200 pre-qualified discussions.

“Aurora Live gives us entry to the corporate market and direct access to C-level contacts.”

Refining the Target Approach

Initially, delaware focused on CFOs. However, insights gained through Aurora Live interactions revealed that CIOs were often more receptive during early-stage conversations.

This refinement improved engagement quality and conversion potential.

“The virtual 15-minute meetings are a blessing because they push us to get to the core of the conversation quickly.”

Nearly 50% of meetings resulted in follow-up discussions.

Of those, 40% remain active in the pipeline.

Three deals have already been closed.

From First Meeting to Enterprise Deal

The structured meeting format enabled delaware to move efficiently from introduction to opportunity development.

“We are closing our fastest deal, which we foresee finalizing in the next 2 to 3 months. The deal is valued at €2.5 million.”

Their first closed deal became their largest. Within six months, the project moved into implementation, with a 12–14 month rollout phase.

Participation also strengthened credibility when engaging enterprise stakeholders across industries.

Hybrid Engagement: Virtual and In-Person

Virtual meetings created consistent pipeline flow, while in-person events provided additional relationship depth.

One opportunity originated from a dinner conversation at an Aurora Live event and progressed into integration discussions.

“It was fun to share our story at Aurora Live Partner Connection as it resonated with the audience.”

Looking Ahead

delaware continues to integrate Aurora Live into their broader business development rhythm.

“2025 is what I call a volume year. I want to ensure that all six business development professionals are performing better than ever. That means getting into the rhythm of attending more meetings and getting those into our system. I’m also aiming to have 50% to 60% of the meetings in our follow-up pipeline.”

Key Outcomes

• 200+ pre-qualified enterprise meetings

• Nearly 50% follow-up rate

• 40% pipeline retention

• Three deals closed

• €2.5M enterprise opportunity progressing

• Multi-year participation