Eurostep: Expanding Our Industrial Customer Base with Aurora Live

About Eurostep

Eurostep has supported organisations with product data collaboration for the past 30 years.

Its flagship solution, ShareAspace, enables controlled information sharing across organisational boundaries, helping stakeholders collaborate securely across the lifecycle of complex products such as ships, cars, airplanes and power plants.

ShareAspace integrates with existing enterprise landscapes to strengthen governance, security, and collaboration across partners and customers.

The Challenge

Eurostep’s current focus is expanding engagement with new organisations beyond its established accounts.

Historically, growth has been supported by strong relationships and referrals. Aurora Live has helped create additional pathways to start relevant conversations with new companies and stakeholders.

“Aurora Live has opened doors for us to meet new contacts and explore fresh perspectives on reaching our audience.”

Eurostep’s target audience

Eurostep supports organisations in regulated and complex industrial environments, including defence and adjacent industries, where secure collaboration and governed information exchange are critical.

“We work with organisations across defence and other complex industrial sectors, including areas such as aerospace, automotive, and energy,” Färneland says.

Eurostep typically engages a cross-functional buying group spanning IT, engineering, and supply chain leadership, like:

• High-level managers or directors with supply chain challenges.

• Personnel with an interest in procurement with supply chain collaboration issues.

• IT managers because it's going to introduce a new IT platform.

• Engineering managers.

Challenges in reaching out to IT and supply chain buyers

Färneland highlights the specific pain points of both IT and supply chain decision-makers when it comes to implementing new software. For IT, their focus is to reduce the number of systems used, and in turn, reduce costs and boost operations.

Färneland notes that IT stakeholders often prioritise governance, security, and integration with existing enterprise architecture.

“We're not replacing their existing ERP systems but offering a complementary solution. Something that resonates well with them is the security aspect, by adding a layer of security on top of their internal system.”

On the other hand, supply chain buyers have more tangible problems tied to logistics and can understand Eurostep’s solutions better. “We help ensure that all data about the product, especially with external manufacturers, is visible and accessible.”

How Aurora Live introduces Eurostep to new companies 

Färneland highlights the quality of Aurora Live’s decision-maker pool and the context provided, which helps Eurostep prepare well and prioritise the most relevant 1-to-1 conversations.“I appreciate Aurora Live’s extensive information on the pain points of decision-makers. The description helps me paint a picture of the decision-maker, and combined with LinkedIn profile links, I can contact them before the meeting, which is useful.”

Although a decision-maker may hold the right role, priorities vary. Färneland says, “The context helps us prioritise discussions where there is clear potential for a meaningful follow-up.”

“Aurora Live has opened doors to new opportunities, new contacts within existing accounts, as well as customers we failed to reach before.”

The quality of Aurora Live’s 15-minute meetings 

Färneland is satisfied with the meetings so far, highlighting that he can quickly grasp whether the prospect is interested in hearing more about Eurostep’s solutions. At worst, the meetings are nothing more than a nice 15-minute conversation. At best, they lead to a follow-up meeting. 

“When the topic is relevant, it sparks enough interest to book a follow-up meeting.” 

However, there have been some cases where the prospect recommends a more suitable decision-maker within the company. 

“They say, ‘This might not be my area of expertise or interest right now, but you should talk to this person,’ and in some cases, that has been successful.”

In addition to meeting new prospects via Aurora Live, Färneland recalls booking an on-site visit and follow-up meetings with an existing enterprise customer through the 15-minute meetings.

How Aurora Live’s offerings compare to other lead generation services

Färneland and his team at Eurostep have attended several in-person events organised by Aurora Live. He comments that the attendees are happy to be at the event and are open to discussing and learning new things.

“At Aurora Live events, everyone is quite happy because they chose to be there. They have an open and curious mind, which makes it easy to start conversations and learn new things about vendors like Eurostep.”

Eurostep also hosted a roundtable session at a manufacturing-focused event in Sweden. Färneland says it was a good experience that also rekindled conversations with former prospects.

“From a networking perspective, it gave us a spotlight and the opportunity for attendees to get to know Eurostep,” he adds.

Collaborating with Aurora Live moving forward

Färneland is currently focusing on following up with prospects met via the 1-to-1 meetings, with an emphasis on progressing qualified discussions into tangible pipeline outcomes.

“It’s about progressing the right opportunities and maintaining momentum in our pipeline.”

*The insights have been edited for length and clarity.