Create New Business Relationships with Top Executives in Finland

2 min read

“With quite little pre-work we have been able to create new contacts with potential new customers. Aurora Live has made the process really easy for us by arranging the meetings on our behalf. It has been easy to find suitable target groups in the provided list. The only thing we need to do is prepare for the actual meeting and follow-up. We have been surprised by the quality of the meetings; the customers have really been interested in the discussions and we
have also been able to agree on next steps with many of them.”

- Päivi Kivikoski-Lahtinen, Marketing and Communications Director Finland

About Dell

Dell Technologies is a global leader in digital transformation, providing organizations with the technology and expertise to modernize their IT infrastructure. From edge to cloud, data center to workforce solutions, Dell Technologies helps businesses innovate, stay secure, and adapt to the ever-changing digital landscape.

The Objective

Dell’s primary goal was to create relationships with prospects representing large Finnish companies.

“The most important goal for us has been to create relationships with prospects representing large Finnish companies, and of course we believe to have business results later on as well.”

Reaching decision-makers in larger organizations is often a long process requiring multiple contacts before securing an initial meeting. Dell aimed to create new business relationships in a more structured and time-efficient way.

How DELL Technologies Works with Aurora Live

Aurora Live supported Dell through:

• Dedicated Customer Success Manager

• Pre-qualification of prospects based on Dell’s target group

• List of potential customers for meetings

• Summary of prospect investment data and target group insights

• Meeting booking between Dell and selected prospects

• Post-meeting support

This structure reduced the amount of preparation required before meetings and allowed Dell to focus on the conversations themselves.

The Results

In 2021, Aurora Live successfully delivered 40 meetings to Dell.

As a result:

• Dell had high-quality meetings with prospects who were interested in discussing future partnerships

• Dell’s customer base broadened

• Sales leadership expressed satisfaction with the results and process

• Time was saved in terms of pre-work, allowing greater focus on meetings and follow-ups

“Being able to meet new customers in decision-making positions, especially when it’s a larger company. It’s usually a long process and requires many contacts before the actual first meeting. ME Matchmaking really saves time for us by bringing the right customers to us. If you need to broaden your customer base and/or reach new roles in your current client companies, this is a very good way to do it. Our sales leadership has been very satisfied with the results and process. We would definitely recommend Aurora Live to other organizations.”

Moving Forward

Dell used Aurora Live to create new relationships with decision-makers in large Finnish companies, broaden its customer base, and structure meetings in a time-efficient manner.