Case Study
Kornit
Kornit
Kornit Digital develops, manufactures, and markets sustainable digital printing solutions for a variety of industries, with a focus on the textile and fashion industries. Kornit’s solutions allow brands to transition to manufacturing faster, with increased efficiency and on-demand supply. The company’s technology allows fashion and sports brands to have complete control over their supply chain and maintain full transparency over quality, delivery, and costs while remaining at the nearest location to the end consumer. In addition, the technology allows companies to keep up with the changes in consumer demand without struggling to manage overstocked inventory or unsold, out-of-date merchandise.
Although Kornit has a lot to offer the industry, with sustainable on-demand printing, locating and contacting leads in such a large industry proved to be challenging. Kornit already recognized that its target market would be in the fashion and sports industry; however, even after a lead has been identified, gaining access to executives in these industries is exceptionally challenging, particularly as Kornit aspired to expand their target market and reach both large and globally recognized high-end brands as well as small textile businesses.
Getting direct access to executives is always tricky, especially in large companies, and this challenge is compounded by the competitiveness inherent to the fashion and textile industry. As a result, much of the time spent communicating is wasted on having numerous interactions with the assistants who prevent people from accessing the actual decision-makers.
Kornit already had a database of potential prospects in their target industry. Despite this, the list needed to be sifted through and the relevant prospects identified. This task was extremely overwhelming, as the amount of work required to contact, qualify, and schedule with each prospect was enormous. Kornit decided to call in a professional team to help find relevant leads from their database and open the line of communication with the fashion industry leaders and small businesses they were targeting.
DRolls came in to sort through the database and identify which leads were most likely to lead to qualified sales meetings for Kornit. They reached out to fashion brands and retailers from small companies as well as companies with over one billion dollars in annual revenue. These companies were located internationally from Europe, the USA, and APAC.
DRolls put together a team of SDRs (sales development representatives) to reach out to the potential leads across multiple channels: calls, emails, and LinkedIn. By ensuring that the team was made up of a diverse group of representatives, DRolls ensured that communication could occur in the language that targets were most comfortable communicating in.
Additionally, using DRolls unique methodology, the team of SDRs created lines of communication with the executive assistants responsible for arranging meetings for target decision-makers. By building trust and creating a rapport with these gatekeepers, DRolls’ SDRs successfully scheduled face-to-face meetings with hard-to-reach executives and decision-makers in the fashion and textile industry.
Within 6 months of working with DRolls, Kornit saw unprecedented success, with over 50 meetings arranged and new clients found in major companies across the fashion, sports, and textile industries worldwide.