Eseye – EMEA Pipeline Generation

Eseye is a leading global provider of M2M cellular connectivity for the Internet of Things (IoT). They specialize in simplifying complex global device deployments for enterprises which are seeking to realize the cost-saving, efficiency-driving, data-enhancing and product-innovating opportunities of over-the-air IoT. Eseye is an AWS Advanced Technology Partner – IoT Competency and recognized in the Gartner Magic Quadrant for M2M managed services.

The Challenge

  • Eseye needed support to penetrate enterprise accounts across EMEA (UK, Nordics, BeNeLux and South Africa)
  • Eseye is a very forward-thinking solution, they needed support in identifying key decision-makers within their target accounts, with job functions related to Innovation, IoT & Connectivity.
  • They were looking for a partner that could articulate an innovative message and share user cases, as well as the ability to demonstrate to key decision-makers, the business value of their solution.
  • They had a requirement for both outbound prospecting and inbound response management, for incoming marketing leads that needed further qualification.
  • Eseye did not have the time to hire, manage and train an internal SDR team, and therefore chose to outsource their sales development to Operatix.

The Goals

  • Deliver a pre-determined number of highly qualified sales engagements in key-verticals from a cold start.
  • Help the sales and marketing team to increase pipeline figures and prove ROI from outreach activities.
  • Further qualify inbound inquiries, and hand them over to the sales team once qualified.
  • Educate target accounts and prospects about the solution, and position Eseye as a trusted partner – to help clients with innovative IoT projects.

The Solution

  • Operatix applied their account-based selling approach to penetrate key-accounts, delivering an agreed monthly number of qualified sales engagements across EMEA.
  • The Operatix methodology for target account mapping and profiling helped to identify the correct set of prospects with decision making power or influence in the sales process.
  • Operatix’ team designed specific messaging in order to influence the different levels of decision-makers in the process, tailoring the communication accordingly to each job function.
  • Operatix used their deep-dive methodology to qualify Inbound inquiries, before handing them over to the sales team where applicable.
  • Operatix worked with the client’s sales and marketing team within synergy, providing clear and on-going visibility on activity levels, as well as results – feeding back the prospect’s perception about the solution.

The Result



of target achieved


pipeline opportunities




MRR in pipeline generated in 6 months

  • 120% of target achieved in the first 6 months of engagement.
  • 14 pipeline opportunities created from sales engagement activity.
  • $5 million MRR in pipeline generated in 6 months.

In a short space of time working with a complex and fast-moving market, Operatix rapidly got to grips with our IoT connectivity solution and value proposition and adapted their approach to deliver sales engagements that have already converted into high-quality sales pipeline.

David Langton
Global SVP Marketing - Eseye

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