One Academy: the first deal entirely attributable to Funnelfeedr

The challenge: everyone chases the same logos

Anyone can find ABB, Scania and SAAB. The problem is that everyone does – the big, obvious names are hunted by every sales rep in the country. The real competitive edge lies elsewhere: in the hidden gems. The lesser-known companies that are the biggest in their niche, but rarely show up on anyone else's prospecting list.

For Max Lönnqvist at One Academy, the question was how to find them – systematically, and in enough volume to build real opportunities rather than the odd lucky hit.

The approach: scout industries, hunt the sweet spot

Max used Funnelfeedr his own way. Instead of going broad, he scouted a number of industries and from there worked his way closer and closer to One Academy's sweet spot.

That's how he found companies like Tielman in Linköping – Europe's largest maker of baking moulds – and VTM Ventilteknik in Motala. The kind of niche market leaders almost no one else prospects, but who are exactly the right fit.

"Those are the kind of gems I've been able to pan out and create opportunities for. I've never had it easier to scout out cases than now."

The whole chain clicked: from shaping the offer to the machinery of surfacing the prospect base.

The result: a deal worth nearly SEK 100,000

After a while the first deal closed – one Max describes as entirely attributable to Funnelfeedr.

• Deal value: close to SEK 100,000
• Investment in Funnelfeedr: around SEK 669 a month
• ROI: roughly 150× on a single deal – plus a repeatable method for finding more like it

"The feeling when the deal finally closed was really strong. Everything was right there."

What's next

The best thing about a niche win is that it's rarely alone. Now Max can take customers who resemble the one he just landed and dig deeper into the same vein.

"Yeah, I'll definitely keep doing that!"