Accelerating Lead Generation for a Leading SAP Consulting Firm in the UAE Through Focused Telemarketing & Email Outreach

Company Overview

A well-established SAP consulting firm in the UAE, with a strong footprint across the Middle East and parts of Asia and Africa. The client specializes in delivering enterprise-grade digital transformation solutions through SAP’s full suite, including S/4HANA, Business One, SuccessFactors, and industry-specific modules.

• Industry: Information Technology / Enterprise Consulting
• Employee Strength: 100–200 professionals
• Estimated Revenue: $12M–$20M
• Markets Served: UAE, GCC, Africa
• Service Portfolio: SAP Consulting, ERP Implementation, Cloud Migration, Support Services
• Target Buyers: IT Heads, CFOs, COOs, HR Managers, ERP Leads

Business Objective

The client aimed to establish pipeline momentum across diverse sectors in the UAE, focusing on ERP adoption and digital transformation initiatives. They sought a data-driven marketing partner to:

• Identify high-potential leads across 6+ industries
• Establish contact with senior IT and business leaders
• Deliver BANT-qualified appointments aligned with SAP solution needs
• Reduce lead generation friction and internal outreach burden

Challenges

• Market fatigue due to generic ERP marketing noise
• Resistance to switching existing legacy systems
• Long nurturing timelines typical of ERP decision-making
• Low prior success in qualifying leads with actual buying intent
• Required more personalized, channel-specific engagement rather than broad marketing blasts

LakeB2B’s Strategic Solution

LakeB2B implemented a telemarketing-first approach, uniquely positioned for consulting services that require deep, consultative conversation. This was supplemented with targeted email sequences to reinforce messaging and improve response touchpoints.

Phase 1: Market Intelligence & Personal Mapping

• Extracted target accounts across sectors: Manufacturing, Logistics, Retail, Healthcare, Energy, Finance.
• Segmented companies by SAP relevance and digital maturity.
• Built contact lists of decision-makers in UAE-based firms with:
  • 250+ employees
  • Active tech investment footprint
  • No recent SAP implementation activity (intent filters)

Phase 2: Telemarketing-First Outreach

Key Differentiators:

• Trained agents held in-depth conversations around compliance, cost control, and real-time analytics pain points.
• Focused on consulting value proposition rather than product-push
• Leveraged pain-point storytelling specific to industry verticals
• BANT questions woven into calls to qualify real intent, not just interest

Phase 3: Email Reinforcement Campaigns

• 2-touch email deployment per cohort post-call or pre-call warmup.
• Included landing pages with service portfolios and use-case examples.
• A/B testing on CTAs: “Schedule Consultation” vs. “Talk to an SAP Expert”.
• Used recipient activity (opens/clicks) to optimize next-call timing.

Results & Performance Metrics

After a successful six-month engagement, LakeB2B met and exceeded the client’s expectations by consistently delivering 10–15 BANT-qualified leads every month. The campaign helped build a healthy consulting pipeline for SAP projects and demonstrated the effectiveness of human-first engagement. With pipeline stability established, the campaign was formally concluded, marking a milestone in the client’s UAE business development roadmap. The tele-calling-first strategy proved more effective than email-led approaches, especially in a relationship-driven consulting market.

Pain-point driven conversation increased trust and accelerated qualification among mid-market and enterprise accounts. Focusing on consultative messaging (vs. product-heavy SAP features) improved appointment conversion and sustained brand recall.