Building a North American Pipeline with Minimal Internal Effort
Founded in the Netherlands, Omnidots helps infrastructure owners and engineering firms understand risks to their structures and the surrounding communities with advanced monitoring solutions. By transforming large volumes of infrastructure data into actionable insights, Omnidots enables organizations to protect their assets, reduce liability for their projects, and protect the surrounding communities from environmental contaminants.
Ren Keyport, Professional Engineer and Vice President at Omnidots North America, has been involved in the collaboration with Aexus since day one. He played a key role in launching Omnidots’ North American expansion and worked closely with the Aexus team throughout the engagement.
“Aexus helped us get on our way in a completely new market”
Ren: “Before engaging with Aexus, we had already been talking to another provider. However, we weren’t particularly happy with what they were proposing. The commission structure didn’t really fit our expectations and we felt the overall approach wasn’t aligned with what we were looking for. So we decided to explore other options.”
“That’s when we came across Aexus. We clicked almost immediately. Within our budget, they could provide exactly the services we needed. There was also an obvious Dutch connection and a strong overlap in Dutch-American business experience. That’s not something you find every day. They understood both sides of the Atlantic and, if needed, could also help us expand beyond the United States.”
A Market Too Large for One Person
“At the time, North America was essentially my responsibility. The market was simply too large for one person to cover effectively. We needed support with outbound lead generation, prospecting and phone outreach to help us build momentum.”
“I was directly involved from the moment we started working with Aexus. Together we worked on getting the operation up and running. The team picked things up quickly. After only a few internal demonstrations and training sessions, they were already actively reaching out to prospects.”
“What really accelerated the collaboration was when we gradually allowed Aexus to take on more responsibility. Initially, we were more involved in supporting the process, but as Aexus started creating lead lists, performing prospect filtering and managing more of the outreach independently, things moved faster and produced even better results.”
Doubling the Flow of Opportunities
“The meeting generation results were very strong. The Aexus key account manager was consistently averaging between one and three meetings per week, which was excellent for our market.”
“By working with Aexus, we quickly doubled the number of inbound opportunities entering our pipeline. But perhaps even more importantly, the quality of those meetings was very good.”
“Our primary customers are engineering firms and infrastructure organizations. Sales cycles are often long and the buying process can be complex. The challenge is not just finding prospects; it’s getting the right technical people on the phone, introducing the solution in a credible way and determining when a conversation is ready to be converted into a qualified sales meeting.”
“Because Omnidots offers a highly technical solution, having a basic technical understanding is important. Aexus did a great job navigating those conversations and recognizing when to elevate discussions into qualified opportunities.”
Penetrating Enterprise Accounts
“Another area where Aexus added considerable value was helping us reach larger enterprise organizations. Anyone who has sold into enterprise environments knows how difficult it can be to identify and engage the right stakeholders.”
“That process takes time and persistence. Having dedicated resources at Aexus working those accounts was definitely beneficial. They helped us penetrate organizations that would have been difficult to reach on our own and made sure the fish were on the line before handing opportunities over to us.”
A Trusted Extension of the Team
“Did business come from the meetings? Absolutely. There have definitely been conversions. However, because of the nature of our market, lead times tend to be lengthy. What Aexus helped us do was build a strong and sustainable pipeline in a market that was new to us.”
“The biggest benefit was the limited amount of time required from our side. Aexus was able to operate independently. They created their own lead lists, handled filtering and qualification, and managed the meeting booking process themselves. With a relatively small investment of time from our team, we were able to generate a healthy flow of qualified opportunities.”
“I would be happy to recommend Aexus. They helped us get established in the US market quickly and effectively, while allowing our internal team to stay focused on what we do best. For a company entering a new market, that level of independence and support is incredibly valuable.”