2,400 Qualified B2B Leads in 90 Days

Company Overview

PT Solusi Digital Nusantara is a Jakarta-based enterprise SaaS company providing cloud ERP and business intelligence solutions to mid-market and enterprise organizations across Indonesia. Founded in 2018, the company has grown to 180 employees and serves over 300 corporate clients. Their flagship product, SolusiERP, integrates finance, supply chain, and HR modules into a single platform tailored for Indonesian regulatory compliance.

Despite strong product-market fit, Solusi Digital struggled to scale their outbound sales pipeline beyond warm referrals and trade show leads. Their sales team of 12 was spending 60% of their time on manual prospecting rather than closing deals.

The Challenge

Solusi Digital faced three critical bottlenecks in their growth strategy. First, their total addressable market included over 15,000 mid-to-large enterprises in Indonesia, but they had only penetrated 2% of that market. Second, their average sales cycle was 9 months, partly because they were reaching prospects too late in the buying journey. Third, their cost per qualified lead had risen to IDR 2.8 million (approximately $180 USD), making their unit economics unsustainable at scale.

The VP of Sales, Andi Prasetyo, noted that their team was drowning in unqualified leads from generic LinkedIn outreach while missing high-intent buyers actively evaluating ERP solutions.

The Solution

Solusi Digital implemented Funnelyn's intent-data-driven lead generation platform with three key configurations:

• **Intent Signal Monitoring**: They set up tracking for 47 enterprise software buying signals, including ERP evaluation keywords, competitor comparison searches, and compliance-related queries specific to Indonesian businesses.
• **ICP Filtering**: They defined their ideal customer profile as companies with 200-5,000 employees, annual revenue above IDR 50 billion, and active digital transformation initiatives. Funnelyn's enrichment engine matched these criteria against real-time firmographic data.
• **Multi-Channel Sequencing**: They deployed automated outreach sequences across email, LinkedIn, and WhatsApp Business, with messaging personalized based on each prospect's detected intent signals.

The implementation took 2 weeks, with Funnelyn's customer success team helping configure their intent taxonomy and outreach templates.

Results

Within 90 days of going live, Solusi Digital achieved transformative results:

• **2,400 qualified leads** generated, compared to 380 in the prior quarter
• **Cost per lead reduced by 58%**, dropping from IDR 2.8 million to IDR 1.18 million
• **Sales cycle shortened by 34%**, from 9 months to under 6 months for intent-qualified leads
• **Pipeline value increased to IDR 42 billion** ($2.7M USD), a 4.2x increase over the previous quarter
• **Sales team efficiency improved by 3x** as reps shifted from prospecting to consultative selling

> "Funnelyn fundamentally changed how we approach outbound sales. Instead of casting a wide net and hoping for the best, we are now reaching decision-makers at the exact moment they are evaluating solutions like ours. The quality of conversations our sales team is having has improved dramatically." -- Andi Prasetyo, VP of Sales, PT Solusi Digital Nusantara

Key Takeaways

• **Intent data is a force multiplier for enterprise SaaS sales.** By focusing on prospects actively researching ERP solutions, Solusi Digital eliminated wasted effort on cold outreach.
• **Localized ICP definitions matter.** Tailoring firmographic filters to Indonesian market realities, including regulatory requirements and business size thresholds, dramatically improved lead quality.
• **Multi-channel outreach amplifies results.** Combining email, LinkedIn, and WhatsApp, a dominant business communication channel in Indonesia, ensured higher response rates than any single channel alone.
• **Speed to implementation drives ROI.** The 2-week setup meant Solusi Digital started seeing results within the first month, with compounding gains each subsequent month.