Oliver Wight, creators of the IBP methodology, work with brands like Walmart, Amazon, Bayer, and Pfizer. Their challenge wasn't awareness, it was reaching the actual decision-maker.
Oliver Wight is a global authority in Integrated Business Planning, and its typical buyers, CEOs, CFOs, and Supply Chain Directors, are among the most protected decision-makers in the world. Traditional marketing and manual networking produced limited results at that executive level, with long contact cycles and few responses for high-value diagnostic conversations.
Before automating, executive prospecting depended on manual LinkedIn activity and relationship-based follow-up. First responses took several days, and many connections needed multiple touches before a single diagnostic conversation could be booked. Qualification also happened only after a senior consultant had already spent time talking to a prospect.
Followfy designed an autonomous prospecting system focused on executive precision, not volume.
Identifies and engages Supply Chain, Finance, and Operations executives on LinkedIn continuously, at a connection pace aligned with Oliver Wight's authority positioning. Acceptance rates stabilized between 28% and 35%, in line with executive-level LinkedIn engagement benchmarks.
Every accepted connection automatically enters the Followfy CRM, where behavior-based email sequences deliver relevant IBP content to each executive. 40%-45% of connected executives engaged with at least one diagnostic resource within the first two weeks.
Prospects complete a short diagnostic that captures supply chain maturity indicators before any human conversation. Once they share their WhatsApp, a dedicated Agent follows up in minutes, not days, accelerating the path to a diagnostic call.
With the CRM running prospecting and qualification end to end, partners and business advisors, with years of consultative sales experience and no need for technical expertise, stopped prospecting manually and focus solely on running already-qualified diagnostic calls.
Time from first LinkedIn contact to the first diagnostic conversation dropped from several weeks to 7-10 days. Senior consultants recovered an estimated 8-12 hours per week previously spent on manual prospecting and follow-up. Every prospect who reaches a diagnostic conversation now arrives pre-qualified, eliminating unqualified executive meetings. And prospecting now runs continuously across regions and time zones, with no need to add headcount.
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