Netherlands-based Nordica Software, a developer of enterprise SaaS solutions, was confident in its product — but lacked a systematic way to communicate that value to prospects. Sales reps wrote every email manually and managed their own follow-up timing. A Lemlist project with Dtech turned that effort and energy into actual sales.
The Limits of Manual Outreach
Marketing & Sales Manager Eva Lindström describes the starting point:
"Our reps could write around 15–20 personalized emails per day. That wasn't compatible with our growth targets. On top of that, follow-up timing was completely individual — one rep followed up in 2 days, another in 2 weeks. There was no consistent process."
The company's target audience was IT managers and CTOs. Generic emails went unopened, while personalized ones were too time-consuming to scale.
Solution: Personalized Automation Sequences
Dtech analyzed Nordica's ideal customer profile (ICP) and built a sector-specific Lemlist setup:
- Segment-based sequences: Separate message sets for IT, manufacturing, and finance sectors
- Variable personalization: Emails auto-customized by company name, sector, size, and recent LinkedIn activity
- 3-step follow-up sequence: Initial email → Day 3 follow-up → Day 7 final touchpoint
- LinkedIn integration: A LinkedIn connection request step synchronized with the email sequence
- Pipedrive sync: Responding leads automatically pushed to Pipedrive as deals
The first campaign was tested on a 250-contact segment.
Measurable Results
After 30 days, the numbers spoke for themselves:
Open rate: 41% versus a sector average of 21% — a direct result of the personalization strategy.
Reply rate: 8.4% — approximately 2.5× the cold email benchmark.
Qualified meetings: 14 demo requests — 4.6× the 3 meetings generated the previous month through manual outreach.
Time saved per rep: Daily email writing time dropped from 3 hours to 20 minutes.
The Scale-Up Decision
Eva Lindström describes the decision they made after the first month:
"When 14 qualified meetings came in the first month, we didn't hesitate. We expanded our segments and added more sequences. Lemlist is now the tool our sales team trusts most. Without Dtech's setup and training support, we couldn't have reached these results this fast."