What you'll find in this case
How we built Haltian’s international sales team fast
Our strategy for hiring in new markets from scratch
Key takeaways on scaling teams across borders
Haltian is a Finnish technology company that provides design, engineering, and consultancy services for connected devices, IoT solutions, and digitalization.They specialize in developing end-to-end IoT solutions for a range of industries, including smart buildings, industrial automation, and logistics.
Haltian is known for its innovative products such as the Thingsee IoT platform, which provides real-time monitoring and analytics, and the Snowfox tracker, a GPS tracking device for outdoor activities. They have partnerships with major technology companies such as Microsoft and Amazon, and their clients include leading companies in various industries around the world.
The challenge
Finding the right people across borders
After setting up their business in the Nordics, and successfully scaling, they decided to expand their business to the Netherlands, UK and DACH. To make their international expansion a success, it was crucial to expand their sales team. But with their headquarters and market presence mostly in the Nordics, they lacked the local network and expertise to find the right people.
With the need to scale the team rapidly, to benefit from the market potential, they were looking for a talent acquisition partner with coverage in their new target regions. And most important, a partner that was able to deliver fast.
The approach
Building a team in a new market from scratch is not easy. Like many companies who are expanding internationally, Haltian did not have a presence yet in the market. In this case, candidates need to be sold on the company, but also on the adventure. To make this happen, we put together a team of Talent Acquisition Specialists, with a relevant network and experience within the SaaS sales domain in the Netherlands, UK and DACH.
Since the market for this talent is very competitive, it was crucial to understand the unique selling points for Haltian as an employer in order to create an attractive storyline in our messaging and screening conversations with potential candidates.
We kicked off the process with sourcing, screening and shortlisting qualified candidates. Followed by managing the end-to-end process to assure a short time-to-hire and provide an exceptional candidate experience.
The result
By conducting extensive onboarding meetings with the hiring managers, to qualify exactly what they were looking for, we were able to provide healthy candidate pipelines and strong conversions throughout those funnels. As a result, we were able to hire three Account Executives and three Sales Development Representatives in 2.5 months, with an average time to hire of 7 weeks and a 100% close-rate in the offer stage.
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How we helped Haltian internationally expand their commercial team
6
hires
in commercial roles
7
weeks
average time to hire
100
%
offer acceptance
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