How a leading Nordic Manufacturer uncovered 500+ qualified leads in 90 days

Challenge: Hidden Opportunities in Global Markets

For this Nordic manufacturing company with international sales operations, expansion into markets like Brazil represented significant growth potential. However, three key obstacles stood in their way:

Language Barriers
Critical information about potential sales opportunities—including plant expansions, facility upgrades, and new partnerships—was often only available in local languages. Without native language capabilities across all target markets, valuable intelligence remained inaccessible.

Limited Local Knowledge
Even when information was available in accessible languages, the team lacked the contextual knowledge to identify which sources would contain relevant intelligence about potential opportunities in different regions.

Fragmented Information Sources
Sales-relevant intelligence was scattered across a wide range of sources—from industry publications to local business news to regulatory announcements—making comprehensive monitoring virtually impossible with traditional methods. These challenges meant the sales teams were operating with significant blind spots, often missing potential leads until it was too late to effectively engage them.

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Solution: Systematic Intelligence Gathering

Working with Valona, the manufacturer implemented an AI-driven approach to transform how they identified sales opportunities:

Weekly Intelligence Alerts
Valona configured automated weekly alerts tailored specifically for each regional sales team, focused on their target markets and customer profiles. These alerts included actionable sales opportunities (such as facility expansion announcements) and critical market shifts unfolding locally.

3 components made this intelligence system effective:

1. Comprehensive Source Coverage
   The system monitored a diverse range of intelligence sources:

• Specialized manufacturing industry publications
• Comprehensive market reports and analyses
• Local newspapers and business publications
• Company announcements and press releases

2. Cross-Language Intelligence
All relevant intelligence was automatically translated into English, regardless of the original language, making previously inaccessible information available to all teams.

3. Structured Signal Identification

The system was configured to specifically identify high-value intelligence categories:

• Plant and facility expansions
• Capital investment announcements
• Equipment upgrades and replacements
• New partnerships and joint ventures
• Market entry activities

By implementing this system, the manufacturer shifted from reacting to opportunities by chance to proactively uncovering them with precision. This intelligence ecosystem provided a critical competitive edge—transforming formerly opaque markets into visible territories rich with qualified leads that competitors simply couldn’t access.

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Impact: A Sales Pipeline Transformed

The implementation of Valona’s intelligence platform delivered immediate and substantial results:

Rapid Lead Generation
Within just three months, the system identified over 500 qualified leads for the global sales teams—tangible opportunities that aligned with their specific product and service offerings.

Expanded Market Visibility
Sales teams gained visibility into opportunities that would have otherwise remained undiscovered due to language barriers or limited local knowledge.

New Opportunity Categories
Beyond simply finding more leads, the platform uncovered entirely new types of sales opportunities that hadn’t been systematically tracked before.

Intelligence Democratization
The intelligence team was empowered to overcome language barriers and knowledge gaps, providing strategic value to sales teams across all regions.

From Data to Action
By delivering English-translated insights directly to regional sales teams, the platform transformed raw information into actionable intelligence that could immediately inform outreach efforts.