How Foxit Entered the European Market with SalesAR’s Strategic Outreach

Breaking into a new market is never easy—especially in Europe, home to diverse industries, business cultures, and enterprise-level clients. For Foxit, a Macedonian company looking to expand its presence beyond local borders, the challenge wasn’t just about reaching new customers—it was about validating product-market fit, building brand awareness, and engaging enterprise clients meaningfully through targeted lead generation strategies.

That’s where SalesAR stepped in.

With a meticulously planned event-focused lead generation strategy, Foxit and SalesAR collaborated to connect with the right audience, create engagement opportunities, and turn industry events into powerful lead-generation tools. The results? High-value conversations, enterprise-level appointments, and stronger brand positioning across Europe.

Here’s how our lead generation case study shows the impact of data-driven outreach in IT services.

The Challenge: Entering a Competitive Market

Expanding to a new region isn’t just about launching a product and hoping customers will appear. It requires understanding the market, refining the message, and proving that the product solves a real business problem.

Foxit had three clear objectives:

1. Validate their product-market fit – Was their solution right for European businesses? Would it resonate with the market?
2. Boost brand awareness – Make a name for themselves in a crowded industry.
3. Engage with end-users – Secure meetings with decision-makers in companies of all sizes, including large enterprises.

The challenge? Establishing credibility in a competitive market, optimizing messaging for a new audience, and making real connections with enterprise clients bombarded with daily sales pitches.

Foxit knew they needed an approach that wasn’t just about cold outreach—it had to be strategic, personalized, and backed by data. That’s where our lead generation for IT services approach came into play.

The Strategy: Using Industry Events as a Launchpad

Foxit’s expansion into Europe coincided with several key industry events. Instead of waiting for potential customers to find Foxit, we took the brand directly to them through a structured lead generation strategy.

Step 1: Identifying the Right Events

First, we needed to ensure we targeted the right audience at the right time. Not all industry events are created equal—some attract C-level executives, while others are more suited to hands-on specialists.

By conducting deep research into upcoming industry events, we pinpointed the ones where Foxit’s ideal customers—decision-makers, IT leads, and procurement managers—would be present.

Step 2: Pre-Event Outreach – Making a Strong First Impression

Reaching out before an event is crucial. You don’t want to just show up and hope for the best. We ensured Foxit was already on people’s radars before they even entered the venue.

We launched a pre-event campaign that included:

1. Personalized email sequences introducing Foxit and its value proposition to key attendees.
2. LinkedIn engagement—connecting with prospects, starting conversations, and positioning Foxit as a brand worth meeting.
3. Event-specific messaging that referenced speakers, panel discussions, or industry challenges to make outreach more relevant.

The result? Foxit walked into these events with warm leads already aware of their brand, driving demand generation from day one.

Step 3: Post-Event Follow-Up – Turning Conversations into Conversions

Industry events create excitement, but once they’re over, that buzz fades fast. We made sure that didn’t happen to Foxit.

Right after each event, we:

1. Followed up with attendees who showed interest, reinforcing key product benefits.
2. Scheduled discovery calls and demos to continue the conversation and move leads down the funnel.
3. Used insights from event discussions to tailor our messaging, ensuring each follow-up felt relevant and valuable.

This step was crucial. Many companies make the mistake of assuming initial interest will automatically convert into sales. The reality is that it takes consistent follow-up and meaningful engagement to turn leads into customers.

Get in touch today, and let’s take your expansion strategy to the next level!

A/B Testing: What We Learned

One key element of any successful lead generation strategy for IT services is testing and optimizing. Throughout the campaign, we ran A/B tests on messaging, follow-up timing, and engagement strategies to see what worked best.

1. Pre-event emails mentioning event speakers and sessions had a 35% higher response rate than generic outreach.
2. Post-event follow-ups personalized with takeaways from initial conversations saw a 22% increase in engagement.
3. Enterprise leads were most responsive to real-world case studies, proving the importance of social proof in decision-making.

By constantly refining our approach, we maximized engagement and ensured Foxit’s outreach wasn’t just noise—it was valuable, targeted communication.

The Results: A Stronger Presence in Europe

At the end of the campaign, Foxit saw measurable, impactful results:

1. 32 appointments with companies of all sizes.
2. Enterprise reach, securing conversations with organizations ranging from 1,001–5,000 employees to 10,000+ employees.
3. Refined product-market fit, using real insights from decision-makers to fine-tune their offering.
4. Significant brand awareness growth in key European markets, setting the foundation for future expansion.

These weren’t just numbers—they represented real relationships, opportunities, and momentum for Foxit in a new market.

Responsible team

Client Testimonial: What Foxit Had to Say

SalesAR’s strategic approach helped us navigate the complexities of entering a new market. Their expertise in event-driven outreach and personalized engagement was crucial in refining our product-market fit and establishing our brand across Europe.

The Takeaway: Strategic Outreach Works

Foxit’s success wasn’t just about attending events but maximizing their impact. Combining pre-event engagement, on-the-ground interactions, and structured follow-ups, we turned industry events into powerful lead-generation engines for IT services.

Breaking into a new market doesn’t happen overnight. It takes the right strategy, messaging, and execution. For Foxit, our event-focused lead generation campaign provided the momentum needed to make an impact in Europe—and this is just the beginning.