Case Study


Hitachi Data Systems is a leader in storage visualisation, helping organisations transform raw data into valuable information by making it more accessible and simpler to manage.

Working with more than 80% of the Fortune Global 100, Hitachi Data Systems employs over 4,200 employees worldwide and operates in more than 100 countries and regions.

What We Did

When Hitachi Data Systems saw the potential to grow and develop new business activity, but were held back by limitations on headcount and reservations about committing to the long-term employment of fixed staff, we stepped in. The company needed a fresh approach to generating leads and new business. However, the costly option of outsourcing would leave them with limited control over the quality of people working on their behalf. The Pareto Insourcing service provided the solution Hitachi was looking for. 

Five graduates, representing the best of UK sales talent, were selected from our rigorous assessment process to create the Hitachi Inside Sales Team. The team would work alongside the company’s Account Managers at their offices, but would be employed by us. Hitachi could pursue new business generation without committing to increasing their headcount or staff operating costs.

The Pareto Effect

The Pareto inside Sales Team generated over £1million of revenue for Hitachi Data Systems within twelve months. Within six months, one member of the Inside Sales Team - Rebecca Thompson - was elected Team Leader, having achieved consistently outstanding results.    

After twelve months, four of the Inside Sales Team were offered permanent positions and promoted into different areas of the business. To replace them, four further graduates were recruited through Pareto’s SaaS model, bringing the total to nine. Eight of these graduates are still working in the business: an impressive 88% retention rate. In seventeen months, the Inside Sales Team has generated 511 appointments, a £9.7million new business pipeline and£1.5million in revenue.

Team Leader Rebecca Thompson has enjoyed a further promotion to Account Manager and also earned the prestigious title of Newcomer of the Year at National Sales Awards 2010.

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