CHALLENGES An international leader in the development of EDI (electronic data interchange), EDICOM works with customers around the globe. They also operate in a specialized industry, which requires them to reach a niche audience. Prior to using LinkedIn Sales Navigator, EDICOM found it difficult to navigate complex corporate structures and identify the best prospects. NEW APPROACH One of the goals of using Sales Navigator was to turn EDICOM employees into eager brand ambassadors. This has grown the company’s network exponentially and driven more leads. In turn, added insights have enabled EDICOM’s marketing team to create content more aligned with specific opportunities, helping nurture and progress those leads. “Sales Navigator offers us a set of essential functions to reach prosp

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