How Dell x Intel Generated 500+ Founder & IT Leaders Pipeline Through Community Engagement with The Builders Club
Client Profile
Dell and Intel partnered to sell laptops and tech infrastructure to businesses across India, targeting companies looking to upgrade their technology stack.
The Problem
Dell x Intel needed to reach business decision-makers in India who were actively looking to purchase:
- Laptops for their teams
- IT infrastructure for business operations
- Technology solutions for scaling companies
The core challenge: How do you identify businesses with active buying intent and connect them directly with sales teams without cold outreach?
Our Approach
We leveraged our community of 35,000+ business leaders in India to identify prospects with genuine purchase intent.
Phase 1: Community Visibility & Intent Discovery
Understanding who’s ready to buy:
Instead of cold outreach, we used our existing community to gauge interest:
- Created polls asking business leaders about their tech infrastructure needs
- Questions focused on: laptop refresh cycles, team size growth, infrastructure upgrades
- Identified companies actively planning purchases in the next 3-6 months
- Collected specific requirements (number of devices, budget range, use cases)
Why it worked: Prospects self-identified as buyers, eliminating guesswork and wasted outreach.
Phase 2: Direct Connections
Warm introductions to sales team:
- Connected interested businesses directly with Dell’s sales team
- Provided full context: company size, requirements, timeline, budget
- Sales team received warm leads, not cold contacts
- Follow-up was consultative, not pushy
Phase 3: Executive Roundtables in Bangalore
Building relationships with key prospects:
We organized in-person roundtable events in Bangalore for business leaders:
Event format:
- Invited 8-10 business owners and CTOs from the community
- Dell x Intel participated as technology partners
- Discussions on: scaling tech infrastructure, remote work solutions, productivity tools
- Natural conversations about business challenges and technology needs
Outcome: Prospects built trust with Dell’s team face-to-face, making purchase decisions easier.
Phase 4: Tech Conference
Connecting high-profile clients at scale:
We hosted a technology conference bringing together business leaders and Dell x Intel:
- Featured Dell x Intel as technology partners
- Connected several high-profile clients directly
- Live demos of products and solutions
- Networking opportunities between Dell team and qualified prospects
- On-site consultations for immediate purchase discussions
Results
12-Month Outcomes
Sales Performance:
- 600+ qualified leads created
- $200,000+ in sales generated from community
- 85% of poll respondents with active intent became qualified leads
Partnership Success:
- Secured recurring annual partnership with Dell x Intel
- Ongoing acquisition and marketing collaboration
- Dell x Intel now uses community as primary lead source in India
Engagement Quality:
- Zero wasted outreach to uninterested prospects
- Every connection was with a decision-maker who raised their hand
- Average sales cycle 40% shorter than traditional B2B tech sales
- High customer satisfaction due to consultative approach
Event Impact:
- Roundtable attendees: 90% conversion to qualified opportunities
- Conference generated 50+ qualified leads in one day
- 15+ immediate follow-up meetings scheduled
Key Success Factors
- Intent-based targeting – Polls identified buyers before any sales conversation
- Community trust – Prospects already trusted our community, making introductions natural
- In-person matters – Bangalore roundtables and conference built relationships faster
- Direct connections – Sales team received context-rich warm leads, not cold contacts
- Self-qualification – Prospects opted in, ensuring high intent and fit
Facing Similar Challenges?
If you need help with:
- Identifying businesses ready to buy your product
- Reaching decision-makers in India
- Selling tech infrastructure or hardware to businesses
- Generating qualified B2B leads without cold outreach
- Building partnerships through community engagement
Our community of 35,000+ Indian business leaders can help you identify buyers with active purchase intent.
