Kornit partners with TTMC to reactivate cold prospects through targeted, multilingual outreach.

Kornit Digital was founded in 2002 with a mission to transform the fashion, apparel and home décor industries by eliminating overproduction and enabling efficient, eco-friendly printing at scale. Headquartered in Israel, with more than 700 employees globally, the company delivers industrial digital inkjet systems, proprietary eco-friendly inks, and workflow software. It has a global fulfilment network that supports brands, retailers and printing houses seeking speed, sustainability and mass personalisation.

Campaign objective and project background.

Kornit Europe had built a sizeable database of leads through digital and organic programs, but their quality varied. They needed a partner to take a more direct approach to re-engage inactive leads, qualify inbound inquiries while interest was high, and convert prospects into high-quality leads or appointments for their sales team. After evaluating several agencies, they selected The Telemarketing Company (TTMC) for their multilingual capabilities and proven experience in the print sector.

The objective was to re-engage over 2,000 leads across the UK and German-speaking regions, focusing on prospects who had previously interacted with Kornit but who needed to be contacted again and qualified to identify sales potential. In addition, TTMC was tasked to provide responsive inbound qualification to ensure new leads were managed efficiently and warm interest converted quickly to a steady flow of sales-ready opportunities. In addition to re-engaging and converting cold prospects, a second priority was to capture detailed profiling insights to support both immediate follow-up and long-term sales and marketing strategy.

Project execution

Agents were assigned with the skills and experience to support the brief including a native German speaker to cover those regions. The project began with a detailed briefing session attended by TTMC’s team and Kornit stakeholders. This session covered messaging, product positioning, target personas, qualification criteria and the potential pain points and objections that might be encountered. It was vital that the team had a solid understanding of the brand’s products and services, not only to ease conversion but to allow them to navigate conversations credibly and accurately capture the required business intelligence.

Following the briefing, TTMC prepared data for campaign launch. The database of 2,000+ leads was securely uploaded into TTMC’s platform and segmented, enabling precise targeting and prioritisation by region. This allowed the agency to deploy targeted call flows and persona-specific messaging, improving both efficiency and relevance from the outset.

TTMC called directly as Kornit, referencing previous touchpoints and highlighting recent developments such as expanded service capacity and the brand’s new Pay-Per-Print model designed to remove high upfront investment barriers. Calls were structured to focus on the needs of textile printers across fashion and apparel, print-on-demand fulfilment, promotional merchandise, home décor and technical textiles. Messaging was aligned to defined personas, exploring common pain points such as short-run inefficiencies, labour shortages, sustainability pressures and challenges associated with traditional screen-printing workflows.

A rigorous qualification process ensured that all leads generated met the client’s requirements and were enhanced with detailed profiling insight to aid follow up, including annual print volumes, current technologies, applications, production methods and the organisation’s investment horizon. To streamline the process and ensure prioritisation of resources, leads were categorised as ‘cold’, ‘warm’, or ‘hot’ based on the level of intent, size of opportunity and prospect’s buying mode. All activity and intelligence were available in real time through TTMC Connect, the agency’s real-time reporting portal.

Close collaboration was central to the programme. TTMC and Kornit held regular review sessions to assess progress, refine targeting and share qualitative feedback from the calling team. Data and analytics from TTMC Connect and shared call recordings enabled both parties to continuously optimise messaging and refine the approach. As call recordings are not permitted in Germany, close communication with the German team ensured detailed feedback was captured post appointment and incorporated to improve the approach. This solid feedback loop ensured the campaign remained agile and that lessons from early conversations were fed back into the approach quickly and effectively.

Results

The programme continues to build momentum, with performance strengthening as TTMC further develops the opportunity pipeline. In addition to high-quality leads, the campaign has delivered valuable market and customer insight through the structured profiling questions included on every call.

Kornit now has a clearer picture of production environments across UK and German-speaking markets, including annual print volumes, the types of garments and materials being printed, the technology currently in use, the size and structure of production teams, and the key challenges organisations face around labour, sustainability and short-run efficiency. These insights have helped the internal sales team tailor follow-up conversations more effectively and prioritise opportunities based on strategic fit and readiness.

The aggregated insight has also supported Kornit’s wider commercial and marketing strategies, highlighting emerging trends in digital adoption, identifying segments most affected by rising labour costs, and revealing where the Pay-Per-Print model resonates most strongly. This level of detail has provided the brand with greater visibility of potential growth areas, enabling more targeted planning and sharper messaging.

The success of the initial pilot has proven the capability of the agency and the value of strategic phone outreach in supporting Kornit’s European expansion efforts. The client is now extending the programme in the UK and German-speaking regions and expanding focus to other European markets including France.