From a major Network Rail approval to a pipeline of 100+ qualified sales contacts
How founder Sally Sprange turned DefendaStrip's latest product approval into momentum, building a structured sales process, a strong pipeline of contacts, and the foundations for distributor partnerships across the rail, highways and infrastructure sectors.
A major endorsement for DefendaStrip's latest anti-climb security product
A new sales pipeline built across rail, highways, utilities and infrastructure, UK and overseas
Foundations laid for bulk-order relationships heading into 2025
I left the programme more confident and in a much better position to carry the business forward. Sally Sprange, Founder, DefendaStrip Ltd
A major approval, and a sales engine still to be built
DefendaStrip makes Secured by Design accredited, cost-effective anti-climb security products across transport, utilities, public infrastructure, education, social housing and more, the kind of unglamorous, essential engineering that keeps rail lines, depots and substations safe from trespass and vandalism.
Founder Sally Sprange had just landed a significant milestone: Network Rail approval for the company's latest product. That's the sort of endorsement that can transform a business’s prospects overnight, but only if it can be converted into real conversations, real orders, and real cashflow, quickly.
"Before we worked with our mentor as part of the Big Ambitions programme, cashflow was tight and I had lost a sense of direction with sales opportunities. Gaining Network Rail approval for our anti-climb products was a real positive but with confidence low I was struggling to make progress. Having an experienced mentor to provide support and advise on the next steps was invaluable. Together we looked at cashflow and creating immediate and longer term opportunities, as well as improving our supply chain issues. I left the programme more confident and in a much better position to carry the business forward."
Sally Sprange, Founder, DefendaStrip LtdA major endorsement, but no structured way to turn it into sales
Having just secured Network Rail approval for its latest product, DefendaStrip was sitting on real momentum, the kind of credibility most manufacturers spend years trying to earn. But momentum alone doesn’t pay the bills.
With limited in-house sales expertise and urgent cashflow pressure, Sally had no structured way to generate leads, reach decision-makers across the rail, highways and infrastructure sectors, or build the distributor relationships that bulk orders depend on. The opportunity was real; the engine to capitalise on it wasn’t yet there.
Turning a credibility moment into a repeatable sales process
A Digital Islands specialist worked with Sally on a practical, sector-specific sales strategy, built to convert the Network Rail approval into momentum that would last well beyond the initial announcement.
Hands-on training in modern prospecting tools
Practical guidance on LinkedIn Sales Navigator, Lusha, RocketReach and Dux-Soup to find and reach the right decision-makers.
A structured plan for major suppliers and partners
A clear approach for engaging major fencing suppliers and infrastructure partners across rail, highways and utilities.
Guidance on distributor and manufacturing terms
Practical input on negotiating the kind of distributor and manufacturing relationships that unlock bulk-order opportunities.
A big win means nothing without a way to act on it.
Digital Islands helps manufacturers and infrastructure businesses turn credibility moments (accreditations, approvals, awards) into structured, repeatable sales pipelines.
A pipeline of qualified contacts, and a credibility platform to build on
DefendaStrip has now built a pipeline of more than 100 new qualified contacts across rail, highways, utilities and infrastructure, both in the UK and overseas, and is using its Network Rail approval as a credibility platform to open conversations with major prospects.
The business now has a clear, repeatable sales process and stronger control over its cashflow and growth planning, and has laid the foundations for the distributor partnerships and bulk-order opportunities it will be pursuing through 2025.
A 100+ contact pipeline
New qualified contacts built across rail, highways, utilities and infrastructure, in the UK and overseas.
Approval turned into opportunity
Network Rail approval now used as a credibility platform to open doors with major prospects.
A repeatable sales process
A clear, structured approach to sales, with stronger control over cashflow and growth planning.
Got the credibility? Need the sales engine to match?
Digital Islands helps ambitious manufacturers and infrastructure businesses build the sales process, pipeline and partnerships to turn hard-won credibility into lasting growth. Book a call if you are ready to talk, or join the waiting list for launch updates.