CASE STUDY

Vescom Poland

How a three-person team multiplied
the results of implementing Social Selling

The individualism and consistency of the small Vescom Poland team translated into measurable visibility, the foundations of the Authority Signals Model™ and increased Buying Committee Trust thanks to a structured approach on LinkedIn

131 984

Total reach on LinkedIn

113

Published posts

+2 746

New contacts
(1,172 organic)

100%

Video Course (6/6)

Introduction

Not every transformation in social selling requires a large scale. In this case, the impressive results were achieved by a small team that operated with clarity, consistency, and discipline.
This case study shows how a three-person team built measurable visibility, Authority Signals, and Buying Committee Trust through a structured approach on LinkedIn.

Vescom - Titanium Partner Dell Technologies

Vescom is a Polish B2B technology partner that supports organizations in planning and implementing IT strategies: from hardware procurement and software implementation, through digital security, to comprehensive endpoint management. The company serves corporate clients, the SME sector, public institutions, and nonprofit organizations, combining commercial, technical, and consulting expertise in projects that require trust, precision, and long-term collaboration.

Operating in the CEEMETA region as part of the Dell Technologies ecosystem, has joined the Social Selling Experts (SSE) program to strengthen its digital presence, expert positioning, and ability to build long-term relationships.

In a B2B environment where customer trust is increasingly built even before the first sales conversation, LinkedIn plays a key role as a space where Authority Signals and Human Authority become visible to customers and the Buying Committee.

The program was implemented for a small, three-person team, which enabled close collaboration, rapid feedback loops, and a high level of discipline in developing practices to enhance social selling competencies.

Program context

Company
Vescom Poland
Titanium Partner Dell Technologies
Program
Social Selling Experts (SSE)
Region
Poland · CEEMETA
Client-side coordinator
Katarzyna Marchwacka,
Creative Operations Manager
Main focus
Proactive development of social selling skills, digital presence and sustainable habits
Duration
181 days (15.07.25 - 15.01.26)
Dell Technologies Manager
Katarzyna Małkowska, Marketing Manager
Participants' positions
Creative Operations Manager, Senior IT Solution Specialist, Key Account Manager
Number of participants
3

Starting Point

A small team with great potential and diverse skills, but without a structured approach to applying them in their day-to-day work.
At the start of the program, the team’s LinkedIn activity had not yet been organized into a consistent, repeatable process. The team had market knowledge and experience, but needed:
  • A clear plan of action based on available resources, tools, and knowledge
  • A scalable publication workflow and a set of content topics that align with the narrative
  • Practical tools for reducing inconsistencies between the message and the role being portrayed
Success was defined as the team’s ability to operate independently after the program ended - both in promoting Dell Technologies solutions in terms of the value expected by customers and in building its own expert authority and representing Vescom.  For Vescom, social selling was not a public relations activity detached from sales, but rather a way to build trust early on in B2B processes. In IT projects, purchasing decisions are increasingly made by broader decision-making committees, which is why the visible expertise of the company’s representatives has become an important complement to formal partner status, references, and the commercial offer.

Challenge

The program focused on building a cohesive presence on LinkedIn and developing a repeatable, team-based model for
social selling that supports visibility, credibility, and relationship building. The client’s objectives included:
  • Establishing a regular publication schedule
  • Expanding reach among the target audience
  • Expanding a network of valuable contacts
  • Strengthening the team's position as experts
In the context of our collaboration with Dell Technologies, it was crucial to position Vescom not only as a partner providing technology solutions, but as a team capable of translating the manufacturer’s portfolio into specific business needs for customers: security, scalability, environment standardization, cost predictability, and more efficient management of the infrastructure and endpoint lifecycle.
The program combined structured learning with immediate testing of social selling methods: a fully completed video course, live group workshops with an expert, and parallel independent work. The “implement → observe → optimize” model influenced the intensity and consistency of actions, which together drove results and strengthened the Buying Committee Trust of the entire group. Over time, this consistency translated into visible Authority Signals that built the team’s Human Authority. 

Goals

The program focused on building a sustainable, team-based social selling model, rather than simply increasing short-term activity.
Key objectives included:
  • Building a consistent presence on LinkedIn
  • Establishing a regular publishing routine
  • Strengthening expert positioning and increasing Human Authority
  • Increasing the reach and effectiveness of content based on collected statistics
  • Developing a network of contacts and business relationships
Success was defined as the team’s ability to operate independently after the program ended - both in promoting Dell Technologies solutions in terms of the value customers expect and in establishing its own expert authority and representing Vescom.

Support model and group characteristics

From Knowledge and Engagement to Expert Visibility (Authority Signals)
HiFuture Consulting implemented a structured model combining competency development, tools, and operational support. The scope of support included:
Optimizing LinkedIn Profiles
Implementation of best practices for building a professional, expert presence on participants' profiles.
A structured publication model
A regular publication schedule supported by content provided by the Sharebee content platform.
Creating Content on Your Own with AI
Learning how to create content using provided AI prompts and structured editorial guidelines.
Network and Relationship Development
An approach to building business relationships through LinkedIn, including strategies for finding valuable contacts.
Certification and Recommendations
Best practices, certification, and recommendations for continuing to develop social selling initiatives after the program ends.

Program results

Growth, activity, and visibility of a group of three
The results demonstrate not only effectiveness, but also a small team's ability to generate disproportionately high visibility and network growth.
  • A small, focused group: 3 participants, which allowed for quick coordination of activities, efficient feedback loops, and high consistency in program implementation.
  • Successful implementation of changes to profiles: professional photos and graphics, better-crafted “About” and “Featured” sections, and elements that build credibility.
  • High academic discipline: the team achieved a 100% completion rate for the video course (6 out of 6).
  • Workshops and independent work were conducted simultaneously, allowing improvements to be implemented on an ongoing basis.
  • Developing a network of contacts and business relationships
Total results on LinkedIn (all posts)

113

posts

131 984

reach

299

clicks

676

reactions

64

comments

Growth trends during the program

Compared to the onboarding phase, the second workshop saw significant increases in reach, activity, and audience engagement. The results show not only growth but also stabilization in the process of building visibility and trust.
Growth rate
Growth and engagement throughout the program

+200%

Increase in coverage

+21%

Increase in activity

+266%

Increase in
engagement

Transformation: From Knowledge to Action

The program led to a complete change in the way the team operated:
  • 100% of the participants served as active Vescom brand ambassadors, as evidenced by their regular content posts and their sense of responsibility for carrying out the activities.
  • LinkedIn profiles have been optimized in accordance with best practices, enhancing professional credibility and visibility.
  • The team demonstrated a strong commitment to regular publishing and an approach to results based on data and content performance analysis.
  • The participants developed a high degree of independence in writing, while honing their communication intuition and cultivating a proactive mindset in social selling.

Key conclusion

By transforming knowledge into Authority Signals and Human Authority, an organization-through reach, engagement, and network growth - can:
  • Influence customers' perceptions early on
  • Strengthen the Buying Committee's Trust
  • Increase your visibility in the supplier selection process
These signals are also being used more and more frequently by systems that support the evaluation of partners and suppliers.
Despite the team’s small size, the results demonstrate the model’s high effectiveness and scalability. The Vescom Poland case study proves that even a team of just three people can achieve measurable visibility and trust in the
B2B market thanks to a structured social selling model.
The strength of the program lay not only in the small size of the team but also in the complementary nature of the participants’ roles. The project combined three perspectives: communication, technical, and sales. As a result, the published content was not merely a marketing activity but reflected Vescom’s actual business model: from identifying customer needs, through expert consulting, to building business relationships.
Authority Signals Model  ™

Wyposaż swój zespół w kompetencje social selling

Jeśli Twoja organizacja chce zbudować mierzalną widoczność na LinkedIn, wzmocnić
ekspercką wiarygodność zespołu oraz przekuć wiedzę w Authority Signals i Buying Committee Trust 
 niezależnie od wielkości grupy - HiFuture Consulting pomoże Ci wdrożyć powtarzalny model działania.
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