Scaling B2B sales with AI powered lead generation
“Curamando catapulted us from a standstill to a fully working selling machine, saving us months to years while avoiding the typical pitfalls and helping us find truly unique ways to reach the market.”
— Jonas Kjellberg, Co founder and Chairman, NORNORM
NORNORM is a subscription based office furniture company founded in 2020, backed by Inter IKEA Development, with the ambition to challenge a traditional industry through circular, affordable, and flexible design. Operating across multiple markets, NORNORM introduced a radically different business model in a category historically driven by one off purchases and long sales cycles.
Curamando (within the Eidra group) partnered with NORNORM from the very beginning to lead customer acquisition and support the launch of a completely new brand. The collaboration was initiated at a critical moment, as global work patterns were shifting and offices across Europe were rapidly emptying due to the pandemic.
B2B customer acquisition challenge in a disrupted market
NORNORM entered a legacy market dominated by established players, entrenched buying behaviours, and long standing procurement processes. The challenge was not only to build brand awareness, but to convince companies to adopt a subscription based model for office furniture at a time when demand for office space itself was highly uncertain.
To succeed, NORNORM needed to:
• Establish trust quickly in a conservative category
• Drive efficient B2B customer acquisition with limited brand recognition
• Build a scalable, data driven sales and marketing setup across multiple markets
NORNORM chose Curamando as a partner to combine strategic direction with hands on execution and data driven growth capabilities, ensuring fast learning and measurable business impact.
AI sales tool and account-based marketing solution
Curamando approached the challenge by working across strategy, marketing, data, and technology, leveraging the duality within Eidra to ensure both speed and long term value creation. Starting from NORNORM’s strategic ambition, we designed and executed a full customer acquisition and growth strategy.
A dedicated growth team was established to enable rapid iteration from strategy to execution, insight, and back to strategy. The team delivered a complete go to market setup, including a new website, performance driven advertising campaigns, marketing assets, a robust tracking and analytics framework, and a CRM solution deployed across four markets.
To accelerate trust and demand, Curamando developed an account based marketing strategy focused on securing a small number of high profile “trophy clients.” Spotify, Klarna, Uber, Netflix, and Salesforce were identified as priority accounts to signal credibility and unlock broader market interest.
In parallel, Curamando created a proprietary, data driven sales tool ”Bloodline” to identify companies likely to be relocating offices. By combining external data sources with predictive logic, Bloodline enabled NORNORM to dramatically improve sales efficiency and prioritize outreach where timing and relevance were highest.
AI-driven sales efficiency delivers trophy clients and scalable growth
The impact was immediate and measurable:
• First lead generated within 24 hours of campaign launch
• Three of five trophy accounts converted into clients shortly thereafter
• Sales efficiency improved significantly, reducing cost per lead to just 1.66 calls per lead
• A scalable, data driven growth engine established across multiple markets
Beyond short term results, the collaboration equipped NORNORM with sustainable capabilities in customer acquisition, sales prioritization, and performance measurement. Curamando supported NORNORM throughout the journey sharing knowledge, building internal capability, and ensuring that the solution could scale with the business.
What drove commercial impact
• Strategic alignment with a disruptive business model
Clear positioning and growth logic ensured all efforts reinforced NORNORM’s category narrative and commercial priorities.
• One integrated growth pod
A single, accountable cross-functional team replaced multi-agency fragmentation, accelerating decisions and execution speed.
• High-intent demand generation
Data, analytics, and sales intelligence identified companies with real buying signals — shifting outreach from volume to timing precision.
• Focused account prioritization
Structured targeting of credibility-building flagship clients increased win quality, not just pipeline size.
• AI-enabled predictive outreach
Proprietary tooling improved relevance, efficiency, and conversion — reducing wasted effort and shortening sales cycles.
• Agile growth engine across attraction → conversion → success
A continuously iterated operating model aligned marketing and sales around measurable commercial outcomes.
Discover more of our AI case studies
Read more about how we helped a contractor save 1,200 hours annually with an AI chatbot
Read more about combining human expertise with AI speed in content creation
Read more about how KLM streamlined passenger transfers with conversational AI kiosks
