INDIGO is the instrument for educational partnerships in the implementation of Suitable Education. They occur when pupils need extra care that the school cannot provide. All care processes are digitally supported via the secure platform.

How has this project helped our client?

Created complete

Sales strategy

Innovative EdTech

Software Platform

Provided support in

Client meetings

About the client

Tolteek is the developer of the INDIGO platform, which consists of a secure environment in which educational partnerships can process care applications from schools. Indigo is user-friendly and offers numerous workflow overviews because it has an advanced workflow management system. If desired, information can be safely shared with third parties, such as the municipality and parents.


Industry: SaaS / Education
The Netherlands


  • Lead generation
  • Account management
  • Go-to-market strategy


For Jan Hendrik of Tolteek, outbound sales were not part of his strategy. New schools that became clients usually came through referrals from existing clients. Knowing how valuable his platform was for his clients, outbound sales were performed. However, he quickly discovered it wasn’t for him. Jan Hendrik kept his eyes and ears open, looking for the right sales partner that he could connect with.

What is great is you discover what challenges schools in the target market have. This gives me information about how to evolve and improve the platform. You also learn which of your features resonates in the market, and you can present yourself in a better way.

Jan Hendrik Hooghiemstra-

Owner of INDIGO


Jan Hendrik was convinced of Sqales’ value when he was approached by one of our team members. The SDR was well-prepared and aware of the challenges an organization like Tolteek could have. As our thoughts matched Jan Hendrik‘s, we started working together. Sqales would do prospecting and lead generation in the market. We discovered how schools managed care processes and booked meetings with board members.


Through our collaboration, new clients onboarded the INDIGO platform. Our success came from carefully researching the market. Furthermore, Jan Hendrik appreciated the way we functioned as a self-managing team and how we presented new ideas and goals. It also provided Tolteek with valuable contacts and information about challenges in the market. 

Want to know more about Tolteek? Visit their website at