We are using technology to extract further value from all of our businesses and to capture opportunities in the emerging high growth digital communication and commerce channels. The opportunity is to provide our clients with a service they need on a more cost effective basis and with lower risk. 18% of our revenue in 2012 came from technology driven solutions, up from 14% in the previous year.
Our sales objective is to sell solutions, not products, with a focus on highly integrated omni-channel communication solutions. This objective is complemented by our One Salmat initiative that delivers all of the resources of Salmat to our clients and continues to drive revenue. We are 70% more likely to win an opportunity if that opportunity is with an existing client. One in three sales opportunities are across our business units.
To drive revenue growth across the Group, Salmat is looking to new markets such as small to medium enterprises (SMEs), FMCG companies and non‑traditional retailers. The focus on SMEs is delivering encouraging results with our Local Direct Network (LDN) business growing strongly since it began two years ago. We will be expanding the capabilities of LDN to provide SMEs with a range of integrated targeted marketing tools.
Optimise is an enterprise wide initiative to deliver sustainable year on year earnings enhancement through innovation in operations. Optimise is integrated into the fabric of the business, providing thought leadership for transformational change across business and operational strategy and business optimisation. It is underpinned by senior executive sponsorship and strong internal governance ensuring execution of key strategic initiatives. Expansion of revenue streams and cost reduction under this program has delivered benefits of $32 million this year.
