Pipeline Sprint in 90 Days

A B2B SaaS scale-up needed 40+ qualified meetings in one quarter to support a new enterprise tier launch. Internal SDRs were at capacity and a prior contractor produced low-fit calendar invites.

Research & discovery

Win/loss interviews showed enterprise buyers responded to ROI proof and integration stories — not feature dumps. Historical data identified two verticals with 2x conversion vs others.

Solution

Vertical focus: Consolidated outbound on top two ICP segments only.

Signal triggers: Funding and hiring signals prioritized tier-1 accounts weekly.

LinkedIn + email: Coordinated cadences with shared CRM timeline.

Weekly sales sync: Disqualification patterns fed back into ICP weekly.

Results

• 43 held meetings with qualified buyers in 90 days
• $2.1M influenced pipeline in CRM
• 22% positive reply rate on enterprise segment
• Average deal size 18% higher than prior outbound cohort

Conclusion

Focus beat breadth: narrowing ICP and adding signal triggers outperformed previous broad lists. Client retained squad for ongoing Outbound Engine engagement.

“Focus on two verticals with daily reporting beat every previous outbound attempt we made.”

FAQ — Case study