Case Studies

Real results from GTM engineering engagements and sales tech implementations.

CAREPAY
CAREPAY

How CarePay Laverage Intent Signals & Account Monitoring System to engage Insurances

The Problem

CarePay is a B2B SaaS company selling to emerging insurers with notoriously long sales cycles. It was looking for a scalable GTM system that can track insurers in emergent geographical regions when something relevant happens on an account level (e.g., new market entry, policy release, new CXO).

The Solution

We designed a GTM Engineering infrastructure made of 6 workbooks and 30 Clay tables; we are now monitoring 50 data points across 70+ accounts. Whenever a signal is detected, a Slack message is sent to AEs and the executive team to coordinate a new ABM campaign: new market entry, new product launches, M&A, Board change, new partnership in a new territory, etc.

“Michael helped us in monitoring our TAM, added a data-driven way to prioritize our account list and reach out in the moment something relevant happens at account or persona level to cut sales processes.”

CONVICTS
CONVICTS

How Convicts, a New York Marketing Agency, Enriched a Broken CRM and Moved to Attio

The Problem

Convicts was stuck using Streak as a CRM and accumulated years of inconsistent data uploads, missing variables and no data cleaning. Accounts were lacking the URL and so were not connected with contacts, LinkedIn URLs were missing and it wasn't clear which account was a partner, a vendor or a potential client.

The Solution

We decided to move away from Streak, download all the data (contacts and accounts) and start a massive data enrichment routine to cover the most important variables both at an account level (company name, URL, LinkedIn URL, number of employees, industry and category) and contact level (name, surname, email, LinkedIn, geography and matching company URL). And migrate from Streak to a modern CRM technology: Attio.

IMPACT0
IMPACT0

How IMPACT0, an Amazon Marketing Agency, Closed 5 New Retainers and Generated 2M in Qualified Pipeline

The Problem

Impact0 is an Amazon marketing agency helping brands scale on marketplaces. They used to employ 2 internal BDRs to generate new business, but results were scarce: low connect rate, few meetings per month and high fixed costs. BDRs were stuck in RevOps work (creating lists, cherry-picking leads, writing the messages, cold calling from a CSV or the CRM) resulting in < 50 dials per day and 1 meeting booked per week.

The Solution

Leveraging Clay + a Parallel Dialer and 1 SDR, we were able to build an efficient sales-led motion that brought 150 meetings in 12 months of partnership and 5 retainers closed. No fixed tech costs and the flexibility to scale when needed. The BDR started prospecting warm leads, calling people automatically from the dialer (200+ dials per day) and zero guesswork.

“The real breakthrough came when we sought the help of Michael: his sales operations + our SDR team achieved an impressive 20% conversion rate on SQL.”

ISENDU
ISENDU

How Isendu Built a Modern Outbound Team for Their Spanish GTM

The Problem

Isendu is a SaaS that enables small ecommerce businesses to centralize their shipping information and manage couriers. They used to employ a team of 9 BDRs that was struggling to scale profitably due to high fixed costs of people and tech stack.

The Solution

We entered the Spanish market with a new approach since having a large SDR team wasn't profitable for the ACV size. We used a modern tech stack leveraging Clay + a Parallel Dialer and 1 SDR generating 10 to 25 booked meetings per month for six months straight until the exit to Sendcloud.

“I worked with Michael in building out our domestic and international GTM strategy for isendu.com outbound acquisition channels. He's pure rocket fuel for driving startup and business growth.”

VIDYARD
VIDYARD

How Vidyard Does Executive Outreach Before a Tech Conference

The Problem

Vidyard planned a big budget to attend the famous Inbound event organized by HubSpot. Unfortunately, the event does not provide the full list of attendees before the event and the team was looking for an awareness campaign to connect with decision makers before the event and organize meetings during the offline conference.

The Solution

Luckily, 90% of the companies going to famous events post on LinkedIn a short notice that they will attend the conference, tagging the Inbound conference company page. Monitoring these posts, we were able to generate the list of companies attending the event and the main marketing and sales decision makers. From there we used the profiles of the executives to create personalized 1-to-many videos using AI and the Vidyard technology to meet the prospect at the event.

VIDYARD
VIDYARD

How Vidyard Fixed the Job Changes CRM Problem and Consolidated the Tech Stack

The Problem

Vidyard was using Userbase for CRM data cleaning and in particular to manage job changes. Job changes make the CRM data useless in just 2-3 years since 20-30% of the workforce is changing jobs every year. Without consistent cleaning, 80% of contacts would have changed jobs, making any marketing campaigns or sales follow-ups completely useless. Userbase wasn't consistent enough and it cost over $30,000 per year.

The Solution

With a Clay flow we automatically detect when someone inside your CRM changes jobs, we mark the old contact as "left company," create a new lead under the new account and message the respective AE since an ex-champion changed jobs. The Clay flow resulted in being extremely cheap (less than $200 per month) and the accuracy of the contacts was way higher than the current solution.