Research that led up to a revelation
A key difference we've noticed between companies and agencies that successfully implement outbound strategies compared to those that struggle is the depth of their market understanding. It's crucial to not only speak the language but also to grasp the problems being solved and their downstream impact. Crafting a great message is not about being the best copywriter or using AI. It is about expertise and experience and knowing how to do research and develop a real understanding. After delving deeper and researching their current customers, we noticed patterns that we later used for our targeting.

Infrastructure set up

(This is a video segment talking about how we set up our infrastructure)

Targeting, Data and Automation
After identifying different possible signals or reasons to reach out and what messaging to use, we decided to test over 10 ideas, but two of them performed significantly better. One of our main goals was to determine the inflection point when a problem arises in a company when a need for our client’s software appears. This way, we can reach out to them first before anyone else can if they are waiting to get their intent data or get them as an inbound lead. 

One of our best-performing campaigns was where we built out automated workflows to check each company on the ICP lists we build. These workflows would check for the presence or hiring of remote employees in each company and their headcount growth in the last 6 months. We also automated research and data enrichment tasks for each account and persona.

The best-performing campaign

1. Our first step involved compiling lists of companies resembling our client's most successful customers(list of lookalike companies).

2. We then assessed each company on the list for remote employee presence or ongoing remote hiring, along with their headcount growth percentage in the last six months. Only people who qualified under a number of criteria would receive this outreach.
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3. Then, we gathered additional data about each company which we used to personalize each message.

How we generated the AI message snippet
Here, we use AI, which creates a unique message for each company. It creatively proposes ways our client’s software solution can address specific needs or problems, drawing from diverse data about each prospect's company. If you are a company with multiple solutions or product use cases, this strategy is highly effective. 

(Find a deep dive into this process on our home page)

Results

34

Opportunities created in 3 months

15%

Average close rate for our opportunities

• 76% average open rate.
• We created 34 sales opportunities in 3 months, which is 11-12 per month.
• The close rate on the opps generated from our campaigns was 15% on average.