19 enterprise sales opportunities and $1.1M in contract value from 1 campaign
Read this short case study to see how GTM Revenue rebuilt this client's entire GTM playbook and how one of our very creative campaigns got them over $1.1M in contract value.
About the client
Read the story of one of our clients and how we rebuilt their entire outbound sales playbook.
And in the process, we also completely changed the way they think about acquiring new customers.
They are a SaaS company helping large organizations with their field operations.
Their ideal customer is mid-market to enterprise companies with large field teams, in industries like telecom, utilities, managed services, manufacturing and construction.
When we started working together, they were trying to build an outbound sales team to bring in more predictable pipeline.
Baseline when we started
- 4 sales reps who were all missing their quota.
- Tested 3 different lead generation agencies, but got disappointed.
- Internal confusion and lack of experience on how to use modern tools and AI in their sales process and outreach.
Challenges
The main reason their four salespeople missed quota and couldn't build a quality pipeline was that they were disregarding their prospects.
Each SDR received ~25 ZoomInfo leads per week, then manually researched every account and personalized outreach.
Many companies follow a nearly identical process - but in today's market that approach actively sets teams up to fail.
Beyond lacking modern tools and tactics, the client treated the market as one big group defined by broad criteria (headcount, location, industry). On the surface that segmentation isn't wrong, but to actually move the needle they needed to rethink their GTM and target specific company situations instead.
The old way
For optimal results, each industry, job title, and company situation requires its own tailored strategy.
If you know you should do this but don't know how, the quickest path to impact is partnering with an expert firm like GTM Revenue.
See how we transformed their GTM and generated $1.1M from 1 campaign
Solution & process
We changed their thinking from "Hey, let's target people by industry and company size" ...to "Let's look at our customers and find other companies that are in the same position our customers were when they converted."
We moved from broad-fit targeting (industry, headcount, location) to targeting specific company situations.
We needed a way to find companies that have problems with their field technicians' operations and management. We tested several signals:
- Monitoring job postings and analyzing company initiatives.
- Reading employee reviews to surface reported problems.
- Scraping customer feedback for operational pain signals.
The best-performing signal came from Glassdoor.com - the company-review site where employees rate current and past employers. We searched reviews from the past 9 months for keywords that indicate problems our product solves: working overtime / poor work-life balance, inadequate communication, and inability to do work properly due to broken processes.
We pulled reviews for many companies on our list and gained direct context about internal issues - the exact cues we needed to prioritize outreach and tailor messaging.
Each message we sent was completely different and made relevant according to:
- Job title we speak to
- Company data & research
- Glassdoor reviews
Depending on the company and the issues we identified, we determined the best job titles to contact. That decision was driven by which KPIs were affected by the mentioned issues.
Then the message was further personalized to the company, and we included a case study that was dynamically pulled to match the company we were reaching out to.
Below I will share one such message we generated.
Message example
Here's how our messaging looked in the end:
- First line: personalized to the person.
- Second line: changes depending on available reviews and the problems mentioned (in this case - decreased technician productivity).
- Next: we swap in the case study most similar to the target company.
- Targeting principle: we link the negatively affected metric to the right person in each company - targeting by relevance, not by job title alone.
Results
"5 agencies failed, GTM Revenue helped us 2x our company size in 9 months."
We closed some of the biggest enterprise deals in company history and grew so fast internally we couldn't hire people fast enough to keep up. Their depth of expertise and hands-on experience set them apart from every go-to-market partner we've worked with.
Book a strategy session with our Founder
We'll analyze your current situation and uncover the highest-impact opportunities to scale your pipeline and get more closed-won deals.
Outcomes we deliver, again and again
in lifetime value generated
19 enterprise opportunities, one campaign
qualified, every month
booked, every month
in 4 hours of work
in 9 months, after 5 agencies failed
50 opportunities generated
deal closed in 25 days
at 58% positive reply
chose us over 8 competitors
Frequently asked questions
What problems do you solve?+
- - No real-time alerts for key account events
- - No single view that aggregates intelligence from multiple sources
- - Impossible to keep data enriched and accurate at scale
- - Reliance on stale CRM entries and shallow data from tools like Apollo, Cognism or ZoomInfo
- - Can't orchestrate sophisticated GTM campaigns at scale
- - No system to prioritize high-intent accounts, so effort is wasted
- - More time spent managing data than building relationships
- - Campaigns launched without a consistent GTM plan
- - Agencies overpromise, underdeliver, and send generic blasts
- - Software and outsourced teams show little real ROI
How does this work? / What's your business model?+
We have three ways we work with clients:
- 1. In-house system set-up - a one-time set-up cost plus a monthly maintenance and optimization cost.
- 2. Done-for-you service - we strategise, build and manage GTM campaigns or data solutions for you, at a monthly cost.
- 3. AI Growth Partner - a deeper, outcome-aligned partnership.