Case Studies

Challenge 

A SMB software and web development agency based in the US was struggling to effectively market their services and acquire new customers. They engaged with ConduitSales to provide outbound sales and go-to market support to generate more leads and accelerate their salespipeline

 

Solution​

1. Refined Value Proposition: Focused on enhancing the software agency's value proposition by emphasizing its expertise in AI integration and security-focused development, which were key differentiators in a crowded market.

2. Targeted Outreach Campaigns: Developed highly targeted outreach campaigns that identified and addressed the specific pain points of each target account, backed by detailed research into their needs.

3. Account-Based Strategies: Implemented account-based outreach techniques, moving away from generic emails to deliver personalized, relevant messaging tailored to each account's unique challenges.

4. High-Touch Outbound Sequences: Combined personalized LinkedIn messages and emails with automated nurture emails, strategically timed to engage prospects at the optimal moments.

5. Sales Enablement Tools: Developed co-branded assets and sales enablement materials that showcased the agency’s strengths and resonated with clients’ core needs.​

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Results​

• Increased Engagement: Personalized outreach led to higher response rates and deeper engagement from target accounts.

• Improved Conversion Rates: The refined approach resulted in a stronger sales pipeline, with more leads converting into qualified opportunities.

• Enhanced Market Differentiation: Industry recognition and case studies successfully differentiated the agency in the competitive AI and security development market.

• More Efficient Sales Process: The combination of high-touch strategies and automated emails improved the efficiency of the outreach process

Challenge

A North America-based custom software development agency faced challenges in expanding its sales pipeline and differentiating itself in a highly competitive market. Their expertise lay in creating bespoke software solutions for mid-sized enterprises, but they struggled with limited in-house sales resources and a lack of impactful outreach strategies
 

Solution:​

Market and ICP Analysis: Conducted a detailed analysis of the client's market to identify key industries and ideal customer profiles (ICPs), ensuring outreach was targeted and relevant.

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Personalized Outreach Campaigns: Developed tailored outreach campaigns for mid-sized enterprises, emphasizing the agency's expertise in bespoke software solutions to attract potential clients.

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Account-Based Marketing (ABM): Implemented ABM techniques, focusing on decision-makers such as CTOs and IT Heads to ensure a more direct and impactful approach.

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Multi-Channel Engagement: Utilized LinkedIn, email, and personalized video messages in multi-channel outreach campaigns, ensuring higher engagement and response rates.

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Sales Enablement Tools: Delivered co-branded collateral and messaging templates, streamlining the sales process, improving credibility, and supporting consistent communication.

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Pipeline Acceleration: This comprehensive strategy led to faster pipeline growth and enhanced differentiation in a highly competitive market.

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Results

• Increased Engagement: The personalized outreach and multi-channel approach significantly improved engagement, leading to more meaningful interactions with decision-makers.

• Higher Conversion Rates: Targeted account-based strategies, combined with sales enablement tools, resulted in improved lead conversion and a more efficient sales process.

• Pipeline Growth: The tailored outreach campaigns and tools accelerated the client’s pipeline development, driving faster lead progression and increased opportunities.

• Competitive Differentiation: By emphasizing bespoke software expertise and using personalized messaging, the client successfully differentiated itself in the crowded market, strengthening its competitive edge

Challenge

The client struggled with low MQL-to-SQO conversions due to ineffective lead prioritization and nurturing. Inconsistent sales messaging across channels led to weaker engagement, while inefficient workflows and unclear KPIs limited productivity and hindered scalability.

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Solution​

• Workflow Optimization: Conducted an audit of existing workflows to identify inefficiencies and streamline processes, ensuring a more effective lead management system.

• Refined Lead Qualification: Improved lead prioritization by refining MQL (Marketing Qualified Lead) to SQO (Sales Qualified Opportunity) criteria, enabling better alignment of leads with sales goals.

• Structured MQL-to-SQO Framework: Implemented a clear, structured framework to guide the progression of leads from MQL to SQO, improving lead conversion rates.

• Standardized Sales Messaging: Developed and deployed tailored sales playbooks to standardize messaging across channels, ensuring a consistent value proposition and stronger engagement.

• Clear KPI Definition: Defined and aligned KPIs with specific performance metrics, providing sales teams with measurable goals to track and improve productivity.

• Enhanced Team Alignment: Ensured that sales efforts were closely aligned with the defined KPIs, improving team focus, collaboration, and overall performance

Challenge

  Our client is a Pre-Series A tech startup based in the US that had developed an innovative cloud-based compliance software platform focused on environment, health and safety.​​​ While our client had a strong and differentiated product offering, they were struggling to efficiently identify and connect with potential enterprise customers in the US market. Their small but young sales team did not have experience selling to enterprises and they lacked a scalable process for lead generation and appointments

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Solution:​

1. Appointment Setting Team: Our firm assembled a dedicated team of appointment setters with enterprise software sales experience, positioned to act as an extension of the client’s sales team.

2. Targeting Key Decision-Makers: Over six months, the team focused on reaching CTOs, CIOs, VPs of IT, IT Directors, and Compliance Heads across 200 mid-market and enterprise companies.

3. Outreach Strategies: We used a combination of cold calling and personalized email outreach campaigns to educate prospects about the software platform and secure product demos.

4. Product and Process Training: The appointment setters underwent comprehensive training on the client's product and the sales process to ensure alignment with the client’s messaging and approach, reinforcing their role as an integrated part of the sales team.

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Results

1. Qualified Product Demos: In six months, the team successfully scheduled 49+ qualified product demos for the client’s sales team.

2. Improved Lead Flow: The appointment setting efforts significantly boosted lead generation and flow, resulting in a more active sales pipeline.

3. Enhanced Sales Conversions: The increased lead flow and better sales enablement contributed to a notable improvement in the client’s sales conversion rate and overall lead progression within the sales funnel.

​Challenge

The client, a SaaS-based cash management platform, aimed to establish a robust presence in the APAC and Middle East region.​ The client faced several challenges in their cash management efforts, including a lack of market research, which hindered their ability to identify the specific needs and pain points of SMEs and mid-market corporations in South Asia and Southeast Asia, including countries like Sri Lanka, Malaysia, and Thailand. This led to ineffective targeting and limited lead generation. Additionally, the client struggled to connect with key decision-makers, such as CFOs, Treasury Managers, and Financial Controllers, who are essential in cash management decisions. The client’s reliance on a generic cold outreach model failed to engage the target audience, impacting conversion rates. The client lacked visibility into their sales process making it difficult to track the progress of outreach campaigns and optimize lead generation efforts

Solution:

• Comprehensive Market Research: Conducted targeted research on cash management challenges specific to the APAC region focusing on SAARC, Middle East and ASEAN countries, prioritizing large cash management, Cash in Transit companies and Banks 

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• Customized Messaging: Developed outreach campaigns and documents tailored to local pain points, such as minimizing cash leakage, seamless bank reconciliation, and reducing augmentation efforts. Created email templates, LinkedIn messages, and sales scripts specific to cash management ICPs

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• Defined Sales Process and lead generation Designed a structured and data-driven sales workflow to replace the generic model. Trained telemarketing teams to focus on meaningful engagements with a goal of 5 qualified appointments per month.

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• Data-Driven Tracking: Integrated tools to monitor call success rates, email engagement, and lead nurturing. Shared whitepapers and case studies with prospects to build trust and provide value upfront.

Challenge:

The client, a UK  based Health-Tech startup offering innovative solutions for healthcare providers, faced challenges in converting inbound leads into qualified opportunities. Despite a growing number of MQLs, inconsistent sales messaging and inefficient lead nurturing processes led to low MQL-to-SQO conversion rates. The sales team lacked a structured process, resulting in missed opportunities and extended sales cycles. Additionally, unclear KPIs and reporting made it difficult to measure performance and identify bottlenecks.

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Solution

1. Sales Process Audit: Conducted a comprehensive audit of the client’s sales processes to identify gaps and inefficiencies that were hindering performance.

2. Structured Lead Qualification Framework: Implemented a structured lead qualification system, prioritizing high-potential Marketing Qualified Leads (MQLs) for better focus and conversion.

3. Tailored Sales Messaging: Developed sales messaging aligned with healthcare buyer personas and their specific pain points, ensuring that outreach was relevant and impactful.

4. Streamlined Workflows and CRM Automation: Introduced streamlined workflows and CRM automations to enhance pipeline visibility, making it easier for the sales team to track and manage opportunities.

5. Clear KPI Definition: Defined clear and measurable KPIs to track sales performance, providing insights that enabled data-driven decisions and continuous improvement.

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Results

• Improved MQL-to-SQO conversion rate

• Shortened sales cycle

• Increased team efficiency

• Stronger sales pipeline and higher deal closure rates with healthcare providers