Case Studies

Client Overview: SuccessHACKER (aka SuccessCoaching.co) is a leading customer success training company focused on empowering organizations to enhance their customer engagement and retention strategies.

Challenge: SuccessCoaching was mostly relying on inbound leads for the enterprise portion of their business. They needed a more efficient system to automate their outreach efforts, identify and prioritize target accounts, track website visitors, and leverage various lead sources to maximize their sales opportunities.

Solution:  To address these challenges, we implemented a comprehensive solution utilizin. The project included:

• Building Out Apollo.io Instance: We set up a fully functional custom Apollo.io instance tailored to SuccessCoaching's specific needs, creating a centralized platform for managing outbound. This included creating a custom account scoring model to prioritize target accounts, personas, sequences with dynamic variables and conditional logic for personalization, and workflows to automate outbound.
• Cold Email Infrastructure: Developed a scaleable, automated cold email outreach infrastructure that integrates seamlessly with Apollo.io.
• Integration with HubSpot: Ensured smooth data flow by integrating with HubSpot, allowing for streamlined lead tracking, lead enrichment, and remaining compliant.
• Incorporation of Lead Data: Enhanced the lead generation process by integrating Apollo website visitor ID, intent data, and additional lead sources, including targeted lists from platforms like G2.
• Training of existing sales and SDR on Apollo.io, with best practices

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Results: The implementation of this automated lead engine led to significant outcomes for SuccessCoaching.

• $750K+ Pipeline Created: The new system generated a robust sales pipeline, providing with numerous opportunities for growth, including outreach to companies like Avaya, MSFT and Salesforce as well as smaller growing startups.
• Six-Figure Closed Won Deals
• 62 Open Opportunities - $750K in opps

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Conclusion: By building out the instance and establishing a cold email infrastructure, we empower automate their lead generation process effectively. The integration with HubSpot and incorporation of various lead data sources and workflows to automate targeted, personalized outreach have positioned them for sustained growth.

LiveWebinar is a SaaS webinar platform based in Poland.  Established first direct US and NA sales presence. Built a database of prospects, helped evaluate and implement CRM (PipeDrive); set up outbound marketing automation/cold email outreach funnel(Woodpecker). Quickly got up to speed on complex, technical SaaS webinar platform in a new market and have a growing customer list of enterprise and white label customers.

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Envato is an Australian based digital learning platform and marketplace.  As long term partners we own the full sales process even through operations and billing/collections.

Envato Tuts+ is an Australian based company with a network of tutorial based websites.  Almost all of their revenue comes from subscriptions and a digital goods marketplace. Their Tuts+ division has a network of tutorial based websites for web developers, designers, creatives, and business owners. Online advertising, content and marketing programs are not a core offering so it made sense to outsource this portion of the business.  SaaSBoost.io came in and:

1. Set up ad products strategy, pricing and consulted on media kit and overall advertiser value prop.  Focus went beyond display, mostly growth around sponsored content/native ads

2. Handled all ad operations including trafficking and reporting

3. Invoicing and collections

4. Through outbound sales have grown revenues 5x. Key wins include first time advertisers like Amazon, Microsoft, Adobe, plus a host of smaller tech startups including New Relic.  Several long term, larger deals with multiple ad products bundled as part of integrated buys.  Sponsored and custom content has been the biggest growth driver.

A partnership going on 7 years has driven millions in revenue. Customers include AWS, Microsoft, New Relic, Adobe, Atlassian and many web developer and design focused startups.

“Before partnering with Jeremy, we had been utilizing Apollo for 12 months, thinking we were fully leveraging its capabilities. However, Jeremy revealed a whole new level of potential. His deep understanding of Apollo and expertise in crafting outbound engines are exceptional - with the right blend of personalization/customization and scalability.

Since Jeremy came on board, our success in booking meetings with targeted personas and accounts has skyrocketed. His insights have not only met but exceeded our expectations, driving significant growth for our business.

We wholeheartedly recommend Jeremy to any organization aiming to maximize their use of Apollo. His input has been a game-changer for us."

David Larter, Founder of Jolly

Symmetry Corporate Finance is a UK based M&A advisory services firm. Symmetry was using a lead agency and getting pretty good outbound results. The problem is it was a monthly recurring cost regardless of results, the amount of leads were dwindling, and the program was mostly a black box with no inputs. They did not own any of the data or infrastructure. We helped Symmetry:

• Set up a cold email infrastructure that could land in their recipient's inboxes at scale
• Build out an Apollo.io instance complete with custom account scoring models, personas, website visitor ID connected to outreach
• Personalize messaging at the account and contact level using dynamic variables (relevant Spintax) to increase response rates
• Documentation and training on on how to run this outbound system themselves, with optional ongoing support if ever needed

The results:

• Much higher quality conversations with leads (brand and offer appropriate messaging vs. spammy junk responses)
• Meetings progressing to deal stages (mid-7 figure plus acquisition deals with long sales cycles are typical in this industry)
• An "Allbound" Sales engine that Symmetry now owns and controls

ProgrammableWeb is the web's oldest and largest API Directory, a media property owned by SaaS vendor Mulesoft (now Salesforce). One tactic that was efficient and effective was to build a Python script to scrape company mentions and links to inform a personalized, relevant and timely automated cold out reach sequence. Using Snov.io (data/lead info), marketing automation (Quickmail.io), and booking (Calendly) software, the result was an automated pipeline of 50+ monthly warm leads and booked calls.

Tactics, Services Used:

Outsourced SDR Services - email, phone, LinkedIn outreach.

Apollo.io Setup, Automations, Sequences, List Building; integrated with Hubspot CRM.

Built initial cold call, demo, email scripts, sales FAQs, objection handling. A/B tested, refined over time.

Cold Email Domain Setup for Outbound Outreach and to protect primary domain.

Intent Data - used intent data sources Bombora and Leadsift to identify in-market accounts researching relevant software (debt collection software); automated outreach to right contacts at those accounts .

Dealfront setup, integration to identify anonymous website visitors (accounts) and automate cold outreach to matching buyer personas to convert to traffic to demos.

SEO Analysis, Content Mapping - Identified high intent keywords like “chatgpt for debt collection” and “ to drive traffic and support outbound efforts.

Software Directory Submission Service - posted Arrears on 10+ software directories including G2, Capterra, SoftwareAdvice for product discovery, links, traffic.

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Worked closely with founders of one of the first B2B marketing personalization platforms as they were moving to the US and closing a $5M Series A. Leveraged CMO network and B2B marketing knowledge to set up initial meetings with enterprise customers. Quarterbacked deals with $30K average ARR for first US SaaS customers. Acquired within 6 months by Marketo for $20M.