• Launch targeted, personalised volume campaigns to drive sign-ups at scale
• A/B Test to identify optimal copy
• Create a supporting email infrastructure to scale
• Have a reporting system that collected all the information divided by customer’s project, saved in Hubspot
• Align the SDRs across the team to manage leads’ replies as soon as possible

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1. TAM Analysis

To create a specific plan of action, we started with a deep analysis of Scoutbee:

• The ICP features
• The Market
• Previous successful endeavours
• Internal Organization

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2. Highly-Targeted Database Creation

Starting from a detailed and short list of domains provided by the Discovery team weekly, we were able to retrieve thousands of lookalike companies, as well as relevant contacts working at those companies, all respecting Scoutbee’s Ideal Customer Profile guidelines.

To achieve this large relevant scale from a narrow starting point, we used tools like:

• Clay
• Ocean.io
• Apollo
• Sales Navigator
• OpenAI
• Scrapers (Zenrows, SerperDev, The Companies API)
• Email verification and scraping (Findymail, Lead Magic, Prospeo, Debounce, VerifyMagically)

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3. The Atlas Infrastructure - Email Infrastructure

We created 147 inboxes per 49 domains, with all the set up and warm up to ensure an optimal deliverability and avoid spam.

Additionally, the outbound email infrastructure has undergone thorough revisions to accommodate the previous and expected demand for conversions.

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4. The Aries Funnel - Testing Phase

According to user acquisition data configured and found in HubSpot after a 22-day testing period, initial results yielded 88 conversions over 11.6k emails sent between July 11th and August 1st, 2024.

Using initial findings from Unique Value Proposition testing and intense Ideal Customer Profile targeting, additional conversion keywords were discovered, with some campaigns reaching as high as 6% positive reply rate.

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5. Scaling the Machine

We connected all the dots: from Instantly, the replies were sent to a Slack channel, where the team of SDRs received an immediate notification.

From here and thanks to detailed SOPs, the SDR retrieved all the leads information in a well organized Google Sheet, where they were able to convert the lead, and follow-up when necessary.

What else helped getting there?

SDRs Management

Imagine your Outbound managed as if it was your Inbound:

Each SDR received the positive replies directly in a specific Slack channel

Each Lead was added and update in Hubspot, in real time

Each SDR receives their positive replies in an additional GSheet, with all the details:

• Work Email
• Reply
• Work Phone Number
• Company Phone Number
• LinkedIn Profile URL
• Company Name
• Industry

Reporting

All data is sent to Airtable to have a clear, real time detail of analytics per project.

We tracked these main metrics week by week:

• Sign-ups per project
• Emails sent total
• Emails sent per project
• Sign-ups total

In Summary over the first 2 months we have:

• Saved hours and hours of manual SDR work, now finally free to nurture leads and close deals
• Implemented an Advanced, Fully-Engineered System from scratch
• Supported the sales team generate 901 Qualified Leads and 296 Sign-Ups, with a +521% Conversion Rate increase‍

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The Results Achieved – In 2 Months

+901 Qualified Leads

+521% Conversion Rate

+296 Sign-Ups (Conversions)