A 2-person software house with an enterprise-grade product and a list of 2 corporate clients. They didn't want volume — they wanted precision. We built the process, database and outreach campaign to reach 50 carefully selected companies in Poland. 5 demos in the first quarter.
Two developers, one product — a behavioural analytics and conversion optimisation platform for large websites. For years the company lived off two stable corporate clients in the telecoms industry. The product was good, the references were there, but the company had no resources or sales process whatsoever.
The founders had clearly defined expectations — and this was the key to the whole project. They didn't want hundreds of leads. They wanted to reach a maximum of 50 companies in Poland: the biggest players in telecoms, e-commerce and marketplaces. Companies that have traffic, have budgets, and understand the value of conversion optimisation.
We entered with an SDaaS model plus sales support — an outsourced Sales Director and a part-time junior salesperson. We started by building a precise map of target companies and decision-makers.
For each of the 50 companies, we identified: the correct decision-maker (typically Head of Digital, CRO, or VP of E-commerce), their LinkedIn profile, their publicly stated priorities, and any recent signals that would make the product relevant to them right now.
The outreach was highly personalised — no generic templates. Each first touchpoint referenced something specific about that company's digital presence or a challenge they'd publicly discussed. The goal was to earn a conversation, not just generate a reply.
We supported the founders in the actual demo presentations — helping structure the pitch, preparing objection handling, and running post-demo follow-up sequences.
In the first quarter, we secured 5 system demonstrations at target companies — with only 50 companies on the list, this is a strong result given the seniority of decision-makers and the complexity of the product.
After 6 months the project was closed — not due to poor results, but because of market specifics. With only 50 target companies, after the first full outreach cycle was complete, there was no case for continuing in the same format. The ongoing sales process — negotiations, follow-ups, closing — was something the company could handle internally.