Business process automation
31 qualified leads and 3 deals from 1M ₽ in 2 months
- Service
- Building and extending internal IT systems
- Who we targeted
- CEOs, COOs and IT directors: construction, logistics, wholesale, restaurant chains, sports clubs
- 9,500
- Sent
- 340
- Repliedreply rate 3.6%
- 31
- Qual. leads
- 3
- Deals
The task
Custom development is a slow, expensive sale: decisions are made at the top, and a company's need for automation isn't written on its website. The goal was to find companies where automation solves a costly operational problem and reach the person who owns it.
What we did
- 01
Found companies with costly operations
Construction firms with open IT roles on hh, logistics and wholesale filtered by revenue and industry code, restaurant chains, sports clubs, betting. Lists came from partner registries, 2GIS, Yandex Maps, hh and industry rankings.
- 02
The first email didn't sell
We wrote to CEOs, COOs and IT directors with a single question: who owns internal IT systems at the company. The conversation found its way to the right person — no head-on development pitch.
- 03
Scaled the strongest segments
Betting replied best at 7.9%, sports clubs at 5.8%, restaurants at 5.0%. Construction from hh produced the most leads. Volume was shifted to these segments.
Outcome
≈9,500 contacts in 2 months, 340 replies at a 3.6% reply rate, 31 qualified leads and 3 deals from 1M ₽ each.