SaaS for digitising the sales team
19 qualified leads and 4 deals in 2.5 months
- Service
- SaaS for digitising the sales team
- Who we targeted
- CEOs, commercial directors and heads of sales at companies above 200M ₽ revenue with teams of more than 15
- 5,210
- Sent
- 328
- Repliedreply rate 6.3%
- 19
- Qual. leads
- 4
- Deals
The task
The product is for companies whose sales team has outgrown the spreadsheet stage. Below that threshold the conversation is pointless — there is nothing to digitise. So the task was precision of targeting, not volume of sending.
What we did
- 01
Cut everyone with nothing to digitise
Only companies above 200M ₽ in revenue with teams of more than 15 made the list. The threshold removed most of the market, but everyone left actually needed the product rather than theoretically.
- 02
Split the emails across three roles
A CEO, a commercial director and a head of sales each need this for something different: transparency, revenue, a working tool. Three roles, three opening emails.
- 03
Won on list quality, not volume
5,210 emails — fewer than in our broad verticals. Yet 6.3% replied: the second-highest rate across all our cases. A narrow, verified list answers better than a large one.
Outcome
5,210 emails, 328 replies at a 6.3% reply rate, 19 qualified leads and 4 deals in 2.5 months.