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Outbound Automation · Case Study

How We Cut CAC by 68% and Grew Pipeline

A real system I built. Not a demo. Not a concept. Intent-based GTM that outperformed every prior quarter.

Director of GrowthMaritime AI · Acquired by FTV Capital

Results

↓0%

Cost per Opportunity

↑0%

Opportunities Created

↑0%

Average ACV

↑0%

Inbound Signal → Demo

The Shift

What Changed

Before

  • Bought lead lists — spray and pray
  • MQL-based measurement
  • Mass email sequences
  • No signal awareness
  • Marketing ≠ Sales
  • High volume, low conversion

After

  • First-party intent signals only
  • Pipeline-based measurement
  • Contextual 15-min outreach
  • 6 active signal types tracked
  • Marketing + Sales = one team
  • Lower volume, higher ACV

Signal-Based Outbound

The 6 Signals We Track

Each one triggers automated, contextual outreach within 15 minutes. Hover a card to see why it converts.

Closed Lost (CRM)

Trigger

Deal marked lost 90+ days ago

Response

Re-engage with a new angle, updated proof, or competitive shift

≤15 min

Champion Moves

Trigger

A contact at an existing customer moves to a new company

Response

Warm outreach at their new org within 48 hours of the job change

≤15 min

LinkedIn Engagement

Trigger

Target account likes or comments on CEO or team post

Response

Personalized SDR message referencing the specific post and their interest

≤15 min

Ad Click, No Convert

Trigger

Company visits from a paid ad but doesn't fill out a form

Response

LinkedIn outreach to decision-maker with specific context about their visit

≤15 min

Job Posting Signal

Trigger

Target company posts a "Head of Growth" or "VP Sales" role

Response

Outreach framed around their expansion intent before they hire

≤15 min

Intent Data Surge

Trigger

Company spikes on category keywords on G2, Bombora, or LinkedIn

Response

Trigger outbound before a competitor does — with category-specific messaging

≤15 min

How We Built It

The Framework

01

Cultural Shift

Measure marketing by pipeline generated, not leads captured. When the team is aligned on what "success" means, everything downstream gets sharper.

02

SDR Team with Teeth

Amplemarket

Human-led, AI-assisted outbound via multi-channel sequencing. SDRs focus on conversations — AI handles research, enrichment, and the first draft.

03

15-Minute Signal SLA

Every inbound signal — form fill, ad click, job post, champion move — triggers automated contextual outreach within 15 minutes. Speed-to-lead is a moat.

04

Surgical ABM

Clay

Lists built from scratch per campaign — no data vendor dependency. Clay-powered enrichment from 10+ sources, filtered down to exact-fit accounts.

05

Weekly GTM Pods

SDR, Demand Gen, CS, PMM, and Sales in one weekly review. What signals are converting? What messaging is landing? Iterate fast across the whole funnel.

Let's Build Yours

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If you're a CEO building a GTM team and want someone who's done it — I'm one conversation away.