SaaS Reseller: Building a £5M Pipeline from Scratch
Starting Point
This SaaS reseller relied entirely on inbound leads from vendor referrals. When those dried up, revenue dropped 40%.
What We Built
- ICP Definition: CFOs at mid-market professional services firms
- Outbound Infrastructure: 5 email domains, Apollo.io, LinkedIn Sales Navigator
- CRM Overhaul: Migrated to Pipedrive with custom stages
- Sequence Library: 6 industry-specific sequences
- Playbooks: Objection handling, qualification, discovery scripts
The Numbers
- £5.2M pipeline in Q1
- 47 qualified meetings/month
- 22% close rate (up from 8%)
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