From doing it all by hand to 20 interested buyers.

Where they started

Accelovant makes fibre-optic sensors that watch the temperature inside medium-voltage electrical equipment, so problems get caught before they turn into failures. A great product in a very specialist market.

All the prospecting, messaging and follow-up was done by hand. So growth was capped by how many hours the team had in a day.

The tricky part

Their buyers are engineers. They can smell a generic pitch from a mile away and ignore it.

Job titles change from company to company, so finding the person who actually decides is half the work. And in a small industry where everyone knows everyone, looking like spam was not an option. The goal from day one: quality over quantity.

What we built

• We started from their real customers, the ones who already buy, to define exactly who to target.
• We rebuilt the team's LinkedIn profiles so each one works like a landing page.
• Agents find the right engineers and buyers, send a clear first message written for them, and follow up a few times. Never more.
• Four people's accounts ran the outreach, including the CEO's own.
• Every interested reply goes straight into their CRM and to the team, in real time.

What changed

In under four weeks: 227 decision makers contacted, 61 replied and 20 were interested.

Our favorite part: 7 referrals. Busy senior people forwarded the message to the colleague who owns the decision. That only happens when the message is worth passing on.