Who is the client?

Scoutbee is an AI platform that connects ready to purchase buyers with suppliers at scale, with the goal of expanding its supplier database.

They operate a networking as a service model that matches buyers and suppliers across multiple industries.

Their network of buyers and investors includes global brands such as Walmart, Unilever, Schneider Electric, and Bacardi.

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How the client met us

This engagement focused on building an outbound system for Scoutbee to scale supplier onboarding through targeted email campaigns, infrastructure expansion, and rigorous testing.

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Context

Scoutbee was primed for expansion and wanted to optimize for high impact outcomes, not only outbound volume.

They set a conversion goal of increasing supplier sign up conversion rates to at least 1.5 percent through improved list quality, extensive A B testing, and upgraded lead generation methods.

They also needed significantly larger sending infrastructure to support large scale, project based outreach while maintaining strict alignment with their ICP.

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What was the problem?

• Ineffective supplier onboarding via outbound
  The team struggled to use email outbound to sign up suppliers at scale. Meetings booked were below expectations and overall lead engagement was low.
• Lack of scalable processes and infrastructure
  Outbound activities existed, but there was no proven repeatable process to consistently hit the required conversion rates, and the email infrastructure could not handle the desired scale.
• Need for rigorous testing and reporting
  They needed a structured A B testing process to identify high converting messaging and a reporting system in HubSpot to track campaign performance segmented by customer project.

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The approach we took

1. Strategy and ICP analysis

• Started with a deep analysis of Scoutbee’s business, ICP features, market position, previous successful initiatives, and internal organization to build a specific execution plan
• Defined initial goals before execution
  • Launch targeted personalized volume campaigns to drive supplier sign ups
  • Conduct extensive A B testing to identify the most effective messaging and copy
  • Build robust email infrastructure to scale outreach
  • Create reporting in HubSpot segmented by customer project
  • Align the SDR team for rapid and consistent reply management

2. Data enrichment and ABM targeting

• Started with a short list of domains provided weekly by Scoutbee’s discovery team
• Identified thousands of lookalike companies and relevant contacts matching ICP guidelines
• Used a tech stack including Clay, Ocean.io, Apollo, Sales Navigator, and OpenAI to scale discovery and improve targeting accuracy
• Used scrapers and APIs including Zenrows, SerperDev, and The Companies API to expand and validate lead sourcing
• Used email verification tools including Findymail, Lead Magic, and Prospeo to maintain deliverability and list quality

3. Channel and infrastructure setup

• Built, set up, and warmed a large sending infrastructure of 147 inboxes across 49 domains to support high volume demand while protecting deliverability

4. Structured testing and scaling

• Ran an intensive 22 day testing phase from July 11th to August 1st 2024
• Achieved initial testing results of 88 conversions from over 11,600 emails sent
• Identified high impact conversion keywords through rigorous testing of value propositions and ICP targeting, with some campaigns reaching up to a 6 percent positive reply rate
• Scaled the machine after testing by connecting execution and reply handling into a single workflow
  • Routed Instantly replies into a dedicated Slack channel for immediate SDR notifications
  • Used SOPs and a structured Google Sheet to manage lead information for conversion and follow up

5. CRM connection and pipeline tracking

• Added and updated each lead in HubSpot in real time to keep CRM data accurate for the sales team
• Implemented real time reporting in Airtable with dashboards per customer project
• Tracked key metrics weekly including sign ups per project, total emails sent, and emails sent per project

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Results

• Generated 901 qualified leads in two months
• Produced 296 sign ups in two months
• Increased conversion rate by 521 percent
• Saved significant SDR time by removing manual work and allowing SDRs to focus on nurturing leads and closing deals