Building a predictable pipeline for a B2B SaaS firm

The problem

A growing B2B SaaS company in Pune had a strong product and happy customers, but almost all new business came through referrals and the founder's network. One slow quarter and the pipeline emptied, which made hiring and forecasting a guessing game.

The approach

We started with a sharp ideal-customer profile and a focused target list, then ran two outbound channels — cold email and LinkedIn — as a single system. Messaging was written to earn replies, follow-ups were sequenced, and every qualified reply was routed to a booked conversation with tracking from first touch to call.

The result

Within three weeks the first conversations were landing, and over the following quarter the system settled into a steady two to seven qualified calls a month. Outbound grew to influence roughly 40% of new deals, so revenue stopped depending on whether referrals showed up that month.