CASCase study
An outbound machine: 18,175 prospects, and the discipline that matters more than volume
Building an outbound channel for Solutio, with no sales team, on precise professional segments: consulting firms, HR firms, company buyers.
The constraint A fresh sending domain burns in a week if you push too fast. And an address contacted twice by two different campaigns destroys credibility in a single message.
How it ran
- Automated scraping and enrichment, across four scheduled nightly jobs.
- Segmentation per campaign, each described in a spec file: target activity codes, LinkedIn titles, scoring rules, hard exclusions.
- Three segments consolidated by hand, each line with its source: 330 M&A boutiques, 545 HR and strategy firms, 226 company buyers.
- Hard exclusion of the current client: you never prospect the company you already serve.
- Domain warm-up capped at 10 sends per day per domain, held over time.
- Absolute no-duplicate rule: no address already in the sequence table can be contacted again, whatever the campaign.
- CRM dashboard, open tracking and webhooks self-hosted on managed infrastructure.
Outcome
- 18,175 prospects scraped, enriched and qualified.
- 1,101 prospects consolidated across three segments, with website, LinkedIn profile and originating source.
- 4 campaigns scoped by spec file, 45 unit tests green on the pipeline.
What I take from itOutbound is judged on what you forbid yourself. The sending cap, the exclusion of the current client and the no-duplicate rule produce zero leads: they are what makes the channel still exist six months later.