Case Study
From Zero Outbound to a Full Pipeline Within 2 Months
  • 21 Prospects Interested
  • 3 ICP Approaches Trialed
  • More Demand Than They Could Handle
NexIT in Brief
Nexit is a SAP services firm that supports enterprises and consulting partners in optimizing and extending their SAP landscapes through specialized know-how, letting projects ship faster without growing in-house teams.
  • What we did
    B2B client acquisition engine
  • The sector
    Software Development
  • Home base
    Malta
  • Team size
    11-50
The problems
  • New to Outbound
    Nexit had never established a systematic lead generation engine. Growth stayed unpredictable because most projects arrived via referrals and personal connections.
  • Product-Market Fit Not Yet Settled
    The team was confident in their technical strengths but had yet to confirm which customer segments were most receptive to their offer.
  • Earlier Cold Email Efforts Fell Flat
    Earlier attempts involved emailing purchased contact lists, but with no targeting or messaging strategy behind them, results barely registered.
  • Selling to Enterprises Demands the Right Angle
    Services tied to SAP are usually won through long-standing relationships. Reaching large organizations via cold outreach demanded razor-sharp messaging and targeting.
How we fixed it
  • Constructed an Outbound Motion From the Ground Up
    We built the complete outbound infrastructure end to end - covering data sourcing, ICP definition, email sequencing, and workflows for lead handling.
  • Ran Several ICP Experiments
    To pinpoint where demand actually existed, we ran campaigns across multiple ICP tracks, each carrying tailored messaging to reveal the most responsive audience segments.
  • Added a Partnership-First Angle
    Rather than presenting Nexit as a pure service vendor, we crafted a partnership angle aimed at SAP consultancies - letting them broaden their service portfolio without adding headcount.
  • An Early Read on the Market
    As the campaign ran, we continuously reported which company sizes, industries, and decision-makers engaged most, enabling Nexit to sharpen their positioning and strategy.
The outcome
“Thanks to B2B Growth Engine, we started conversations with companies we hadn’t reached before and gained clarity on which markets and audiences our services resonate with.”

Ivan Tanevsky,
Partnerships Manager at NexIT

  • 21 Vetted Prospects Within 2 Months

    Conversations with SAP decision-makers and enterprise-level organizations materialized quickly once the campaign launched.

  • Strong Evidence of Product-Market Fit
    Running several ICPs in parallel delivered valuable insight into the segments most receptive to Nexit’s offer.
  • The Pipeline Grew Quicker Than Anticipated

    Within weeks, NexIT hit full project capacity and had to pause marketing and lead generation so they could concentrate on delivery.

  • Convincing Market Proof for a Young Company
    For a startup that had never done outbound, the campaign demonstrated how quickly structured lead generation can unlock enterprise conversations.
The Resources B2B Growth Engine Committed
Every client calls for a tailored approach and dedicated specialists. To serve NexIT, we assembled a team covering every dimension of this project:
  • Dedicated Campaign Lead
  • Manager, Customer Success
  • Positive Reply Manager
  • Expert for Technical Infrastructure & Deliverability
  • Admin & Operations Comms Specialist
  • In-house Sales Call Review Expert
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