Impact 11

Helping B2B startups accelerate their GTM efforts - specializing in engineering, automations, and AI-assisted GTM acceleration for Series A-B companies, as well as hyper-targeted zero-to-one market and sales channel establishment for Seed and Pre-Seed startups.

Founder

Reply

Certified Expert

ApolloShield Counter-Drone Systems

Founded and led ApolloShield from idea to a profitable world-class drone detection and mitigation company.

Sold critical perimeter security systems to top-tier stadiums, prisons, militaries, critical infrastructure, law enforcement and government agencies worldwide.

Raised $3m from Y Combinator and prominent Silicon Valley funds.

Co-Founder & CEO (YC S16, Profitable)

Viggo Hotel TV

Led development and deployment of a hardware and software smart TV content system in thousands of hotel rooms worldwide.

Chief Architect

iOnRoad

Directed UX, branding, marketing, business development, and media activities for driving > 3m YouTube views and ~1m downloads one year after product launch.

iOnRoad won the CES 2011 Innovation honors award and was acquired by Harman Automotive and later integrated into Samsung

Head of Product Management (acq. by SAMSUNG)

Unit 8200 - Israeli Intelligence Corps

Led a critical part of an Israel Defense Prize winning system; Managed engineering teams and led innovative inter-organizational projects with dozens of participants across four associate units

Researcher, Team Leader, Project Manager

StartupGTM.com | I help b2b founders hack traction | Profitable founder (YC)

Transforming a startup from early to repeatable sales is HARD.

If you’re a B2B founder with early sales, then you've done many things right to win your first customers.

BUT - to raise a round A, your startup will need to have a product that's ready to scale because it can be 𝙨𝙤𝙡𝙙 𝙧𝙚𝙥𝙚𝙖𝙩𝙚𝙙𝙡𝙮 𝙖𝙣𝙙 𝙧𝙚𝙡𝙞𝙖𝙗𝙡𝙮.

To get repeatable sales - there are four blockers. 
 
You'll need to change each one from "not working" to "working": 
 
1️⃣ Consistently creating a 𝙨𝙩𝙧𝙚𝙖𝙢 of conversations with customers 
 
2️⃣ Converting these conversations into a 𝙨𝙩𝙧𝙚𝙖𝙢 of first meetings 
 
3️⃣ Converting these meetings into a 𝙨𝙩𝙧𝙚𝙖𝙢 of trials 
 
4️⃣ Converting trials into a 𝙨𝙩𝙧𝙚𝙖𝙢 of deals. 
 
These blockers need to be removed 𝙨𝙚𝙦𝙪𝙚𝙣𝙩𝙞𝙖𝙡𝙡𝙮 - i.e. one by one. 
 
💡 𝗙𝗼𝗰𝘂𝘀 𝗼𝗻 𝗖𝗥𝗔𝗖𝗞𝗜𝗡𝗚 𝘁𝗵𝗲 𝘀𝘁𝗮𝗴𝗲 𝘆𝗼𝘂'𝗿𝗲 𝗮𝘁 𝗥𝗜𝗚𝗛𝗧 𝗡𝗢𝗪. 𝗗𝗼𝗻'𝘁 𝗼𝘃𝗲𝗿𝘁𝗵𝗶𝗻𝗸 𝘁𝗵𝗲 𝗼𝘁𝗵𝗲𝗿𝘀.

—

I'm a former co-founder and CEO at ApolloShield - a profitable YC startup.

I work hands-on with B2B founders on turning their early sales into repeatable sales through a combination of disciplines:

1️⃣ 𝗠𝗮𝗿𝗸𝗲𝘁 𝗥𝗲𝘀𝗲𝗮𝗿𝗰𝗵 𝗮𝗻𝗱 𝗔𝗻𝗮𝗹𝘆𝘀𝗶𝘀: Understanding the market, identifying target customers, and analyzing competitors.

2️⃣ 𝗣𝗿𝗼𝗱𝘂𝗰𝘁 𝗣𝗼𝘀𝗶𝘁𝗶𝗼𝗻𝗶𝗻𝗴 𝗮𝗻𝗱 𝗠𝗲𝘀𝘀𝗮𝗴𝗶𝗻𝗴: Defining how the product fits into the market and crafting compelling messages to appeal to the target audience.

3️⃣ 𝗦𝗮𝗹𝗲𝘀 𝗮𝗻𝗱 𝗗𝗶𝘀𝘁𝗿𝗶𝗯𝘂𝘁𝗶𝗼𝗻 𝗦𝘁𝗿𝗮𝘁𝗲𝗴𝗶𝗲𝘀: Developing strategies for selling the product, including choosing sales channels and partnerships.

4️⃣ 𝗖𝗼𝗹𝗱 𝗢𝘂𝘁𝗿𝗲𝗮𝗰𝗵, 𝗖𝗼𝗻𝘁𝗲𝗻𝘁 𝗮𝗻𝗱 𝗖𝗮𝗺𝗽𝗮𝗶𝗴𝗻 𝗘𝘅𝗲𝗰𝘂𝘁𝗶𝗼𝗻: Creating and executing campaigns to build brand awareness and generate leads.

5️⃣ 𝗣𝗿𝗼𝘀𝗽𝗲𝗰𝘁𝗶𝗻𝗴 𝗮𝗻𝗱 𝘀𝗮𝗹𝗲𝘀: Managing discovery and commercial discussions with clients and partners to get their business.

5️⃣ 𝗢𝗻𝗴𝗼𝗶𝗻𝗴 𝗜𝗻𝗻𝗼𝘃𝗮𝘁𝗶𝗼𝗻 𝗮𝗻𝗱 𝗔𝗱𝗮𝗽𝘁𝗮𝘁𝗶𝗼𝗻 𝘁𝗼 𝗙𝗲𝗲𝗱𝗯𝗮𝗰𝗸: Gathering customer feedback and continuously adapting the product and strategies accordingly.

6️⃣ 𝗜𝗧 𝗮𝗻𝗱 𝗢𝗽𝗲𝗿𝗮𝘁𝗶𝗼𝗻𝘀: Building support systems to holistically orchestrate and manage your GTM efforts.

7️⃣ 𝗥𝗮𝗽𝗶𝗱 𝗜𝘁𝗲𝗿𝗮𝘁𝗶𝗼𝗻: Developing a method to move forward quickly, iterate and get market feedback - doubling what works and tossing what doesn’t.

🚀 Let's connect and accelerate your startup together!

Nimo Shkedy

Excited to announce the second (N)YC GTM+AI Masterclass! 🎉

📍 Same venue: Clay's NYC HQ
🕰️ Same time: Wednesday at 5:30 pm
📆 Date: November 19, in 2 weeks
👥 Same guests: YC founders, alumni, and friends
🎓 More mentors and speakers
💪 More learning & building!

👉 Sign up here: https://lnkd.in/dKXuhw7K

This event will comprise of 2 parts:
1. TED talks + Expert panel
2. Hands-on masterclasses with mentors

Agenda:
• ​5:30-6:00 pm - Snacks, Drinks, Networking
  Music by Yotam Koren 
  
• 6:00-6:45 pm - Expert panel
  Topic: Value vs Fluff in the GTM+AI space
  David Ronen (Anomalo)
  Gal Fontyn (WalkMe)
  Ajinkya Nene (Trellus (YC W22))
  John DiLoreto (Knock2.ai)
  Avishai Sam Bitton (DemandBox)

• ​6:45-7:15 pm - TED talks
  Asaf Raz (Agora):
  AI-Powered GTM: From Hype to Action
  Maya Mandelbaum (Drata):
  Building global, multi-product GTM with AI

• ​7:15-9:00 pm - Hands-on masterclasses:
  ​AI hyper-targeted lists and signals,
  ​AI revenue operations, automations, and agents,
  ​AI outreach & sequences,
  ​AI content & SEO,
  Context aware GTM engines,
  ​+ Vibe-coded apps with the amazing Shira Luk-Zilberman 

Special thanks to previous mentors + speakers, as well as friends who helped & inspired this event: Omer Shkedy Boaz Descalo Nir Sandbank Keren Milman Adir Ben-Yehuda Keenan D. Williams David Pawlan Brittany Levy Aakash Shah Boardy Gil Birnboim 🐰 Shahar Sorek Nir Goldstein Arnon Sobol Augusto Ferreira🌴 David Goecke 

CCd + Mentors and speakers I wish would join our next events: Amos Bar-Joseph Matan Zamft Osnat Lidor Omer Maman Nima Gardideh Matthew Silberman Andreas Wernicke  Tom Granot Karthiga Ratnam Jared Robin  Ofer Hermoni, Ph.D.

B2B GTM | 2x Founder | YC | MBA | Former hacker (yes, for real)

Awesome masterclass this Wednesday at Clay's HQ! 😍

📆 𝗦𝗲𝗲 𝘆𝗼𝘂 𝗮𝘁 𝘁𝗵𝗲 𝘁𝗵𝗲 𝗻𝗲𝘅𝘁 (𝗡)𝗬𝗖 𝗚𝗧𝗠+𝗔𝗜 𝗠𝗮𝘀𝘁𝗲𝗿𝗰𝗹𝗮𝘀𝘀:
https://lnkd.in/dPTNjbHD (Wednesday, Jan 21, 5:30pm)

(I'll announce speakers & mentors soon. Let me know if you have experts to nominate!)

👑 𝗖𝗿𝗲𝗱𝗶𝘁 𝘁𝗼 𝘁𝗵𝗲 𝗯𝗿𝗶𝗹𝗹𝗶𝗮𝗻𝘁 𝘀𝗽𝗲𝗮𝗸𝗲𝗿𝘀 & 𝗺𝗲𝗻𝘁𝗼𝗿𝘀: 
• Asaf Raz ​Building and executing an organizational GTM engineering plan
• Maya Mandelbaum ​AI for enabling partnerships + A Hands-On Growth Workshop From Insight to Income
• Avishai Sam Bitton ​AEO mastery
• Shira Luk-Zilberman ​Vibe Coding Apps with Base 44
• Ajinkya Nene ​Building products with AI to compete with giants
• Gal Fontyn ​Org-wide AI project strategies for executives
• John DiLoreto ​Evaluating AI in GTM: Separating Real Revenue Economics Value from Fluff
• David Ronen ​Building context-aware GTM automations
• Randall Bennett ​Expert prompt-writing for agents and chats

💡 𝗔𝘄𝗲𝘀𝗼𝗺𝗲 𝗽𝗲𝗼𝗽𝗹𝗲 𝘄𝗵𝗼 𝗶𝗻𝘀𝗽𝗶𝗿𝗲𝗱 𝗮𝗻𝗱 𝗺𝗮𝗱𝗲 𝘁𝗵𝗶𝘀 𝗽𝗼𝘀𝘀𝗶𝗯𝗹𝗲:
Gil Birnboim Lior Meitar Boaz Descalo Andreas Wernicke Matthew Silberman Omer Maman Nima Gardideh Aakash Shah Adam Alpert Tom Granot Gil Dabah Tom Mes TJ (Tsion) Gonen Amit Yampolsky 🎏 Shoham Eckhaus Gadi Evron 

🤝 𝗝𝗼𝗶𝗻 𝘁𝗵𝗲 (𝗡)𝗬𝗖 𝗚𝗧𝗠 𝗪𝗵𝗮𝘁𝘀𝗔𝗽𝗽 𝗰𝗼𝗺𝗺𝘂𝗻𝗶𝘁𝘆:
https://lnkd.in/d2Drua36

It took me 7 years to hit $2M a year

Today I understand: I was learning too slowly

Homeland security sales cycles drag on for 12–24 months and many end up closed lost

It was part miracle, part design that we survived long enough to get traction

So now, I pivoted to B2B software and services - what a relief 😎

But even in B2B, here’s how to move faster:

𝟭. 𝗧𝗮𝗹𝗸 𝘁𝗼 𝘆𝗼𝘂𝗿 >𝗺𝗮𝗿𝗸𝗲𝘁<, 𝗻𝗼𝘁 𝘆𝗼𝘂𝗿 𝗱𝗮𝘁𝗮.
↳ Volume is too low to wait for A/B tests that yield 5% improvement
↳ Five real conversations beat 5000 clicks with 0.1% conversion
↳ You’ll learn more in a week of calls than a month of dashboards & guesswork

𝟮. 𝗧𝗿𝗮𝗰𝗸 𝗽𝗿𝗼𝘅𝘆 𝗺𝗲𝘁𝗿𝗶𝗰𝘀.
↳ If deals take months to close, find leading indicators.
↳ Second meetings. Proofs of value.
↳ Those tell you 𝘯𝘰𝘸 if you’re building something people want.

𝟯. 𝗧𝗿𝗮𝗰𝗸 𝗽𝗮𝗰𝗲, 𝗽𝗹𝗮𝗰𝗲 𝗯𝗶𝗴 𝗯𝗲𝘁𝘀.
↳ Write down every hypothesis. Record every experiment.
↳ The faster you learn & adapt, the faster you move.
↳ Place bets that can have dramatic outcomes, not single digit improvements.

You don’t grow by doing more of the same.
You grow by learning & adapting faster.

Speed & magnitude of iteration is everything.

Inspired by Eytan Levit & David Katz's podcast episode (from 10 years ago!) about placing big bets + tips from YC, Ron Binder, Gil Dabah, Adir Ben-Yehuda, Erez Moscovich, Tobia De Angelis, Rob Snyder and Logan Gott 

--

P.S: I have space for 2 startups this month, to remove guesswork from their lead gen efforts

Using "PMF sprints" - a method I perfected while working with 30+ seed/A B2B startups

Want to learn the method? Book a meeting from my profile (it's free)

Want to see the best GTM+AI practitioners in NYC show their best work? 👇

Today's amazing mentors:

Asaf Raz on ​​building and executing an organizational GTM engineering plan

Maya Mandelbaum on the path from insight to income: A hands-on growth workshop

Avishai Sam Bitton on ​AEO mastery

Shira Luk-Zilberman on vibe coding apps with Base 44 (CC: Lior Meitar + Ofer Hermoni, Ph.D. @)

Ajinkya Nene on building products with AI to compete with giants (CC: Kaushik Tiwari + Beeri Amiel)

Gal Fontyn ​on org-wide AI project strategies for executives

David Ronen on building context-aware GTM automations

John DiLoreto ​on evaluating AI in GTM: Separating real revenue economic value from fluff

Randall Bennett on expert prompt-writing for agents and chats

---

In case you missed this event -

👉  𝗦𝗶𝗴𝗻 𝘂𝗽 𝘁𝗼 𝘁𝗵𝗲 𝗻𝗲𝘅𝘁 𝗚𝗧𝗠+𝗔𝗜 𝗺𝗮𝘀𝘁𝗲𝗿𝗰𝗹𝗮𝘀𝘀: https://lnkd.in/dPTNjbHD

and join us on Wednesday, Jan 21, at Clay's office

Speakers & mentors on my wishlist: Jared Robin Amit Yampolsky 🎏 Nima Gardideh Andreas Wernicke Amos Bar-Joseph Matan Zamft Ron Binder Omer Maman Matthew Silberman Karthiga Ratnam 

💡 𝗪𝗵𝗼 𝗲𝗹𝘀𝗲 𝘀𝗵𝗼𝘂𝗹𝗱 𝘀𝗽𝗲𝗮𝗸 𝗮𝘁 𝗼𝘂𝗿 𝗻𝗲𝘅𝘁 𝗺𝗮𝘀𝘁𝗲𝗿𝗰𝗹𝗮𝘀𝘀𝗲𝘀? Let me & them know in the comments :)

Last month, I ran a campaign I was 𝘴𝘶𝘳𝘦 would crush it.

Tight copy. Perfect audience. BUT: No results.

I was baffled. What am I going to do now?

That’s when I realized something many founders miss:
𝗗𝗮𝘁𝗮 𝘁𝗲𝗹𝗹𝘀 𝘂𝘀 𝘄𝗵𝗮𝘁 𝗵𝗮𝗽𝗽𝗲𝗻𝗲𝗱. 𝗜𝘁 𝗻𝗲𝘃𝗲𝗿 𝘁𝗲𝗹𝗹𝘀 𝘂𝘀 𝘄𝗵𝘆.

And that’s the trap I see so many founders fall into:

We stare at dashboards, trying to decode why one version wins and another flops.

But those numbers seldom tell us what we should do next.

So if you’re stuck in that loop, stop running “yes/no” experiments.
✅ Click / ❌ No Click
✅ Reply / ❌ No Reply

Instead, talk to 5 customers.
Say the same message out loud.
Watch how they react.

You’ll learn more in an hour of conversation than in a month of A/B testing.

This week, an investor in 500+ startups told me 95% of B2B founders fail at GTM.
 
Here's what he sees in the 5% who succeed:
 
𝟭) 𝗧𝗵𝗲𝘆 𝗵𝗮𝘃𝗲 𝗮 𝗹𝗮𝘀𝗲𝗿-𝘀𝗵𝗮𝗿𝗽 𝗜𝗖𝗣
 
Not "CFOs at enterprise companies."
 
CFOs using Stack X, tried Solutions Y and Z (heard about them from Channel Q), failed because of Problems A, B, C.
 
If you can't describe your ICP in one breath with this level of detail, you're guessing.
 
𝟮) 𝗧𝗵𝗲𝘆 𝗱𝗼𝗻'𝘁 𝗳𝗶𝗴𝗵𝘁 𝘁𝗵𝗲𝗶𝗿 𝗳𝗶𝗿𝘀𝘁 𝗸𝗻𝗶𝗳𝗲 𝗳𝗶𝗴𝗵𝘁 𝗮𝗹𝗼𝗻𝗲
 
Some founders are naturally good at GTM. Others are really well connected.

With B2B buyers already confused by the competition and still having sky-high expectations, GTM is a knife fight. Founders play in hard mode from day one.

Good founders who aren't experienced with knife fights get coaches or expert fighters, or both.

(Note: For proper founder-led sales, founders still need to lead. They keep ownership and accountability, and manage their coaches / experts while getting their own hands dirty too)
  
𝟯) 𝗧𝗵𝗲𝘆'𝗿𝗲 𝗵𝗮𝗰𝗸𝗲𝗿𝘀 𝗮𝗻𝗱 𝗵𝘂𝘀𝘁𝗹𝗲𝗿𝘀 - 𝘄𝗵𝗼 𝗹𝗶𝘀𝘁𝗲𝗻
 
They find tricks to get to the right people. They read between the lines in every conversation.
 
They don't pitch. They don't get "happy ears." They don't fall in love with their solution.
 
They're IN the conversation - curious, wanting to help, but staying ready to adapt and open to learn what they got wrong.
 
---

P.S: I learned GTM solo. I made it work. But there was a shorter, better way.

Now, I get help to achieve my goals.

Expensive? Yes. Always works? No. Worth it? Absolutely.

If you're a funded B2B founder and want to talk GTM - book a quick meeting from my profile.

Roman Hipp

BetterContact

Co-Founder & Growth

Amazon

Business Development

charles

Business Analyst & Expansion

Moss | All-in-one spend management

Customer Success

BlackRock

Spring Week

Building BetterContact | Helping early-stage B2B SaaS companies with insights & ready-to-use templates

Currently building BetterContact, a B2B SaaS that aggregates various data sources to find and verify any email and mobile phone number.

Growth Co-Founder

Big news! On 4th Dec, we (BetterContact) will be co-hosting a GTM Christmas Party together with Clay in Berlin

Clay has been a great partner (we’re happy users ourselves), so we decided to together organize a GTM Christmas Party!

We’ll be discussing workflows, allbound, and a lot of other exciting topics - link to the event is in the comments.

Looking forward to meeting a lot of familiar (and new) faces in person!

P.S. thank you Nicolas and Taimoor for organizing this!

Building BetterContact | Helping B2B companies win outbound through more and better contact data

The last 3 months have been our strongest so far for BetterContact (+113.9% growth), and this time, we finally have a better understanding why:

1. The amount of times we get mentioned by happy customers has skyrocketed (⅔ new customers come through a referral)

2. We’re now far more deeply integrated into the Martech ecosystem (almost every major player in that space integrated our data in one way or another)

PS: there are some new big partnerships on the horizon

3. A lot happened on the data verification frontier, and people seem to especially love the improved accuracy on the phone side (as: more connects -> more conversations -> more revenue opps)

4. Significantly improved product performance due to a more robust infrastructure & error handling capabilities (100% uptimes in the last 60 days)

Our biggest challenge remains pushing churn below the 10% mark (it’s edging that for a while now).

While it won’t be an easy one, we put a lot of work into our Q4 roadmap, so we’re confident to get there EOY!

In October, BetterContact reached sub-10% customer churn for the first time, after battling with >25% churn waves. While still not optimal, it’s one of my proudest moments since we launched 26 months ago.

The difficulty of this astronomically high churn was that we’d win a new customer, only to watch an existing one leave.

So we *needed* to make it our #1 priority - here’s what we did:

1. PARTNERSHIPS & INTEGRATIONS

Over the last months, we partnered with tons of great companies:

- Outreach tools (Instantly, Smartlead, Saleshandy, Lemlist, Reply, et al.)
- CRMs (Hubspot, Breakcold)
- No-code tools (Clay, Zapier, Make)
…and many more

As many already use these tools, a seamless integration with them allows for using our product more easily. 

And as we’re going where the user already is, it decreases friction & churn.

(there are many more exciting partnerships in the pipeline!)

2. STRONGER PRODUCT

We didn’t only add 10+ new data providers, but also invested a lot in:

- Mobile phone verification, including geo-/name matching & activity scoring
- BetterAI, our algorithm to find the best provider sequence based on lead characteristics
- Stronger infrastructure & error handling capabilities, leading to better uptimes & enrichment times 
- Country-specific improvements to deliver better data to specific markets

We’ve seen a lot of users that rigidly compared our data with other solutions, and became customers after.

3. CO-MARKETING & EVENTS

Partnering & doing cool stuff together with brands our users already love drives a lot of brand advocacy - also, I’ve met a lot of great people in the space through that.

I can’t wait for our first ‘real-world’ get together at the Clay x BetterContact GTM Christmas Party in Berlin on 4th December! 

Our next big goal is approaching 5% churn - tough challenge in this market, but there’s a few things around the corner that make us confident to get there soon!

A few months ago, I asked myself: out of 100,000 'verified' emails, how many actually belong to the right person? Result? Only 74%.

(we tested that through email signatures, direct responses, and social scraping)

The reason this happens is that most email finders use a simple pattern-matching algorithm.

For example:

To find the email of Jason Fischer, they try things like j(.)fischer(@)company(.)com… 

Until there is a positive signal suggesting it’s a valid email.

But here’s where it gets tricky (and risky):

That “valid” email might belong to John Fischer, not Jason Fischer.

(Jason joined the company later and got jo(.)fischer(@)… instead.)

The result?

The outreach message lands in someone else's inbox.

In the end, that only results in wasted effort & damaged trust (and probably marking you as spam). Check the screenshot.

That’s why we at BetterContact stopped relying on pattern-guessing alone.

Instead, we shift more and more towards verified databases. 

This ensures the emails we find are actually the *right * email, not just a valid one.

Are you using pattern-generating email finders only? 👇

Last month, I spoke to an European agency owner who just hired 3 cold callers but is having trouble scaling cold calling with traditional data vendors (or ‘their existing setup with Zoominfo/Apollo’). Here’s what their problem is:

1. They use a mix of Apollo and ZoomInfo. Their connect rates are <7%. As they pay their cold callers a decent hourly base wage, the time it takes them to dial the 90% non-connecting numbers leads to significant fixed costs + low productivity.

2. Their cost on data is exploding. They average $0,3/enriched number - which is not bad. However, their cost/connect is at +$3 (due to unusable numbers). This discrepancy & the resulting ‘hidden costs’ are driving them nuts.

3. As Apollo/ZI are US providers, they often get +1 (US) numbers for their European leads, which they can’t call due to high fees (and it's not the right person anyways). This adds another layer of costs for unusable data.

Here’s how we helped them solve it:

1. We do proper activity scoring, which analyzes if the number has been recently active and picked up calls. If not, we don’t push it back and treat it as invalid.

2. As they’re an outbound agency, we put them on an agency plan, so 30% discounted ($0,28/verified number). This allows for good margins, as providers such as Lusha ($0,9/number) or Kaspr ($0,5) are not feasible at scale.

3. We conduct line type & geography checks, making sure that the number’s country code actually matches where the lead is localized.

They have just been with us for a months already & here are some stats they shared:

1. Connect rates average 19%. Their callers are now able to do more than double the conversations they were able to do before. This does not only lead to more booked demos, but just happier callers in general.

2. As they are on agency pricing, they average $0,28/enriched number. Considering their connect rates, their cost/connect decreased by ~60%.

3. Their non-EU dials (+1 etc.) for their European-only leads were driven to near 0 (we’re working on eliminating that completely).

What is your cold calling stack?

🎄Only 14 more days to go until the Clay x BetterContact GTM Christmas Party in Berlin, can't wait to see you there!

View event: Clay x BetterContact GTM Christmas Party (Berlin)

Clay x BetterContact GTM Christmas Party (Berlin)

Even after 1000’s of Google meets & scaling BetterContact to a 7-figure ARR business, I never *really* talked to someone in ‘real life’ about what we do & the sales tech space in general 

Last week, however, I met one of our earliest customer quite randomly, which was one of the coolest experiences of that journey so far.

10x more personal than talking to someone on a Google Meet, and just… better.

That’s why I’m even more excited that in December, there will be an opportunity for many more of these ‘real life’ conversations.

Because on the 4th, we’re co-hosting a Christmas Party in Berlin together with Clay.

Very excited for this one as it’s the first SaaS event that I’m attending (and at the same time, the first one that we’re co-organizing).
 
Hoping to see as many familiar & new faces as possible (I'll put the link to the event in the description)!

🎄Only 8 more days to go until the Clay x BetterContact GTM Christmas Party in Berlin, can't wait to see you there! (link to sign up below)

The reason why most outbound campaigns fail is that they are built in the Red Ocean: targeting the exact same leads everyone else does. The Blue Ocean is where teams win these days.

Here’s why: legacy providers like Apollo, Zoominfo & Lusha only cover 30–60% of your TAM.

(i.e. you'll only get 30-60% valid emails & mobile numbers)

Means what?

Literally everyone else, including your competitors, gets the access to the same 30-60% of your TAM. So you end up competing with EVERYONE for the attention of the exact same leads.

Meanwhile, there's the Blue Ocean.

In outbound, 'Blue Ocean' doesn't have to mean a new, bigger market.

It can simply mean covering 20-30% more of your existing TAM, and going after the 'untouched' leads almost no competitors can find.

It’s the same market you already target, just the part no one else can reach.

At BetterContact, by working with 20+ data providers, we've built the tech to find, score, and verify contact data others miss (25–30% 'untouched leads').

This gives you bigger TAM coverage, higher connect rates and better results... Without ever diluting your ICP (the greatest sin of outbound).

Outbound isn’t broken. You're just fishing where everyone else is fishing too.

You can…

🩸 Keep fighting for 'leftovers' in the Red Ocean
💧 Or swim in the Blue Ocean, where others can’t

The 'outbound death zone' is probably the reason why most companies doing cold outreach shine at first, but fail miserably after & say 'outbound is dead' 

To better explain what I mean, here’s a real breakdown of the figures for a unicorn company that came dangerously close to getting stuck there:

𝐏𝐑𝐎𝐁𝐋𝐄𝐌

They used a mix of Apollo & ZoomInfo to break into the European market. High ACV, small TAM.

Their list building/lead sourcing process is rock solid and is based on 1st party intent data.

However, using Apollo and ZoomInfo, they found less than half of valid mobile numbers of these prospects for their sales teams.

This pretty quickly placed them in the middle of the ‘outbound death zone’ process: ICP dilution

As they did not have enough dials for their sales team anymore, and in order to hit quota, they were forced to also prospect leads which were not exactly matching what they initially agreed on as ICP.

Here are their numbers for a recent micro cold calling campaign they did:

Total dials: 1400
Conversations: 217
-> connect rate: 15.5%

Meetings scheduled: 17
Closed Won/Lost: (no data yet)

The problem is that the initial list that they built had around 3.000 leads.

So they were not even able to reach half of their list.  

𝐒𝐎𝐋𝐔𝐓𝐈𝐎𝐍

So here’s how we helped them to solve it:

The big goal was TAM maximization.

We ran the 1.600 non-reachable through BetterContact, and found additional 750 verified mobile numbers, so 25% extra to their previous enrichments with Apollo and ZI (totals to 72% found) .

Extra dials: 750
Conversations: 174
-> connect rate: 23.2% 

Meetings scheduled: 15 
Closed Won/Lost: (no data yet)

𝐑𝐄𝐒𝐔𝐋𝐓𝐒

Just by using BC, they had an additional 174 actual conversations with their ICP, and 15 additional meetings booked.

Looking at their high-five figure ACV, we’re looking at an additional ~$750k in high-quality pipeline.

Considering previous campaigns they ran, and their meeting-to-closed won ratio, they will most likely hit their target for this micro campaign. All because they squeezed out that 25% extra reachable ICP coverage.

I was convinced we’d already tested every good contact data provider - but last week, one of our top customers challenged us to test one  we didn't know yet for the BetterContact waterfall

After testing their data thoroughly, the provider was able to add 0,4% valid numbers to our mobile phone finder waterfall.

Considering we already have 20+ providers in the mix, it was quite a pleasant surprise!

(good reminder to listen to your customers!)

So apparently, hidden gems still exist… and now we want more, to help us squeeze out every last % of valid data.

That's why we're putting out a bounty of $1k for everyone that points us to a data provider that adds to our current valid output by at least 0.5%, and which we will ultimately make part of our waterfall - please reach out! 👇

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Roman Hipp

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