Demand House

Founder

MASS

Analyst working on defence projects in collaboration with US Gov and Applied Physics Laboratory.

Analyst

Engineer across design, construction, commissioning and operations.

Engineer

CEO @ Conversion House 🏠 | On-demand design for small SaaS marketing teams so they can launch faster, position better and convert more.

Are you a SaaS / tech startup between $500k and $3M ARR with high retention, but low ARR growth?

If the answer is yes, then acquisition is the bottleneck. 

If we dig a little bit deeper, it's because you don't have a system for generating consistent pipeline.

In other words, you're too dependent on referrals and inbound (Spoiler: Hope is not a strategy).

The solution? Allbound:
→ Hyper-targeted outreach fills pipeline today.
→ Scroll-stopping content fills pipeline tomorrow.
→ Together, results multiply.

Want to learn more about allbound?
→ Visit my website: https://www.demandhouse.agency/
→ Subscribe to my newsletter: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7307333213792665600
→ Subscribe to my YouTube channel: https://www.youtube.com/@demand-house

Joe Wheatley

2025 reflections and plan for 2026

1️⃣ 2025

Marketing
↳ 0 → 3k+ LinkedIn followers
↳ 0 → 300+ newsletter subscribers
↳ 0 → 25 podcast episodes on YouTube

Network
↳ Built relationships and become friends with amazing founders, CEOs and GTM leaders across B2B SaaS

Social proof
↳ Worked with 4 x $5M+ ARR SaaS companies
↳ Worked with 10+ $1M+ ARR B2B companies
↳ 27 five-star Google reviews

Business
↳ Pivoted from websites → content → GTM

Who we help
↳ B2B SaaS from ~$500k ARR and up

2️⃣ 2026

Marketing
↳ 3k → 6k+ LinkedIn followers
↳ 300 → 1k+ newsletter subscribers
↳ 25 → 60 podcast episodes

Network
↳ Network better, give more
↳ Go deeper in the GTM communities I am already part of
↳ Potentially launch a startup GTM community (for those who aren't mature enough to work with us)

Social proof
↳ 10+ outbound case studies
↳ 50+ five-star Google reviews

Business
↳ $60k MRR
↳ 2 new clients per month
↳ 100% retention

Who we help
↳ DIY outbound consulting for startups with sub-5 person sales teams (under $2M ARR)
↳ DFY outbound systems for B2B SaaS with 5+ sales reps ($3M+ ARR)

Biggest Change from 2025 to 2026:
- We’re qualifying out unvalidated startups (pre-$1M ARR).
- You cannot guarantee results if they’re unproven.
- You can do everything right, but at the end of the day, if the founder isn’t made of the right “stuff”, nothing will save them.
- If you have social proof (which we do now), leave the brokies behind.

Onwards 🚀

Outbound systems for $3M+ SaaS | Trusted by Warmly, Summize, Coefficient & more | 27 x 5-star reviews on Google | Founder @ Demand House

J.Y Delmotte bootstrapped BuddiesHR to $43k MRR. But how exactly did he do it?

No. 1: He took advantage of being early to the Slack Marketplace.

He built up 700 customers, stacked reviews and now competitors are too far behind to catch up.

Slack is now their #1 source of signups.

Next biggest source is SEO.

Jean-Yves developed a real passion for culture and employee engagement while running his previous startup, PaletteHQ.

And he was living by example → No one left in two years.

Now he creates content derived from topic clusters, closely aligned with the product and what users want to know.

If it starts ranking, he optimizes.
If it drives traffic but is vanity, he kills it.

He’s also getting customers from Reddit and LinkedIn.

Two powerful lessons from J.Y. here:

1. Being early and riding a wave is a good strategy (if you’re confident the wave will get bigger). Similar to Warmly with nametags. Build on someone else’s wave (Zoom for Warmly, Slack for BuddiesHR), get in early and you’ll be miles ahead by the time everyone else catches on. We’re seeing this now with Clay / GTM agencies.

2. Choose channels that fit your own style. SEO works for BuddiesHR because they’re good at it. Podcasting works for me because I like talking to people. Pick channels you can actually win at.

But the most important thing you can learn from Jean-Yves:

“Ship code and talk to users” 😉

If you're looking for a fresh pair of eyes on your GTM strategy going into 2026 and already dreading Q1, DM me.

In under 2 hours, I’ll review your GTM system and give you the 3 growth levers you should focus on next.

No sales pitch. Just honest advice that will move the needle.

DM me - I’ve worked with 4 × $5M ARR SaaS businesses in 2025 alone (plus 10+ at ~$1M ARR), building GTM systems that book demos.

Frank Sondors 🥓 (Founder of Salesforge.ai 🔥) is booking 500 demos per month by dogfooding

He’s solving a real problem:
- Sales reps are split across too many tools → forced to stitch workflows together and deal with unnecessary complexity

And he has a solution:
- An apple-like experience for sales teams

How:
- Mailforge, Primeforge, Infraforge and Warmforge for infrastructure & deliverability
- Leadsforge for finding leads (larger DB than Apollo)
- Salesforge for outreach execution (LinkedIn + email)
- The suite integrates together seamlessly giving you an 'apple-like' experience

Proof of value:
- Forge has a huge TAM (sales teams worldwide)
- They're dogfooding with 250 domains and 500 inboxes
- A sh*t ton of email & LinkedIn outreach (and they’re adding a dialer in 2026)
- Booking 500 demos per month

And before you assume that with this number of inboxes they’re just spamming the TAM - watch the full episode.

Frank used to lead sales teams of up to 100 people. At the end of the show, we actually talked tactics and that there's an unreal amount of gold there

Frank is an absolute authority on building sales teams & outreach and the results speak for themselves.

Will you be bringing home the bacon 🥓 like Frank in 2026?

P.S. They went from 0 to $3M+ ARR in less than 12 months (so clearly, they are very good demos)

Use the same tiering system as Clay to break into mid-markets / enterprises in 2026:

1 / Account-Fit
- Determine what high vs low account fit looks like (make it binary)
- Firmographics should be a must (for high-fit)
- Technographics should be a minimum of N1
- News, trends and signals should be a minimum of N2

2 / Buyer Personas
- Determine buyer personas at decision-maker, champion and end-user level

3 / Engagement
- Determine what strong vs weak engagement looks like
- Things like inbound activity (form fills, webinar / event attendance)
- Website visits
- Social engagement (likes, comments, etc)

4 / Build Tiering System

Tier 1 - High Account Fit + Strong Engagement
- Website leads → Freckle enrichment → Tier 1 sequence
- Social engagement → Freckle enrichment → Tier 1 sequence
- Put your best reps on Tier 1 (when they run out of leads, move to Tier 2)
- Marketing is responsible for generating Tier 1 leads

Tier 2 - High Account Fit + Weak / No Engagement
- From defining what high-account fit (HAF) looks like, you should break your TAM into N high account lists (lists should be small enough so that scripts feel relevant and 1:1)
- HAF List → Freckle enrichment → Tier 2 sequence
- Put your next best reps on Tier 2

Tier 3 - Low Account Fit + Strong Engagement
- From defining what low-account fit (LAF) looks like, you should break your TAM into N low account lists
- LAF List → Freckle enrichment → Tier 3 sequence

Tier 4 - Low Account Fit + Weak / No Engagement
- Do not outreach

5 / Determine Sequences
- For Tier 1 and 2, something like: cold call, email, LinkedIn connection request, cold call, email, LinkedIn message, cold call, email
- Tier 1 will go to Tier 1 sequence (Tier 1 messaging)
- Tier 2 will go to Tier 2 sequence (Tier 2 messaging)
- Tier 3 can be sent to Instantly for email-only sequence like: email, email, email

Of course all of this assumes you have found message-market fit.

If you haven't, you need to validate.

P.S. Recommend you build a visual matrix

Warmly,

Community Marketing Manager

Senior SDR

Used by Orum, J.P. Morgan, New Relic, Aligned, Arc, Sendoso, Seamless, and Sardine
We combine Clearbit, Demandbase & Bombora Intent, AI Chat, Live Chat, and Auto-Sequencing under 1 roof for Sales and Marketing teams.

Sales Development Representative

Mailshake

SDR at Warmly,

Always willing to learn, very creative mind, open to new experiences, 2nd year in sales!

Before starting in sales, I worked as a community manager and I have experience in social media. 

Fun fact: I used to be a teacher in China :)

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Joe Wheatley

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The Battle

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Lina Castano

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Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Joe Wheatley's LinkedIn Performance

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