Olivier Tytgat 🪖

Co-Founder & Head of Sales

Outbound Catalyst

In short: Outbound Catalyst designs, develops, and implements/operates B2B revenue machines for tech companies. If you want specific details, just reach out. We are a full stack growth partner for your SaaS business. 

Current customers: 
- Robaws (february 2024-present)
- Robovision (march 2024-present)
- Kadonation (juli 2024-present)
- NoCode-X (sept 2023-present)
- Docbyte (may 2023-present)
- Some undisclosed 

Past customers: 
- EMAsphere (CRM audit and outbound validation, 2 months)
- Leexi.ai (Head of Sales as a service, 6 months)
- Butterfly.ai (EU market validation, 6 months)
- TIMi.eu (setting up an enterprise SaaS selling motion & validation, runtime: 6 months)
- MyMove (full cycle AE, founding AE; 18 months)
- Ingenix (advisor to founder on lead gen & commercial topics)
- SalesArchitects (co-founder, 20 months)
- SalesNote (co-founder, 16 months)

Check the website for more details or contact me directly.

Founder & CEO

Clay

Certified Product Expert

NoCode-X

The first completely secure no code platform for creators. 
NoCode-X focuses on reusability so you can build digital products in days instead of months.

GTM Advisor & Operator

MyMove

Enabling car rental companies, car dealers, and corporates alike to offer an end-to-end digital fleet sharing experience to their users. Either in an open fleet setting that’s accessible by third parties (car rental) or in a pure, closed fleet only accessible by people within a closed network (car-sharing) .

MyMove provides all the technology to have your fleet connected and therefore shared: in-car keyless technology, mobile-app for the end-user, mobile payments (credit cards) in-app, platform & dashboards for the fleet manager(s) and the possibility to integrate with your current systems. All supported with a 24/7 customer support (in-app) for your people/customers for extended live support, whenever, whatever. MyMove, leads the way.
What I'm involved in: 
- managing the outbound process to prospect our target audience
- entering new (European) markets
- direct report to CEO
- lead the outbound efforts towards mid market and enterprise customers
- book and lead meetings with key stakeholders as to identify a valid business case
- following up and following through (super essential!)
- providing our product team with valid input
- help with the scaling and streamlining of processes 

My impact: 
- saw the team grow from 8 to 16 people
- provided product feedback to grow the product
- first sales rep to close deals and bring in money
- created traction in 3 international market (BE, NL, UK) 
- booked over 400 meetings
- advised the CRO on improvements for the outbound process --> led to me being in charge of that.
- worked closely with the CRO to improve Customer Success framework and onboarding
- worked closely with the CRO to setup lead magnets, webinars, etc. via the marketing manager
- my sales efforts contributed to closing a 3.2 million SERIES A funding round

Founding Account Executive (Intrapreneur)

SalesArchitects

Existing start of my career where I got the opportunity to help scale the company to up to 25 ongoing projects, helped implement a project management strategy, and helped multiple companies to increase their lead generation conversion rates, resulting in more revenue.
Some achievements: 
- created a Social Selling Course
- filled in the different offerings and shaped them into valuable packages
- established myself as a thought leader on sales in Flanders
- actively led a team of 5+ interns.
- set up lead magnets
- created and promoted 2 events resulting in +500 subscriptions and leads in less than 2 weeks. (one of them was paid)

SalesArchitects assists businesses in gaining organic and sustainable growth by building a structured sales plan.

We design a blueprint for your sales by challenging your business and assisting you with hands-on methodologies, creative strategies, and by assisting with implementing them. 

No guru talk, no sales talk, pure hands-on strategies which will make you a better entrepreneur and sales person!

Main industries we're active in: 
- SaaS / tech
- IT (hard- & software)
- Insurance
- Wholesale

Always open to discuss any other B2B industry as well!

Chief Sales Architect / Managing Partner

SalesNote

Amazing journey while running another company, to bootstrap this one to their first successes and key metrics. Some things I did here: 
- improved the product via a product development framework
- developed an outbound strategy generating over 5000 leads in total
- spoke with more than 250 sales professionals (from C-level to individual contributors) over 1,5 years talking about their challenges
- conducted customer interviews
- set up and managed a research study on the biggest challenges salespeople face, executed with a university student
- participated in growth trajectories at Startit@KBC and Birdhouse.
- sold the first contracts
- experimented with a lot of growth strategies and tests, quickly iterating when needed

SalesNote is the sales productivity platform to capture data during contact moments with prospect and customers. 
Capture data that is otherwise lost, enabling you to get to know your clients better and sell more!

Our mission: helping SMBs and corporates with implementing new ways of selling combined with using the right tools. Hereby creating the highest sales effectiveness possible at the moment!

My role: finding ways to boost our company in order to help as many organizations and sales professionals as possible.

Head of Growth / Managing Partner

CEO @ Outbound Catalyst | generate pipeline consistently with our revenue systems

Having been confronted with being and feeling different among mediocrity, I decided to go my own way early on. 

As a firm believer in hard work pays off, I have been able to co-launch multiple SaaS companies into the atmosphere while being a co-pilot for all things commercial. 

I have now gathered this expertise under the brand, Outbound Catalyst, where our fantastic team helps B2B SaaS companies by designing, building, and operating their revenue machines. 
Basically we help you generate pipeline consistently. 

As a full-stack GTM partner, we can help you within the following 3 areas: 
1. Data (think mapping your TAM, cleaning your CRM, keeping all data fresh)
2. Outbound Architecture (you've heard and seen tools like Clay, alternative domains, etc. -> how to go about it for your team?)
3. Outbound done for you: speaks for itself but in case it doesn't: we generate and capture demand for you software solution

Always happy to connect about business and health/lifestyle related topics and I'm pretty open to talk to.

How can you reach me?
email 📧 olivier@outboundcatalyst.com 
cold call ☎️  me via +32497893347.
or message me here on Li.

Founding Member

As a Founding Member of the Sales Hacker community, I exchanged ideas on how to provide value for the community. 

Sales Hacker is a community where B2B Sales Professionals share their experiences, best practices and exchange interesting ideas and other content.

Just logged into our Smartlead account to check on some campaigns we ran the last 2 months for our clients. 

Just amazed by the results: 

1) Campaign 1
🫂 385 contacts
📥 9.61% reply rate
🗓️ 16.22% positive reply rate
↳ 1 positive reply for every 64 people contacted

2) Campaign 2
🫂 201 contacts
📥 8.46% reply rate
🗓️ 29.41% positive reply
↳ 1 positive reply for every 40 people contacted

3) Campaign 3
🫂 26 contacts
📥 19.23% reply rate
🗓️ 20% positive reply rate
↳ 1 positive reply for every 26 people contacted

4) Campaign 4
🫂 206 contacts
📥 6.8% reply rate
🗓️ 0 positive replies
↳ We followed-up by phone and booked 5 meetings (and ongoing follow-ups) (1 for every 42 contacted)

5) Campaign 5
🫂 63 contacts
📥 7.94% reply rate
🗓️ 40% positive reply rate
↳ 1 positive reply for every 31 people contacted

6) Campaign 6
🫂 183 contacts
📥 26.78% reply rate
🗓️ 59.18% positive reply rate
↳ 1 positive reply for every 6 people contacted (⚠️!)

All this to show that: 
- Micro-campaigns work
- Cold emailing is not spam
- You don't need to have a huge tam to make this work
- Don't believe the guru's who says 1 positive reply for 250 contacted is good
- If you want to make outbound work for your company in 2025, you should definitely book a call with us. 

Not even sorry for this shameless promotion because I'm beyond proud of our team at Outbound Catalyst who are pushing everyday to give their best selves and get our clients the best results possible. 

Thanks Greg Van Lint & Louis Vandommele to make these campaigns so great and execute them 🚀 . Thanks to Borek Boelens too, our own RevOps wizard making sure everything is logged in their HubSpot so they can make such beautiful reports.  

And to finish a totally unrelated picture of me holding a phone outside my house in Portugal. Because apparently that's a thing now (or I might even have missed the hype already).

Olivier 🧪 Tytgat

Pipeline generation that actually results in net new ARR | #1 Clay Expert in Belgium & Portugal

If you want to send outbound emails using a sequencer

DON'T:
🚫 track open rates and click rates
🚫 put html in your first email (e.g. your copy-pasted email signature made by your developer or generator via hubspot)
🚫 use a sequencer that sends via forwarding
🚫 send from your main domain
🚫 use a template email with little to no variables

DO: 
✅ disable tracking (and monitor (positive) reply rates)
✅ send only plain text in the first email
✅ use a sequencer that sends via an API (e.g. Smartlead)
✅ use spintax and add as many relevant variables as possible
✅ use creative copywriting and mix it up often

What would you add?

Tech founders have been asking me how to create more pipeline without having to hire a lot of sales reps. 

Here's how you do it 👇 

You build a smart outbound machine by leveraging automation and AI (and thus relevant, useful tech). 

In order to maintain it, you need 2 key roles: 

1️⃣ A Go-to-Market Engineer: 
• Owns and maintains your revenue machine 
• Masters your CRM 
• Thinks systematically 
• Keeps the helicopter view 

2️⃣  An Inbox Manager (for volume) OR • Your AEs (for enterprise) 
• owns the follow-up process
• categorizes leads appropriately in order to start the right workflows
• spends 60-80% of their time on the phone with your target audience

That's it. That's your entire sales operation. Running this model with multiple tech founders. 

The results? More pipeline, lower costs, better conversations. 

What's holding you back from going lean?

What's the number 1 thing that will make you succeed in outbound? 

Mindset. It is the absolute belief that you can reach anyone and speak to anyone if you want to be of value to them. 

Couple of months ago, I had a very nice chat with Charles Boutens and he asked how I get into the world of outbound. 

It was actually fairly gradually because in 2019, when I came back from Romania where I did an internship and short project for a software company, I realized quickly that if I wanted to do business in Belgium, I'd need a network. 

I don't come from a background of entrepreneurs in the family, none of my close friends are entrepreneurs and so I always had these different beliefs about anything. 

Determined to find my way, I decided to pick up the phone, send emails, started connecting with people on LinkedIn. 

Obviously I made lots of mistakes but I learned from them very quickly and improved A LOT in a short amount of time. 

Continuously finding success with outbound (all kinds of) made me confident that I can help others do the same, open doors for them. 

Since then, I haven't looked back and kept improving, kept believing and just ignore all the noise around it. 

That's why I inherently believe that outbound is not dead, and it never will be. 

Our chat covered many more things of course and you can find the full podcast episode in the comments. 

Thanks again Charles Boutens for asking me such great questions and the nice conversation!

When people talk about outbound, they often give it a negative association and use words like "spamming" or "being pushy". 

This is not what outbound is about. 

Instead, outbound: 

👉  is a very accurate way of targeting specific people (like a private ads network)

👉  gives you direct market feedback regarding your offer, value props, etc.

👉  is the cheapest way to get started with acquisition (if you know how to)

👉 the fastest way to get to market in B2B (yes, pick up the phone and talk to people rather than spending 2 weeks on building a landingpage)

👉 gives you faster, cheaper, and often better results than paid ads 

👉 directs your ICP to your website 

👉 gives you full control


However, outbound isn't: 

🫸 spamming people

🫸 spray & pray 

🫸 something junior SDRs can do without playbook (+ L&D)

🫸 always easy to crack 

Outbound has a great yield most of the time. 

Even though it can sometimes take a while to figure out, it is still the most direct and accurate way of going to the market.

Your sales team's prospecting is broken. Here's how to fix it: 

1. Automate list building: 
• Properly map your TAM (pull in accounts broad) 
• Enrich & qualify against ICP (narrow it down)
• Push to your CRM (relevancy high)
• Quarterly data refresh (maintenance)

2. Set up intent monitoring: 
• Real-time triggers 
• Triggers specific workflows (e.g. call tasks) within your CRM 
=> gives your reps a daily task overview that is relevant and high intent oriented

3. Focused outreach: 
• Call first approach for high intent leads
• API sending tools 
• High-intent prioritization 
• Automated nurture systems 

Currently implementing this with several teams. 

The time savings are insane.

fix your outbound

Just had a great insight that I want to share with you and get your feedback on. 

I've heard countless times arguments that sound like this: "we have a small TAM so we need to be very personalized when reaching out so we don't burn them". 

The point is, even if you reach out to them very personalized, the chance they are interested isn't necessarily going to increase. 

And even if they do take the meeting, it doesn't increase your chances of getting a deal done (faster). 

These two things are mainly driven by timely relevancy. 

Here are 5️⃣ actions you can take to drive timely relevant outreach. 

1) Map out your TAM account (quite obvious and you probably have this done already).

2) Enrich the data for your ICP and segment them. 
↳ Pull your best customers in a Clay table and enrich them to "reverse engineer" this

3) Track signals & intent (social engagements, website announcements, headcount growth, other relevant info specifically for your business)
↳ Interview your best customers to get extra input on which data points you want to track and listen for

4) Define critical data
↳ What makes the perfect situation or when do the stars align for you to reach out to an account/lead to get the highest chance of conversion, at the highest deal value, and lowest churn. 

5) At this time, when the stars align, you'll reach out to them and have a much higher response rate. 

This actually means track your customers as much as possible, without necessarily having to engage with them. 

This will give you an in-depth customer profile and so when you get them on a call, you'll immediately stand out from the competition because you'll be able to showcase all this knowledge you've gathered about them and play that out. 

At the end of the day, if you're in it for the long run and have a small TAM, you indeed want to engage them over the long run, so why not track this history? 

There's much more context and in-depth discussions to have around this, but that's something that I'm currently working on for ourselves. 

Curious to hear questions/thoughts/etc.

What can I say? I just love scraping websites I guess... 

To an even better 2025, Clay!

p.s. actually claymaker since 2023* but on a different account back then

Getting more and more questions (or hearing FOMO) around how to leverage Clay. 

Clay for outbound is great, no matter if its ABM/ABS or more volume-based outbound. 

But, don't overlook how powerful these use cases are: 

🎯 Inbound Lead Qualification

🌈 Content creation inspiration

🆓 Free trial enrichment

🧼 CRM Hygiene

😷 Discovery call prep

🥼 Enterprise research prep

🫂 Finding ideal job candidates

What else have you used a tool like Clay for?

If you are doing ABM or ABS on a small list of accounts, you want to break up your outreach effort over multiple channels. 

Here's how to do it.

Valid email? 
✅ Email first
❌ LinkedIn?

500+ connections on LinkedIn? 
✅ LinkedIn first
❌ reach out via phone

This will help you optimize your channels and avoids waiting for other steps to be completed. 

If you get some replies coming in, great, if you don't you multi-touch them on the other channels.

Taplio

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