Company Overview

The client is a global IT solutions and consulting provider offering a full-stack portfolio across AI and machine learning, cloud computing, data analytics, digital transformation, software and web development, QA and testing, and application management. They emphasize senior-led delivery, pragmatic technology-agnostic advice, and close, outcome-focused client relationships. Their operating model blends project-based delivery with managed services to help enterprises modernize, optimize costs, and accelerate product velocity across the software lifecycle.

Challenges & Objectives

• Context: The client had strong lead flow in India but limited traction in the United States with mid-market Software and IT companies.

  
  

• Challenges:

  1. Paid performance fatigue: Previous paid ads and performance marketing did not convert into qualified US conversations.

  2. Trust gap: Low brand familiarity among US decision-makers slowed responses and stalled intent.

  3. Targeting drift: Broad audience definitions resulted in low signal-to-noise and high CAC.

• Objectives:

  1. US pipeline creation: Kickstart a predictable outbound funnel in 90 days.

  2. SQL quality: Book meetings only with decision-makers meeting predefined BANT thresholds.

  3. Revenue focus: Build an opportunity pipeline aligned to an average deal size of 10,000–40,000 USD.

Lead with staff augmentation value, speed-to-capacity, skill fit, and flexible engagement - using a hyper-targeted, multichannel outbound motion focused on US mid‑market engineering leaders.

Our Approach

ICP & Audience Design

• Industry: Software & IT product companies and tech-enabled mid‑market firms.

• Company size: 200–1,000 employees; engineering teams of 20–200.

• Personas: CTO, CIO, VP/Director of Engineering, Head of QA, DevOps/SRE Manager.

• Triggers: Hiring freezes, slipped sprints, attrition backfills, migration deadlines, vendor roll‑offs.

Pain themes

• Talent gaps: Unfilled roles in React/Node, Java/Spring, Python/ML, QA automation, DevOps/SRE, Data Eng.

• Delivery velocity: Feature backlog burn-down and release cadence at risk.

• Specialized skills on demand: Short-term niche capabilities without long-term headcount.

• Flexible cost structure: Variable capacity to manage budgets and seasonality.

• Ramp time and reliability: Faster onboarding with senior-led pods and SLAs.

• Timezone overlap & collaboration: Real-time windows with US teams; strong communication.

• Compliance & IP safety: Vendor governance, secure development practices, NDAs.

Messaging architecture

• Value props:

  1. Speed-to-capacity: Ramp 2-6 engineers in 2-3 weeks; ready-to-ship in days.

  2. Skill breadth: Full-stack, QA automation, DevOps/SRE, Data Eng, Cloud migration specialists.

  3. Quality assurance: Senior-led delivery, coding standards, measurable productivity in week one.

  4. Flexible engagement: Scale up/down monthly, transparent rates, no lock-ins.

• Offer hooks:

  1. Capacity in 14 days assessment: Map backlog to roles, propose a ramp plan.

  2. Pilot sprint augmentation: 2-4 engineers for 3-4 weeks to prove velocity lift.

  3. Backfill fast-track: Stabilize squads after attrition or leave.

• Qualification model: BANT tailored to augmentation-Budget compatibility, Authority confirmed, Need tied to open roles or deadlines, Timeline ≤ 2-6 weeks.

• Targeted email campaigns: Role-specific sequences (5 steps) focusing on delivery risk, ramp speed, and skill fit with hard CTAs.

  
  

• LinkedIn outreach: Persona-first connection notes, personalized InMails, content engagement, and nurture DMs.

  
  

• Cold calling sprints: 30-45 second openers around slipped sprints and backfill needs; immediate BANT checkpoints.

  
  

• Rhythm: 12-week sprint with weekly copy/CTA optimization and persona-level performance reviews.

  
  

• Handoffs: Clean CRM notes including persona, pain, open roles, urgency, and next steps.

Execution Plan

Email sequences

• Engineering velocity track: Ramp 3 senior full‑stack engineers in 14 days to burn down backlog; CTA: “Capacity assessment.”

• QA automation track: Cut regression time by 30% with embedded automation engineers; CTA: “Pilot sprint.”

• DevOps/SRE track: Stabilize pipelines and release cadence with on‑demand SRE capacity; CTA: “Reliability workshop.”

• Data engineering track: Accelerate data pipeline readiness with specialized engineers; CTA: “Data readiness session.”

Linkedin Outreach

• Connection strategy: Persona-specific notes referencing open roles, deadlines, or vendor roll‑offs.

• InMail themes: Speed-to-capacity, timezone overlap, senior-led pods, and SLAs; offer a pilot sprint.

• Engagement: Commenting on target leaders’ posts, sharing relevant engineering velocity insights, timely DM follow-ups.

Cold calling

• Scripts: 30-45 second openers: “Are slipped sprints tied to open roles or skill gaps? We can add vetted engineers in two weeks.”

• Checkpoints: BANT qualification plus stakeholder map validation; immediate calendar booking for qualified urgency.

Nurture Streams

• Follow-ups: Threaded replies at 3/7/14 days with micro‑assets (one‑pagers, pilot outlines, SLAs).

• Handoffs: Detailed notes on skill match, ramp plan, and next steps; calendar invites with agenda.

Executive Overview

In 12 weeks, Blueberg built a US-facing outbound engine centered on staff augmentation value and urgency. The program generated a qualified pipeline of 34 leads and secured 16 appointments - all BANT‑verified SQLs with decision-makers seeking immediate engineering capacity. With average deal sizes of $10,000–$40,000, the pipeline established momentum for sustained US market entry and near-term revenue.

Results

• Pipeline generated:

  1. Qualified leads: 34

  2. Booked SQL appointments: 16

  3. Lead→SQL conversion: 47%

     
     

• Revenue impact:

  1. Average deal size: $10,000 - $40,000

  2. Estimated pipeline value: $680,000–$1,360,000

     
     

• Velocity and efficiency (12‑week cohort):

  1. Time-to-first SQL: Median 18–21 days

  2. Reply rate (email): 12–14% across sequences

  3. Positive response rate (LinkedIn): 18–20%

  4. Call connect rate: 8–10%; SQL conversion from connects: ~20– 22%

  5. Cost per SQL: Low due to earned-channel emphasis and tight ICP targeting

Impact & Key Takeaways

• US market entry achieved with a repeatable outbound motion focused on staff augmentation.

• Sales time saved: only BANT‑qualified SQLs reached the sales team, raising win probability.

• Best-performing offers: “Capacity in 14 days” and “Pilot sprint” drove the most bookings.

• Top personas: VP/Director of Engineering and Heads of QA/DevOps showed highest responsiveness.

• Operational win: weekly feedback loops and tight ICP targeting consistently improved reply and booking rates.

Why this campaign worked

• Fit: Tight ICP and staff augmentation pain themes aligned with buyers under delivery pressure.

• Focus: Qualification rigor (BANT) ensured only urgent, budget-fit, authority-backed needs reached sales.

• Frequency: Multichannel touchpoints - email, LinkedIn, and calls - built trust quickly and maintained momentum.

• Friction removal: Clear, outcome-led CTAs, pilot sprints, SLAs, and timezone overlap reduced perceived risk and sped decisions.