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◇ Case study · Sales software
SalesTech

Airborne App.

Airborne built sequencing software for outbound agencies — a niche audience that does not sit in any database cleanly. The company was small, the resources were limited, and they needed both the plan and the hands to run it.

We researched the accounts manually, ran cold email into them, and built awareness with content and SEO alongside, so a pipeline of beta customers existed before the product officially launched.

◇ Snapshot
The brief
Build a lean go-to-market plan and execute it, including a pipeline of beta customers before launch.
Who they needed to reach
Founders and operators at cold-outreach agencies.
Market
United States.
Channels
Cold email, content marketing, SEO and landing pages.
Timeline
Six months, 2020.
$360K
Pipeline sourced
75
Meetings booked
45
Qualified opportunities
Before
  • A small team needing both the plan and the hands to run it
  • An audience no database lists cleanly
  • A launch approaching with no pipeline behind it
  • No awareness in the segment they were building for
After
  • 75 meetings booked
  • 45 qualified opportunities
  • $360K in pipeline sourced
  • A beta pipeline in place before launch
◇ Challenge

The challenge

Airborne App was a small company with limited resources. They needed a lean (yet effective) GTM plan with execution.

◇ Approach

Research it by hand, then go.

  1. 01

    How we ran it

    Cold outreach agencies are a niche segment, so we used manual research to accurately identify and target these accounts. Our outreach strategy included cold email campaigns that highlighted the specific problems Airborne solves for agencies. In parallel, we supported brand awareness through content marketing and SEO initiatives.

◇ Results

A pipeline before the launch.

Six months produced 75 booked meetings, 45 qualified opportunities and $360K in sourced pipeline.

There was no shortcut on the list: outbound agencies had to be identified by hand. That manual work is what let the campaigns name the specific problem Airborne solved for them instead of describing a category.

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◇ In their words
“"Growth Rhino was instrumental in developing and managing our GTM. We wanted to build a pipeline of beta customers before we officially launched.”
Lee Gladish · Founder
◇ Related engagements
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