Canada · Digital agency
Vested In You
A new government program, and nobody to promote it
AI CompaniesProfessional ServicesBooked meetingsBuilt brand awareness
179
Interested replies
12 months
Engagement length
$750K+
Pipeline sourced
◇ Case study · Co-working software
OperationsTech
Optix.
Optix sells operations software to co-working operators — specifically the ones running up to twenty spaces, which is a small and precisely bounded population.
The brief was as much about method as meetings: build the qualification in Clay, test the angles properly, and document the system so the team could run it after we left.
◇ Snapshot
- The brief
- Reach a narrow audience of co-working operators, and leave behind a documented outbound system.
- Who they needed to reach
- Operators running up to twenty co-working spaces.
- Market
- Canada and North America.
- Channels
- Cold email.
- Timeline
- Eight months, 2025 to 2026.
124
Interested replies
20
Messaging angles tested
8 months
Engagement length
Before
- An audience too narrow to guess at
- No master list of qualifying operators
- Deep Clay work needed, and nobody in-house to do it
- No documentation of what had been tried before
After
- 124 interested replies
- A Clay-built master list of qualifying operators
- 20 angles tested down to three winning assets
- The system and its learnings documented for the in-house team
◇ Challenge
The challenge
Optix wanted to reach out to a niche audience. Co-working space operators that run up to 20 spaces. They needed someone who understood outbound and how to use Clay with deep expertise. They also wanted a vendor who would build the outbound system for them and document all learnings along with the process.
◇ Approach
Qualify hard, then test twenty angles.
- 01
How we ran it
We decided to build a robust Clay table that can identify and qualify co-working space operators. This allowed us to build a Master List of all potential operators. After this was done we needed to experiment with messaging and different offers. We tested 20 different angles and eventually landed on three winning asset/lead magnet. We would then rotate those in the sequence until a positive response was generated.
◇ Results
Twenty angles in, three that worked.
The engagement produced 124 interested replies from a deliberately narrow audience of co-working operators.
Getting there meant testing twenty different angles and keeping three. Those three lead magnets now rotate through the sequence until one earns a positive reply — and the whole system, including what failed, was documented for the in-house team.
Is your audience too narrow to guess at?
Book a 30-minute audit →◇ In their words
“Great work team, and appreciate your recommendation on the new approach. Let's double down on this approach”
Kia Rahmani · Co-Founder
◇ Let's talk
Want the qualification done properly before the sending starts?
We build the master list, test the angles, and hand over a documented system your team can run. Thirty minutes to scope it.