Sortly.

Sortly sells inventory software and had grown on inbound alone — until inbound flattened. Their next buyers were field-service operators: contractors, HVAC firms, pool-service companies, the businesses that lose money to stock they cannot find.

We stood the outbound channel up from nothing — the sending infrastructure, the qualified account list and the offers — then handed interested replies to an SDR who booked the account executive.

◇ Snapshot

The brief: Activate outbound as a second channel after inbound growth plateaued.
Who they needed to reach: Owners and operations leads at field-service businesses — construction, HVAC, pool service.
Market: United States.
Channels: Cold email and cold calling, with SDR follow-up.
Timeline: Sixteen months, 2024 to 2026.

$225,000

Pipeline sourced

Meetings booked

Qualified opportunities

Before

Growth had plateaued on a single inbound channel
No outbound infrastructure to send from
No qualified list of field-service accounts
No offer written for a buyer who had never heard of them

After

$225,000 in pipeline sourced
50 meetings booked
30 qualified opportunities
A second channel running alongside inbound

◇ Challenge

The challenge

Sortly had built a strong inbound engine and experienced rapid growth in recent years. However, they reached a growth plateau and needed support to activate their outbound channel. This included developing the right infrastructure, building high-quality prospect lists, and crafting compelling messaging and offers.

◇ Approach

Build the list, then earn the reply.

01
How we ran it
The strategy began with scraping Google Maps to identify businesses in specific field-service industries such as construction contractors, pool services, HVAC, and similar sectors. We then used Clay to enrich the data and further qualify the accounts. Outreach was conducted via cold email, offering value-driven CTAs such as a demo, inventory audit, or an educational ebook—using pain-focused messaging tailored to each segment. Once a prospect expressed interest, an SDR followed up directly to book a meeting with the Account Executive

◇ Results

A second channel, running.

Outbound produced 50 booked meetings, 30 qualified opportunities and $225,000 in sourced pipeline across the engagement.

The offer did the work. A demo asks for a decision; an inventory audit or a segment-specific ebook asks for a conversation, and it was those that turned a cold field-service list into replies the SDR could work.

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◇ In their words