Stackwise

12

Demos booked

6wk

Time to results

40%

Increase in win rate

The challenge

Stackwise had a product that enterprise buyers wanted, but no systematic way to reach them. Their outbound was entirely founder-led — James was sending cold emails manually, personalising each one by hand, and burning four hours a day doing it. The pipeline was unpredictable. Some weeks brought two conversations; other weeks brought none. There was no ICP document, no messaging framework, and no CRM to track what happened after a reply came in.

What we built

We started with two weeks of ICP research — interviewing existing customers, auditing the deals that had closed, and mapping the firmographic and behavioural signals that predicted a good fit. From that work we produced a two-page ICP brief that James's team still uses as the source of truth for every targeting decision.

With the ICP defined, we wrote a five-step cold email sequence focused on one pain point: the cost of manual procurement workflows at scale. Each email was built around a specific trigger — company size crossing a threshold, a hiring spike in operations, a recent funding round. We layered LinkedIn touchpoints between emails three and four, and scripted a short voicemail for step five.

Finally, we set up HubSpot from scratch — lifecycle stages, deal pipeline, sequence enrolment triggers, and a weekly reporting dashboard so James could see what was working in under ten minutes.

The results

The first sequence went live in week three. By the end of week six, Stackwise had booked twelve qualified discovery calls — more pipeline than the two previous quarters combined. Three of those calls converted to paid pilots within ninety days.

James told us the most valuable output wasn't the meetings — it was the ICP clarity. "We now know exactly who we're selling to and why they buy. That's changed how we pitch, how we onboard, and how we think about the product roadmap."