Client
Date
June 6, 2025
Industry
Services
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From struggling with unpredictable lead generation to securing meetings with leading banks and communities through strategic SDR outsourcing
Trapped by Success
A promising French mobility software company had built something remarkable. With €300K in annual revenue and a team of 15, they'd created innovative solutions that banks, insurance companies, and community-based businesses genuinely needed. But success had become a trap.
The problem was clear: 100% dependency on word-of-mouth and inbound leads meant unpredictable growth. Their four-person sales team did not make cold call. For a company serving the mobility sector, where enterprise clients expect proactive, professional outreach, this was a critical vulnerability.
The stakes were rising. Without a scalable lead generation system, they couldn't:
- Capitalize on new product launches
- Expand into untapped market segments
- Build predictable revenue streams
- Scale beyond their current limitations
Previous attempts to solve this had failed. Like many mobility startups, they'd tried lead generation agencies that delivered unqualified prospects. They considered building an internal SDR team, but lacked the expertise to make it work.
A Strategic Partnership
Recognizing they needed specialized help, the company's leadership made a crucial decision: partner with SDR outsourcing experts who understood both the mobility sector and enterprise sales cycles.
The selection criteria were specific:
- Senior SDR expertise (not junior reps learning on the job)
- Go-to-market consulting capabilities
- Focus on qualified decision-maker meetings
- Proven experience with B2B software companies
After evaluating options, they chose Profitbl for the French market. A specialized SDR outsourcing firm with a unique approach to mobility and fintech client acquisition.
Precision Over Volume
Phase 1: Strategic Foundation (Week 1-2)
The engagement began with a comprehensive go-to-market analysis:
- Market Hypothesis Validation: Initial target of 200+ accounts refined to 80 high-value prospects through AI scoring and manual review
- ICP Refinement: Focused on CMOs, Heads of Growth, and CEOs at banks, insurance companies, and community organizations
- Messaging Development: Problem-based approach adapted for enterprise mobility decision-makers
- Process Documentation: Formalized positioning, sales scripts, and buying triggers
Phase 2: Enterprise-Grade Execution (Week 3-12)
Unlike typical SDR outsourcing that relies on mass outreach, the approach was surgical:
- 1:1 Personalization: Each enterprise outreach is individually crafted
- Senior SDR Deployment: Experienced professionals, not entry-level reps
- Tech Stack Optimization: Enhanced CRM and prospecting tools for outbound success
- Continuous Optimization: Weekly strategy refinements based on market feedback
The methodology was clear: Preparation and precision over mass execution.
Enterprise Breakthrough
Immediate Impact (First 90 Days)
✓ Market Validation Achieved
- Successfully engaged with leading banks and major community organizations
- Validated product-market fit at the enterprise level
- Identified optimal messaging for mobility sector buyers
✓ Pipeline Transformation
- Generated qualified meetings with C-level decision-makers
- Built predictable lead generation system
✓ Sales Process Evolution
- Eliminated dependency on word-of-mouth leads
- Established repeatable outbound methodology
- Created documented sales processes for the internal team
Strategic Outcomes
Enhanced Market Position
- Positioned as a serious enterprise vendor in mobility space
- Direct access to previously unreachable enterprise accounts
- Competitive advantage through proactive market approach
Internal Capability Building
- Knowledge transfer ensured business continuity
- Sales team gained enterprise prospecting skills
- Complete auspecialisedspecialized SDR outsourcing can unlock enterprise opportunities while building internal capabilities for sustainable growth.
Renewed Growth Trajectory
- Contract renewed twice due to performance
- Sustainable pipeline generation established
- Foundation for geographic expansion created
The Transformation
"You have done great work. We are a matchmaking service, so we need to increase the other side of our business before we can work together again. There are a few good opportunities we know we can close."
The engagement revealed something powerful: the challenge wasn't just lead generation—it was market positioning. By working with SDR outsourcing specialists who understood mobility and enterprise sales, they'd transformed from a word-of-mouth dependent company to an enterprise-ready vendor.
Key Lessons for Mobility Fintech Leaders
1. Precision Beats Volume in Enterprise Sales
- 80 well-researched accounts outperformed 200+ generic targets
- 1:1 personalisation essential for enterprise mobility buyers
- Quality of SDR expertise matters more than quantity of outreach
2. Go-to-Market Foundation Critical
- Problem-based messaging required sector-specific adaptation
- Formalized processes enable consistent results
- Enterprise buyers expect professional, strategic outreach
3. Strategic SDR Outsourcing Delivers
- Senior SDR expertise provides immediate capability
- Knowledge transfer builds internal competency
- Right partnership creates sustainable competitive advantage
The Path Forward: Scaling Enterprise Success
For mobility fintech companies facing similar challenges, the lesson is clear: Strategic SDR outsourcing isn't just about lead generation. It's about market positioning and enterprise readiness.
The most successful mobility companies combine innovative technology with a professional market approach. When you're ready to transform from word-of-mouth dependent to enterprise-ready, the right SDR outsourcing partner becomes your strategic accelerator.
Ready to transform your mobility fintech's sales approach? Learn how specialized SDR outsourcing can unlock enterprise opportunities while building internal capabilities for sustainable growth.
