How a Leading EdTech Company Transformed from Inbound-Dependent to Outbound Powerhouse

Building a Predictable Revenue Engine That Generated €744,000 in Pipeline Value

A Decade of Success Hit a Growth Ceiling

This B2B EdTech company had built something remarkable. Over 10 years, they had grown to €12M+ in annual revenue with 100 employees across the Netherlands and United Kingdom. Their brand was strong, their product was proven, and their team of 10 salespeople knew how to close deals.

But underneath this success story, a vulnerability was emerging.

The company was dangerously dependent on word-of-mouth and inbound leads. While this organic growth had served them well for a decade, it was becoming increasingly unpredictable. Marketing leaders, their primary buyers, including CMOs, Heads of Marketing, and VP Marketing. They were finding them through referrals or inbound, but this channel couldn't scale to meet their ambitious expansion plans.

To sustain their growth trajectory, they needed a new, predictable revenue channel. They had tried the obvious solutions. Lead generation agencies delivered unqualified prospects who wasted their sales team's time. Attempts to build an internal SDR team resulted in performance issues and eventual terminations. Attracting and retaining experienced salespeople proved challenging, and they lacked the expertise to bridge the gap in pipeline.

The company needed to fill a significant pipeline gap, and they needed it done right.

Finding the Right Partner for Outbound Success

When the leadership team decided to address their outbound challenge, they knew they couldn't afford another failed attempt. They needed a partner who understood the complexities of B2B EdTech sales and could deliver qualified meetings with decision-makers. Not just any contact willing to take a call.

Their search led them to Profitbl Core, a specialized sales execution company that took a fundamentally different approach to outbound sales.

Unlike typical agencies that focused purely on lead volume, Profitbl combined three critical elements:

• Senior SDR appointment setting with experienced salespeople
• Go-to-Market consulting to fix fundamental positioning and messaging issues
• Tech enablement to optimize their outbound infrastructure

What set Profitbl apart was their commitment to outcomes over activity. They charged commission-based fees, showing real skin in the game. And they shared their intellectual property to build the client's internal capabilities rather than creating dependency.

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A Methodical Approach to Outbound Excellence

Profitbl's engagement with the EdTech company followed a proven methodology designed to generate results within 90 days:

Phase 1: Strategic Foundation (Days 1-14)

The partnership began with a comprehensive assessment of the company's go-to-market fundamentals. Through structured discovery sessions, Profitbl identified critical gaps in positioning, messaging, and target account selection. They formalized the company's value proposition for their EdTech solutions and documented clear buying triggers that resonated with marketing leaders.

Phase 2: Execution Launch (Days 15-30)

Within just 7 days of contract signing, Profitbl's senior SDRs were making first calls. But these weren't random dials. They were strategically targeted conversations with CMOs, Marketing VPs, and Heads of Marketing at qualified accounts. The team focused on cold calling to manage objections effectively and refined their approach based on real-time feedback.

Phase 3: Optimization and Scale (Days 31-90)

The early results were promising, but Profitbl's real value emerged in their systematic optimization approach. They identified and eliminated trigger words that caused prospects to end conversations prematurely. They narrowed down the most effective messaging to engage decision-makers at scale. Most innovatively, they integrated AI into a lead magnet strategy that generated additional warm leads each week.

Remarkable Results That Exceeded Expectations

The numbers tell a compelling story:

• €744,000 in pipeline value generated
• 62 qualified meetings booked in 8 months
• Target achievement in just 6 weeks (vs. the typical 3-month timeline)
• 8-12 qualified meetings per month per unit deployed

But the quantitative results only tell part of the story. The EdTech company experienced a fundamental transformation in their go-to-market capabilities:

Systematic Process Development

Profitbl helped the company formalize their positioning and messaging, creating documented sales scripts and processes that could be replicated and scaled.

Enhanced Targeting Precision

By identifying specific buying triggers and refining their ideal customer profile, the company could focus their efforts on prospects most likely to convert.

Technology Optimization

Their tech stack was reconfigured to support effective outbound prospecting, creating a foundation for sustained growth.

Knowledge Transfer

Unlike typical agency relationships, Profitbl shared their intellectual property, building the company's internal capabilities for long-term success.

Doubling Down on Success

The proof of Profitbl's impact came in the client's response to the initial results. After just 3 months, the company renewed their contract and doubled its investment, expanding the resources dedicated to outbound sales.

This wasn't just a vote of confidence, it was a strategic decision based on measurable ROI. The EdTech company had found their predictable revenue channel, and they wanted to maximize its potential.

The ongoing partnership allowed for continued testing and optimization. Profitbl worked with the client to test new messaging approaches and explore additional target segments, ensuring the outbound motion continued to evolve and improve.

From Dependency to Diversification

This EdTech company's journey with Profitbl represents more than a successful sales engagement—it's a case study in strategic business transformation. In just six months, they evolved from a company dangerously dependent on inbound leads to an organization with a predictable, scalable outbound revenue engine.

The key lessons from this success story:

• Senior expertise matters: Using experienced salespeople instead of junior reps dramatically improved meeting quality and conversion rates
• Fundamentals first: Fixing go-to-market positioning and messaging was crucial to outbound success
• Partnership over dependency: Sharing intellectual property and building internal capabilities created sustainable long-term value
• Commitment to outcomes: Commission-based pricing aligned incentives and demonstrated real partnership

They've built a repeatable process that doesn't depend on the unpredictability of word-of-mouth referrals. Instead, they have a systematic approach to reaching marketing leaders across the Netherlands and the United Kingdom with compelling, relevant messaging.

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