From Struggling with Pipeline to €420,000 in Qualified Opportunities: How This HR Tech Company Transformed Their Sales Growth

A Growing HR Tech Company's Ambitions

This HR Tech company stood at a critical juncture in their growth journey. As a B2B SaaS company specializing in Applicant Tracking Systems. They had built a solid foundation with €1M+ in annual revenue and a lean team of 15 employees across Luxembourg and Belgium. Their solution helped HR Directors, Heads of Talent Acquisition, and CHROs streamline their recruitment processes. But their own talent acquisition for sales growth had hit a wall.

With only two salespeople on the team and a business model heavily dependent on word-of-mouth referrals and inbound leads, the company's leadership recognized they needed a fundamental shift to achieve their ambitious growth targets.

The Challenge: When Success Becomes a Limitation

The company faced the classic scale-up dilemma: their early success through organic growth had created dependencies that now limited their expansion potential.

The Core Problems:

• Pipeline Vulnerability: Over-reliance on unpredictable inbound leads and referrals
• Talent Gap: Existing sales team lacked cold calling experience and confidence
• Resource Constraints: Months of unsuccessful attempts to find and hire experienced cold calling specialists
• Growth Bottleneck: Without predictable lead generation, sustainable growth remained elusive

The Awakening Moment:

The leadership team's analysis revealed a harsh reality: the time and resources required to build an internal cold calling capability would delay their growth objectives by at least 12-18 months. They needed a different approach, and they needed it fast.

The Solution: Partnering with Profitbl

Rather than continuing the exhausting search for internal talent, the company chose to partner with Profitbl, a specialized B2B sales execution firm known for working with growing tech companies.

Why Profitbl Was Different:

🎯 HR Tech Expertise: Unlike generic sales agencies, Profitbl brought senior salespeople who already understood the HR technology landscape, including integration challenges with existing HRIS systems.

📈 Go-to-Market Foundation: Instead of just providing "another pair of hands". Profitbl focused on fixing the fundamental Go-to-Market strategy before execution.

💰 Results-Aligned Compensation: Commission-based structure (€150-250 per qualified meeting) demonstrated genuine commitment to outcomes, not just activity.

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The Strategic Implementation:

Phase 1: Foundation Building (Week 1-2)

• 30-minute business alignment session to understand the company's unique value proposition
• Strategic review of ideal customer profile, messaging, and market positioning
• KPI framework development with clear ROI projections

Phase 2: Rapid Deployment (Week 3)

• First prospect calls initiated within 7 days of contract signing
• Senior SDR team deployed with deep HR Tech sector knowledge
• Immediate feedback loop established for continuous optimization

Phase 3: Performance Optimization (Month 1-3)

• Real-time strategy refinement based on market response
• Documentation of successful approaches for knowledge transfer
• Path to consistent monthly performance established

Results That Exceeded Expectations

📊 Quantifiable Achievements:

🎯 7 Qualified Meetings Per Month - Consistent delivery from month one by leveraging past relationships and callback requests. Then going after cold contacts.

💰 €420,000 Pipeline Generated - Qualified opportunities with genuine decision-makers who had budget and timeline

🏆 €25,000 ARR Secured - New annual recurring revenue generated during the collaboration period

⚡ 4-Month Sales Cycle - From first contact to closed deal, establishing predictable conversion timeline

🧠 Strategic Insights Discovered:

The collaboration revealed critical market intelligence that transformed the company's approach:

• Volume Threshold Discovery: Companies needed to hire 10+ people annually to justify ATS investment
• Geographic Refinement: Flemish region of Belgium showed poor response rates, leading to strategic market focus adjustment
• Integration Reality: Larger enterprises with existing HRIS systems preferred integrated solutions over standalone tools
• Messaging Evolution: Positioning shifted from features to business outcomes and recruitment efficiency gains

Building Internal Capability

Profitbl's approach went far beyond traditional outsourced sales:

Knowledge Transfer Components:

• Documented Playbooks: Complete email sequences and call scripts optimized for HR Tech buyers
• Process Documentation: Step-by-step methodology for sustained internal execution
• Market Intelligence: Detailed buyer persona insights and competitive positioning strategies
• Technology Optimization: CRM setup and tech stack recommendations for continued outbound success

Capability Building:

• Sales team training on proven cold calling methodologies
• Go-to-market strategy refinement based on real market feedback
• Intellectual property sharing to ensure long-term independence

Sustained Growth

6-Month Engagement Highlights:

• Consistent monthly meeting generation established as baseline
• Expanded market coverage through refined targeting criteria
• Complete audit trail of successful outreach documented for compliance
• Mobile platform coverage enhanced based on prospect feedback

The relationship evolved from pure execution support to strategic growth partnership, with Profitbl serving as an extension of the company's leadership team.

Transformation Achieved

This HR Tech company's partnership with Profitbl delivered exactly what they needed: predictable, scalable pipeline generation without the overhead and uncertainty of building internal capability from scratch.

Key Success Factors:

✅ Speed to Market: Results achieved in weeks, not months
✅ Risk Mitigation: Pay-for-performance model aligned incentives
✅ Knowledge Transfer: Built internal capability while executing
✅ Market Intelligence: Gained competitive insights through real prospect interactions
✅ Sustainable Growth: Established foundation for continued expansion

A New Growth Trajectory

With a proven outbound system in place and €420,000 in qualified pipeline, the company now possesses both the methodology and market intelligence needed to scale their growth predictably. The partnership with Profitbl transformed them from a referral-dependent business into a proactive growth engine.

"The key wasn't just having someone make calls for us, it was having senior professionals who understood our market, could speak intelligently about HR technology, and helped us discover what actually resonates with our ideal customers."

For HR Tech companies facing similar pipeline challenges, this story demonstrates that the right partnership can accelerate growth while building internal capabilities. Turning what seemed like an insurmountable hiring challenge into a competitive advantage.

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