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pipeline
that delivers.

Consultants and engineers need projects. Sales needs first conversations. The program delivered both — 55 qualified meetings, 20 concrete sales projects, and a six-figure POC deal.

Consultants and engineers without sufficient utilization. Sales without sufficient pipeline.

An IT services provider with strong competence centers in AI and managed services — but too few new projects to optimally utilize its consultants and engineers. The challenge: not product development, but pipeline. Sales needs qualified first conversations at decision-maker level. Fast, scalable, with measurable results.

The realization: this can’t be handled internally. It requires external expertise, the right contact data, and an outreach approach that works at enterprise level.

Agency selection. Target group refinement. Active program management.

Different concepts and agencies are evaluated. The selection process is not just a pitch round — it’s a content-level match: which agency understands enterprise target groups, which has the right contact data, which can tailor outreach by audience segment. The result: an agency with a clear focus on GDPR-compliant B2B outreach via cold calling.

The selection criteria for contact data and target groups are defined independently and aligned with the agency — with the goal of obtaining a sufficiently large yet precisely targeted selection. Quality over quantity.

The program doesn’t run on autopilot. Meetings are cross-checked, quality is continuously assessed, the agency is actively managed. When deviations occur, corrections are made. The result: a conversion rate that sales rates as exceptional.

From preparation to first close.

• Q4 2024

  Concept. Agency evaluation. Preparation.

  Situation analysis. Different concepts and agencies evaluated. Agency selected. Target groups and selection criteria defined. Contact data aligned and approved.
• Q2 2025

  Program launch. First meetings.

  Cold calling begins. Meetings are qualified and handed over by the agency according to clear criteria. Active program management: every meeting is cross-checked, quality continuously assessed.
• Q2 – Q4 2025

  Scaling. Pipeline grows.

  55 qualified meetings generated and completed. From the conversations, approximately 20 concrete sales projects emerge. A first POC for an AI project is agreed — volume: €100,000.
• End of 2025

  POC in progress. Program continues.

  At the time of departure, the program is still running. The first POC is in implementation — on a very good path to completion.

What counts.

What remains.

Lead generation doesn’t work when marketing hands over a brief and lets the agency loose. It works when someone knows the quality of the contact data, understands the selection criteria, evaluates every meeting and intervenes when there are deviations. The difference between an average and an exceptional result lies in active management — not in the concept.

And: marketing that directly leads to closed projects speaks the language of business. A €100,000 POC from a marketing program — that’s not a soft metric. That’s impact.