Who is Scoutbee?
Scoutbee connects Buyers with Suppliers and uses AI to do it at scale
- Scoutbee is aiming to greatly expand it’s Supplier Database, giving you an edge in the networking-as-a-service B2B niche.
- The name of the game is speed and scale, with the main channel of marketing being outbound email marketing.
- For buyers and investors including Walmart, Unilever, Schneider Electric, Dollar Tree, Bacardi, and more, Scoutbee connects ready-to-purchase buyers with suppliers spanning multiple industries.
The Context
Scoutbee is primed to expand, with a key focus on needle-moving metrics, and not pure volume.
Operationally, Scoutbee wanted to action rigorous A/B testing to increase conversion rates to at least 1.5% through optimized campaigns, list quality improvements, and using tools to generate lists.
For key project-based outreach sequences, the capacity of the email management infrastructure will be expanded to meet the expected demand set forth by Scoutbee.
Targeting Ideal Customer Profiles will remain top-of-mind while proceeding.
Business Development Blockers
Ability to use Outbound to onboard Suppliers
The team wanted to crack email outbound at scale to powerfully sign-up suppliers at scale.
Meetings booked were below expectations, and leads didn’t reply.
Lack of proven procedures and infrastructure to scale
As much as some outbound was already run, there was not a process in place able to achieve the numbers needed to return the conversion % Scoutbee wanted.
The email infrastructure was not ready to achieve scale too.
Initial Goals
Before starting the project together, the main goals to achieve were very clear:
- Launch targeted, personalised volume campaigns to drive sign-ups at scale
- A/B Test to identify optimal copy
- Create a supporting email infrastructure to scale
- Have a reporting system that collected all the information divided by customer’s project, saved in Hubspot
- Align the SDRs across the team to manage leads’ replies as soon as possible
How did we proceed?
1. We applied the proven and performing 5 step TAM Process
- TAM Analysis: Analysis of your TAM, ICP and Channel
- Highly Qualified Database Creation: Build your segmented, highly qualified lead list using Clay and AI Agents
- The Atlas Infrastructure: Create the necessary email and Tech Infrastructure to avoid spam
- The Aries Funnel: Find the Funnel and Message that brings you the highest response rate
- Scaling the Machine: Let’s scale your results by automating, connecting all the dots, and reverse engineering the system
How does the TAM process work?
1. TAM Analysis
To create a specific plan of action, we started with a deep analysis of Scoutbee:
- The ICP features
- The Market
- Previous successful endeavours
- Internal Organization
2. Highly-Targeted Database Creation
Starting from a detailed and short list of domains provided by the Discovery team weekly, we were able to retrieve thousands of lookalike companies, as well as relevant contacts working at those companies, all in Scoutbee’s Ideal Customer Profile features.
To achieve this large relevant scale from a narrow starting point, we used tools like:
- Clay
- Ocean.io
- Apollo
- Sales Navigator
- OpenAI
- Scrapers (Zenrows, SerperDev, The Companies API)
- Email verification and scraping (Findymail, Lead Magic, Prospeo, Debounce, VerifyMagically)
3. The Atlas Infrastructure
We created 147 inboxes per 49 domains, with all the set up and warm up to ensure an optimal deliverability and avoid spam.
Additionally, the outbound email infrastructure has undergone thorough revisions to accommodate the previous and expected demand for conversions.
4. The Aries Funnel
According to user acquisition data configured and found in HubSpot after a 22-day testing period, initial results yielded 88 conversions over 11.6k emails sent between July 11th and August 1st, 2024.
Using initial findings from Unique Value Proposition testing and intense Ideal Customer Profile targeting, additional conversion keywords were discovered, with some campaigns reaching as high as 6% positive reply rate.
5. Scaling the Machine
We connected all the dots: from Instantly, the replies were sent to a Slack channel, where the team of SDRs received an immediate notification.
From here and thanks to detailed SOPs, the SDR retrieved all the leads information in a well organized Google Sheet, where they were able to convert the lead, and follow-up when necessary.
What else helped getting there?
SDRs Management
Imagine your Outbound managed as if it was your Inbound:
Each SDR received the positive replies directly in a specific Slack channel
Each Lead was added and update in Hubspot, in real time
Each SDR receives their positive replies in an additional GSheet, with all the details:
- Work Email
- Reply
- Work Phone Number
- Company Phone Number
- LinkedIn Profile URL
- Company Name
- Industry
Reporting
All data is sent to Airtable to have a clear, real time detail of analytics per project.
We tracked these main metrics week by week:
- Sign-ups per project
- Emails sent total
- Emails sent per project
- Sign-ups total
Example of Replies
In Summary over the first 2 months we have:
- Saved hours and hours of manual SDR work, now finally free to nurture leads and close deals
- Implemented an Advanced, Fully-Engineered System from scratch
- Supported the sales team generate 901 Qualified Leads and 296 Sign-Ups, with a +521% Conversion Rate increase
The Results Achieved – In 2 Months
+901 Qualified Leads
+521% Conversion Rate
+296 Sign-Ups (Conversions)
——
Do you want to achieve similar results?