CASE STUDY

Premise HQ SaaS

“A seriously valuable part of our team.”

Rafi Dowla, Co-Founder & CEO

Core Challenge

Premise HQ is an AI-native SaaS platform developing AI agents for Commercial Real Estate. With early traction acquiring logos such as Westfield, Morguard and QuadReal, the startup was now seeking to prove product-market fit. Though with unstructured sales and little repeatability to lean on, outbound as a source for pipeline had to be built for the ground up - and with limited resource.

Observed Deficiencies

  • Sales leadership is owned by non-sales Founders.
  • Historic reliance on network and board intros for any and all opportunities
  • Near 0 spend on marketing, branding or organic channels. Authority across the web is low
  • Lacking CRM, sales tech stack and infrastructure for sales (ICP definitions, buying signals, key messaging, etc)

Premise HQ's Goal

Premise HQ set a target of $500,000 in new pipeline in the first 120 days of 2024, with the goal of closing two additional logos by June and receiving board approval for further funding.

Objective 1

Establish a repeatable outbound motion not relying on the Founders

Objective 2

Create $500,000 in qualified pipeline in the first 120 days

Objective 3

Support closing 2 new logos by the end of Q2

Sound similar to your goals?

Let's talk

Our Approach

Positioning. In-depth workshops to define the ICP and map use cases to segments
Enrichment. Test multiple data sources for key signals that reveal buyer readiness
Messaging. Develop custom call scripts, email campaigns & 1-to-1 messages
Tech. Build an integrated tech stack that enables rapid enrichment to targeting to nurture via tools like Clay, Apollo & Instantly
Cold Outbound. Launch outbound activity to go after target accounts with omnichannel, multithreaded plays
Event Strategy. Leverage events as "low-hanging fruit" for new conversations & opportunity nurture
AI Signal Hunting. Use AI to track & dissect social posts + news to reveal buying cycle stages that present an opportunity
Deal Coordination. Orchestrate buying & selling parties in- & outside of meetings
Business Cases. Develop unique business cases that drive consensus internally
Pilot Testing. Structure pilots and POCs as needed to close-win deals using real ROI

Results

12

Qualified opportunities created

$600K

In outbound-sourced pipeline

2

New accounts added to customer base

Delivered Outcomes

Consistent Active Pipeline is now common place for Premise HQ. No more worrying about where to find the next lead or whether there is enough revenue potential to hit the next target.
Repeatable Outbound is now a cost-effective channel for the startup, allowing inputs to generate predictable outputs and enabling a path to scale.
Unlocked Funding after presenting the results of the engagement to the board, further adding momentum to the company's promising trajectory in the proptech space.

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