Case Study
From Zero Outbound to Full Pipeline in Under 2 Months
  • 21 Interested Leads
  • 3 ICP Strategy Tested
  • Demand Exceeded Capacity
About NexIT
Nexit is a SAP service provider helping enterprises and consulting partners optimize and extend their SAP environments with specialized expertise, enabling faster project delivery without expanding internal teams.
  • Solution
    B2B Sales Engine
  • Industry
    Software Development
  • Headquarter
    Malta
  • Company size
    11-50
Challenges
  • No Outbound Experience
    Nexit had never built a structured lead generation system. Most projects came through personal networks and referrals, making growth unpredictable.
  • Product-Market Fit Still Evolving
    The team knew they had strong technical capabilities but had not yet validated which customer segments responded best to their offer.
  • Previous Cold Outreach Attempts Failed
    They previously tried sending emails to purchased lead lists, but without targeting or messaging strategy the results were minimal.
  • Enterprise Sales Requires the Right Angle
    SAP-related services are typically sold through long-term relationships. Breaking into large organizations with cold outreach required precise targeting and messaging.
Solutions
  • Built the Outbound System From Scratch
    We implemented the entire outbound infrastructure - from data sourcing and ICP definition to email sequences and lead handling workflows.
  • Tested Multiple ICP Strategies
    To validate where demand existed, we launched campaigns across several ICP tracks - each with tailored messaging to identify which audience segments responded best.
  • Introduced a Partnership-Led Angle
    Instead of positioning Nexit only as a service vendor, we developed a partnership angle for SAP consultancies - allowing them to expand service offerings without increasing headcount.
  • Provided Early Market Insights
    Throughout the campaign, we shared data on which industries, company sizes, and decision-makers responded best, helping Nexit refine their positioning and strategy.
Results
“UltB helped us open conversations with new companies and better understand which markets and audiences respond to our services.”

Ivan Tanevsky,
Partnerships Manager at NexIT

  • 21 Qualified Leads in Under 2 Months

    The campaign quickly generated conversations with enterprise-level organizations and SAP decision-makers.

  • Clear Signals on Product-Market Fit
    Testing multiple ICPs provided valuable insight into which segments responded best to Nexit’s offer.
  • Pipeline Filled Faster Than Expected

    Within weeks, NexIT reached full project capacity, forcing them to pause lead generation and marketing efforts to focus on delivery.

  • Strong Validation for a New Company
    For a startup with no outbound experience, the campaign proved that structured lead generation could open doors to enterprise conversations quickly.
Resources Allocated by UltB
Each client requires an individual approach and dedicated resources. For NexIT, we have comprised a team that worked on every aspect of this project:
  • Dedicated Campaign Manager
  • Customer Success Manager
  • Interested Reply Manager
  • Technical Infrastructure & Deliverability Expert
  • Admin and Operational Comms Specialist
  • Internal Expert for Sales Call Reviews
Ready to see results like these? Book a call now!