From 3 bookings / quarter to 18 in 60 days.
A corporate wellness and events company had great delivery and zero outbound motion. HR decision-makers didn't know they existed. We built the pipeline that turned them from a referral-only shop into a brand that HR leaders replied to within hours.
corporate wellness events booked in 60 days
0
Events booked / 60 days
0
Retainer contracts
0%
Reply rate
0.0x
vs referral revenue
The problem
The challenge
The company had been running beautifully for 4 years on referrals alone. Revenue was good, but every quarter they'd panic when a big client didn't rebook. HR decision-makers at mid-market Indian companies had never heard of them, and Google wasn't going to fix that. They needed a way to be known, specifically, by the people signing off on corporate wellness budgets.
What we did
Our approach
01
Persona-first ICP
Narrowed targeting to Heads of People, HRBPs, and Chief People Officers at 200-2,000 employee Indian companies. Dropped generic 'wellness buyer' framing that was pulling in office managers who couldn't sign.
02
Event-led hooks
Every sequence led with a specific upcoming calendar trigger: Q1 team offsites, R U OK Day, mental health awareness month, annual HR planning cycles. Made the email about their calendar, not our services.
03
Proof-driven nurture
Built a 4-email nurture sequence for no-replies that rotated through attendance numbers, engagement scores, and specific post-event survey quotes from past clients. Turned 22% of cold openers into meetings.
Outcome
The results
Within 60 days the company booked 18 corporate wellness events and signed 6 retainer contracts for annual HR calendars. Outbound-sourced revenue hit 2.1x their historical referral revenue. The founder, who had been the primary salesperson, finally handed off first-touch prospecting entirely.
18 corporate events booked in the first 60 days
6 annual retainer contracts signed
24% reply rate on event-led sequences
Outbound revenue hit 2.1x historical referral revenue
Founder offloaded first-touch prospecting entirely
Calendar-trigger sequences now rebook the same accounts 3-4x / year
“Referrals used to feel like luck. Now we have a system. HR leaders reply to us in hours, not weeks. Nothing about our delivery changed - only how we became known to the right people.”
Your turn
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