The problem with the earlier meetings
Paralect needed to speak with relevant software companies. Earlier providers had booked hardware businesses that did not fit its service, leaving the team to spend time on unsuitable calls.
More calendar bookings would not solve that problem on their own. The targeting had to reflect who Paralect could help and the kind of work its team wanted to discuss.
Using the work Paralect had already delivered
We focused the targeting on relevant software companies and built outreach around Paralect’s existing client stories and project details. The messages gave buyers a concrete example of the work, rather than a broad description of software development.
“I love the email copy that Liam and his team came up with; it's concise and straight to the point. We're mostly using our case studies for the messages.”
Igor Krasnik, Paralect
The team could review replies in Slack. Follow-ups were managed by LTS, giving Paralect visibility into the conversations behind the meetings.
The campaign result
Across 10 weeks, the campaign booked 52 meetings and generated $5.2 million in pipeline.
The meeting figure records bookings. The pipeline figure describes potential business in the sales pipeline, not collected revenue. These two measures show both the volume of conversations and the commercial opportunities being pursued.
In the client interview, Igor describes receiving calls regularly after disappointing experiences with earlier providers. Hear his account from 1:44 in the original interview.
What a software business can take from this
The starting problem was a mismatch between the companies being booked and the service Paralect sold. Relevant targeting and messages built from real client work addressed that mismatch.
Before starting a campaign, bring examples of projects you want more of, the companies that bought them and the roles involved in choosing you. That gives us useful material for both targeting and the qualification conversation.
Our qualification approach covers fit, need, interest and purpose. The handover gives your salesperson the transcript and context behind the booking.