Turning Expert Calls into Competitive Intelligence, Market Penetration, and Recurring Revenue
A repeatable, precision-screened model delivering qualified buyer conversations and actionable market intelligence
Client Challenge:
The client - a SaaS company competing directly with LinkedIn Recruiter - faces a highly selective total addressable market. Their software is only relevant to organizations with specific talent acquisition infrastructure and a demonstrated need for advanced sourcing capabilities. Without precise customer knowledge, the risk isn't just wasted expert calls - it's an entire GTM motion misdirected, draining resources across marketing, events, and sales before ever reaching qualified buyers.
Impact at a Glance:
- 116 targeted expert calls, in 12 months, with ideal buyer profiles possessing decision-making authority
- 4+ new enterprise customers closed (directly attributable)
- $190K–$250K ARR (conservative estimate)
- Ongoing competitive intelligence dossiers built on target accounts and rival platforms
Our Role:
We partner with the VP of Marketing to run a precision expert outreach program. Every expert is vetted not just for decision-making authority but for verifiable fit with an Ideal Customer Profile (ICP). Calls are framed as research engagements, ensuring experts leave with a positive brand impression and direct awareness of our client's capabilities.
On the Calls:
Each conversation delivers:
- Active tech stack details
- LinkedIn Recruiter contract expiry
- Recruiter headcount & hiring velocity
- Alternative vendors in use
- Pain points and budget timing
These insights feed marketing, sales, and product teams, sharpening messaging, refining targeting, and informing product roadmap priorities.
Commercial Outcome:
The model generates recurring ARR while building a living intelligence asset for the entire GTM organization, delivering the 'who, when, and how' for future outreach. It's iterative, repeatable, and adaptable to other SaaS and niche B2B markets.