Post-PMF Startup: Scaling the Outbound Engine
How a startup with PMF built a reproducible outbound process
Segment Overview
Post-PMF startups need to transition from founder-led sales to a systematic process. The product works, but growth is limited by capacity. Ideal moment for outsourcing parts of the sales process.
Business Situation
Collaboration tool with €1.5M ARR and clear PMF. Founder still doing 70% of sales. Series A closed, board pushing for scaling. Need: reproducible sales process without adding headcount immediately.
Core Challenges
Why Outbound?
Inbound covered basic pipeline but wasn't sufficient for Series A expectations. Outsourced outbound enabled quickly testing scaling without permanent hiring.
Ideal Customer Profile
Remote-first companies with 50-500 employees. Personas: Operations leads, HR Directors, Chief of Staff. Focus: rapidly growing companies with distributed teams.
Our Approach
Structured pilot: Week 1-2 ICP validation, Week 3-4 messaging testing, Month 2+ scaling. Weekly standups with founder. Documentation of learnings for eventual in-house transition.
What Worked
What Didn't Work
Key Lessons Learned
Recommendations for Similar Cases
Post-PMF startups: outsourced outbound = fast learning. Founder involvement early is mandatory. Document everything for eventual in-house transition.
Disclaimer: This use case is a generalized scenario based on experience from similar projects. It does not constitute a promise of specific results. Actual results depend on product, market, pricing, and follow-up quality.
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