How Outbound Reached 20 Qualified Meetings a Month for Getachus
Getachus relied on inbound enquiries and referrals for meetings with enterprise IT buyers in Nigeria. An outbound system built around downtime, speed and bandwidth needs reached about 20 qualified meetings a month, with roughly 60% converting to SQLs.
- Getachus
- Business Connectivity / Telecommunications
~20
run-rate
~60%
~12
at the 20-meeting run-rate
Problem
Getachus provides enterprise broadband, fiber optic connectivity, VSAT satellite communication and VPN services for data and voice.
Its target market included mid-sized businesses, corporate organizations, multi-branch companies and institutions in Nigeria, particularly Lagos and Abuja.
The primary buyers were CIOs, CTOs, IT Directors, Heads of Infrastructure and Procurement Managers.
Before the outbound program, qualified meetings were inconsistent and largely driven by inbound enquiries and referrals.
Intervention
I developed an outbound prospecting system focused on organizations where unreliable connectivity or growing bandwidth needs could create operational problems.
The messaging centered on three recurring business problems:
- Network downtime
- Demand for higher-speed connectivity
- The need for scalable bandwidth
The goal was to generate qualified conversations consistently instead of relying mainly on inbound enquiries.
Implementation
The campaign targeted approximately 1,500–2,000 enterprise accounts across the campaign lifecycle.
Prospecting combined personalized email with LinkedIn Sales Navigator research and outreach.
The technology stack included:
- Apollo for prospecting and enrichment
- LinkedIn Sales Navigator for account and buyer research
- Salesloft for sequence execution
The outbound system reached a run-rate of approximately 20 qualified meetings per month.
Approximately 60% of completed meetings converted to SQLs, representing roughly 12 SQLs per month at that meeting run-rate.
My contribution
Company: Outbound Oak
Role: Principal, Outbound & Pipeline Strategy
I designed the outbound system, defined the ICP and buyer profiles, developed the prospecting and messaging approach, built the multichannel sequence and optimized campaign performance.
The client sales team took responsibility for discovery, commercial discussions and closing.
Result
- Approximately 20 qualified meetings per month
- Approximately 60% conversion of completed meetings to SQLs
- Roughly 12 SQLs per month at the 20-meeting run-rate
- The outbound program gave the business a consistent way to generate new conversations instead of relying heavily on inbound enquiries and referrals.
- The result was a consistent flow of qualified meetings and SQLs that the sales team could follow up with through its existing sales process.
Lesson
A reliable outbound system does not need to manufacture urgency. It needs to identify companies already experiencing a problem the service is designed to solve and make the connection obvious.
I was spending way too much of my week prospecting, writing follow-ups and chasing people who had gone quiet. Once Outbound Oak took over the process, I could finally get out of the weeds. We started getting around 20 qualified meetings per month from their campaigns, and I wasn’t the one manually making all of that happen anymore. That alone made the engagement worthwhile.