11 Commercial Negotiations: ROI Soars 800%

Case Study

800% Return and 11 Deals at
the Negotiation Table

The client: RIO

An international sustainability technology company with headquarters in Britain.

The problems

Marketing 3 Different Products with Unproven Market Fit

With three separate products, the company had no clear picture of which would perform strongest in email marketing outreach — an uncertainty that makes campaign targeting harder and risks blurring the brand message. Systematic audience segmentation and market testing are essential for finding the right product-market fit.
Pressure for Fast Results in a Growing Startup

To lock in its market position and win investment, the startup must show rapid results. Hitting major milestones fast is a matter of survival in a volatile environment, and balancing near-term gains against long-term sustainability means prioritizing high-impact initiatives and using resources wisely.
A Highly Niche ESG Industry

Finding and engaging the right audience in the specialized ESG space is hard — it takes a deep grasp of what stakeholders value and care about. Building persuasive sequences calls for strategic market research plus personalized messaging, made harder still by regulatory standards and ESG trends that never stop evolving.
A Sales Team With Spare Capacity

Right now the sales team sits underused, mainly because incoming inquiries are scarce and demo calls are few. Until qualified leads flow in steadily, the team's potential stays locked. Proactive strategies for lead generation and greater visibility for the sales team’s expertise are urgently needed.

How we fixed it

Extended Reach Into the US

Through a strategically executed expansion plan, we brought RIO ESG products into the US market — broadening their customer base and lifting their market share substantially.
ESG Training Sessions for Reply Managers

We ran dedicated workshops on ESG principles so that B2B Growth Engine Reply Managers could deepen their subject knowledge and communicate better with RIO ESG's potential leads.
MMF Reached on Attempt Number One

Through a deliberate strategy and sharp market analysis, we helped RIO ESG reach the MMF at the very first attempt — shipping core functionality that satisfied and surpassed what their users expected.
Built 2 New ICPs and Rolled Out 2 Distinct Strategies

We carefully built two new ICPs and paired each with personalized communication sequences shaped around its specific needs and preferences — producing an interested reply rate of 9%.
Solution Sequences Tailored to a Niche Audience

Through highly customized solution sequences aimed at a niche audience, we put RIO ESG deep knowledge and expertise in ESG on display. The focused strategy cemented RIO ESG's standing as thought leaders, building trust and credibility with clients.
Contacted 2000 + Distinct Titles Spanning 100+ Industries

Our wide-reaching campaign connected with more than 2000 professionals — ESG managers and C-Level executives among them — across over 100 industries, from banking and hospitality to chemicals and civil engineering.

The outcome

“Delighted with 5 calls every week! Managing my time has become my new challenge ”
Sebastian Lengfield, RIO®
Business Development Manager

11 Big-Ticket Deals at the Negotiation Stage

In only 2 months, our work produced 11 deals in negotiation with a combined lifetime value (LTV) totaling $100,000.
As Many as 6 Qualified Calls per Week

With engagement holding steady at this level, the sales team could concentrate on substantive conversations with genuinely interested prospects — maximizing their chances of closing deals.
A New Product Promoted with Success

Through its targeted approach, the campaign built awareness while also generating meaningful engagement and inquiries, laying the groundwork for successful product adoption.
Custom Scheduling System

Thanks to this system, the sales team managed their time well, gave priority to meetings with the most promising prospects, and lowered the chance of opportunities slipping through.