Commercial HVAC & Refrigeration — UK
A regional mechanical maintenance contractor was growing on referrals alone, with no repeatable way to open doors at the logistics parks and distribution centres it wanted to serve.
Sector
HVAC & Facilities Maintenance
Services
Why existing demand wasn't enough
Sales sat on shared inboxes and chased inbound leads only, so coverage of target accounts was luck-based.
Asset managers at distribution centres had no existing relationship and no reason to respond to a cold email from a contractor they had never heard of.
Previous cold outreach attempts had burned the domain, leaving deliverability broken and open rates near zero.
How we built the pipeline
We rebuilt the ICP from scratch: facilities and asset managers at logistics parks and distribution centres along the M4 Corridor, prioritised by square footage and fleet size.
A 6-touch sequence combined verified-email, LinkedIn, and call cadence, with personalised account research on each touch.
Deliverability was repaired first — fresh domains, SPF/DKIM/DMARC alignment, warm-up, and volume limits — before a single email went out.
Replies were triaged by a fast-response SLA, and follow-up meetings were booked directly into the client's calendar pipeline.
What the system delivered
4,200 sequences delivered a 14.2% reply rate — roughly three times the sector benchmark for cold B2B outreach.
74 qualified meetings were booked with asset managers and procurement heads.
A signed contract value of £140K closed within the first campaign window, with an active follow-on pipeline.