Client:

Mid-sized eCommerce agency with a strong sales foundation

Challenge: Expanding Global New Business Amid Market Uncertainty

In March 2020, at the height of the COVID-19 pandemic, this agency faced a critical challenge: how to scale new business efforts globally despite economic disruption. They needed a strategic partner to drive lead generation in the Americas while navigating unprecedented market uncertainty.

Their internal team had the sales expertise, but they needed a highly targeted, strategic approach to break into major global accounts and accelerate pipeline growth.

Solution: A Non-Traditional Go-To-Market Strategy

Unlike traditional agencies, this client already had a strong sales infrastructure in place. Instead of delivering a standard lead generation approach, we built a customized go-to-market strategy that leveraged their existing strengths while addressing critical gaps in their outreach and positioning.

Our Approach:

• Market Positioning & Messaging Enhancement: We refined their value proposition to resonate with Fortune 100 decision-makers, ensuring their messaging clearly addressed industry pain points.
• Targeted Prospecting & Account-Based Outreach: We built a laser-focused account strategy to engage enterprise-level companies in the Americas and beyond.
• Strategic Lead Qualification: Instead of filling the pipeline with low-value leads, we prioritized highly qualified opportunities with real revenue potential.
• Global Expansion Support: Based on early success, our role expanded to include new business development in the UK, further scaling their reach.

Results: $7 Million in the Sales Funnel in Just 3 Months

Within the first 90 days of our partnership, we generated:

• 10 highly qualified enterprise opportunities with Fortune 100 companies
• 3 final-stage meetings with top-tier prospects
• $7 million in new business opportunities added to their sales funnel

By aligning our strategy with the agency’s internal capabilities, we created a repeatable and scalable process that continued to drive growth beyond the initial engagement.

Why This Matters for Your Business

At Catapult, we don’t take a one-size-fits-all approach to business development. Whether your agency needs a full-scale lead generation engine or a strategic push into high-value enterprise accounts, we design customized strategies that drive real revenue impact.

If you’re looking for a partner that delivers measurable results and scalable growth, let’s talk.