How We Helped a Silicon Valley Industrial Design Agency Generate $346,500 in Sales Pipeline in 3 Months

We decided to help Hatch Duo outsource their outbound strategy, prospecting, data enrichment, analytics, reporting & sending infrastructure to hit their goals. They required our consultancy and coaching when it came to handling appointment setting internally to manage existing conversations and improving the results of their sales process to convert more deals.

1. Auditing their Existing Business Development Processes

We started our work with a thorough audit of what Hatch Duo already had in place. We looked at the channels they had previously used, the volume they used to do, their offers, outreach angles, pipeline management, and sales process. We identified several key areas of improvement.

The most noteworthy findings were that:

• Their previous lead generation agency did very high volume of outreach (>10K+ emails/month) with a poor fit due to unfiltered lists scraped from Apollo and similar databases.

• Cadences used tended to be too long

• Messaging didn’t articulate Hatch Duo’s core differentiators (design + engineering, DFM, Silicon Valley pedigree)

• Sales process follow-up was inconsistent, and objection handling wasn’t productized

• Conversations were managed manually without clear playbooks, slowing response times and hurting conversions

2. We Crafted a 90-Day Outbound Growth Plan

We took the results of our audit and used them to craft a 90-day marketing plan for Hatch Duo. It included articulating their core differentiation, targeting strategy, messaging & channel strategy, pipeline management and sales process.

a) Core Differentiation
Using our NPOT Methodology™, we zeroed in on Hatch Duo’s end-to-end capability (industrial design + engineering + manufacturability), Silicon Valley track record with venture-backed teams, and speed from concept to production as the key differentiators. This informed changes across targeting, messaging, and channel mix to position them as an innovation partner rather than a generic “design shop.”

b) Targeting Strategy
We refocused targeting on high-fit segments: venture-backed startups and innovation teams within scale-ups/enterprises across consumer electronics, medtech, robotics, and smart devices. Instead of bulk scraping, we combined AI scoring with human vetting to drive ICP precision to ~100% good fit. Outreach was calibrated to ~1,000 top-scored prospects/month (vs ~10,000 previously) to maximize quality, reply rates, and meeting conversion.

c) Messaging & Channel Strategy
We replaced long, meandering copy with concise, benefit-led messaging that clearly articulates Hatch Duo’s differentiation: design that ships, engineering that scales, and DFM that de-risks launches. We started with a cold email approach testing 3 different angles / sequences against each other to find the most effective angles.

d) Pipeline Management Process
We implemented a lean process where cold outreach responses are handled in our outbound CRM (single inbox across 10 warmed email accounts, tagging, SLAs), with booked meetings auto-synced into their CRM for ongoing opportunity management. We set up protective domains, warm-up pools, and deliverability safeguards so the team could see every touchpoint up to first meeting.

e) Authority & Content Strategy
We leveraged Hatch Duo’s award-winning portfolio and engineering depth by packaging case studies and DFM wins into lightweight snippets and updating LinkedIn profiles to better signal credibility. This nurtured existing networks while giving cold prospects confidence early in the funnel.

f) Sales Process Design
We upgraded the sales motion to be consultative and time-efficient: templated pre-/post-call emails, collateral sequencing (relevant case studies at the right step), and clear next-step CTAs to reduce friction. We productized objection handling into a living playbook and aligned SLAs for first-response and follow-up to shorten cycles.

3. Setting Up Cold Email Outreach Infrastructure

For cold email, we bought multiple domains and set up 10 dedicated mailboxes, then warmed them with AI-based human-like exchanges for two weeks to maximize inbox deliverability.

4. Getting Prospecting Data & Enriching It

Rather than relying on raw Apollo exports, we combined 10+ data sources with AI-driven scoring and human verification to eliminate bad-fit companies. We quality-scored leads by funding stage, product category, role seniority, and manufacturing readiness, then prioritized the top decile. We executed campaigns against ~1,000 high-fit prospects per month to maintain precision and consistency.

5. Sending Out The Campaigns

We launched campaigns at the pre-agreed volume (~1,000/month across channels). Meetings began booking in the first few days as improved deliverability, sharper targeting, and tighter messaging compounded.

6. Debugging & Iterating

We delivered monthly reports with campaign-level diagnostics and iterative recommendations. Crucially, we coached and trained Hatch Duo’s SDR: reviewed live conversations, suggested stronger replies, built an objection handling playbook, and tightened the handoff into the sales process. These improvements increased reply-to-meeting conversion rates and sped up sales cycles, ensuring that the higher-quality pipeline translated into more closed deals.