How We Helped Granite Point IT Win $650K in Contracts from Cold Outbound (over six months)
Industry
IT Services — Managed IT & Cloud
Company Size
11–25 Employees
28
Leadership Meetings Booked
$650K
Total Contract Value
3
New Clients Acquired
95%
Reply Qualification Rate
About Granite Point IT
Granite Point IT is a lean U.S. IT consultancy delivering managed services, cloud migrations, and security assessments to mid-market firms. Pipeline was referral-heavy and inconsistent. Prior outbound efforts stalled at gatekeepers and didn’t create credible reasons for leadership to meet.
Highlights
- 28 CIO/CTO/IT Director meetings booked
- 3 new clients closed (1 project, 2 managed)
- $650K total contract value (12-month)
- Predictable exec meetings flowing weekly
The Challenge
- Busy, skeptical buyers (CIO/CTO/IT Directors) with high bar for meetings
- Messages weren’t tied to visible business change or operational risk
- No systematic way to identify high-pressure accounts or multi-thread internally
What We Did
Play 1 — Target accounts under live strain
Focused on 100–500 employee firms showing change: multi-site expansion, recent funding, hiring spikes, public incidents/outages, or stack shifts. Verified decision-makers and mapped infra/security owners.
Play 2 — High-trust offers, clear business impact
Led with a Cloud Footprint Review (SKU/tenant, spend, quick wins) or a Security Snapshot (backup immutability, endpoint coverage, identity gaps). Wrote plain-spoken emails framed around downtime, RTO/RPO, and cloud spend control.
Play 3 — Multi-threading and tight handoff
Worked CIO, Infrastructure, and Security simultaneously via email with a light LinkedIn touch.
Simple path: 20-minute exec consult → written recap with quantified gaps → scoped proposal.
Results
Early Period (first 10 weeks)
→ 12 leadership meetings booked
→ 1 cloud migration project signed (~$220K)
By Month 6
→ 28 total leadership meetings
→ 3 clients closed: 1 project ($220K) + 2 managed agreements ($15–$20K/mo combined)
→ $650K total contract value (12-month)
→ 2 additional opportunities in late stage
Why It Worked
Timing plus relevance: we targeted companies under visible operational pressure, spoke in executive metrics (risk, resilience, spend), and offered quick, useful assessments—making it easy for leaders to take a first meeting.
Table of Contents
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