Context: a digital services agency focused on Portugal
Made2Web is a digital services agency that wanted to scale its opportunities in the Portuguese market.
The challenge: a long sales cycle without a steady flow of opportunities
Like many digital services agencies, Made2Web works with long sales cycles, which makes a continuous flow of qualified opportunities even more critical:
- Growth depended on referrals rather than a scalable sales process.
- The sales team spent time prospecting instead of closing.
- The pipeline wasn't predictable.
The goal: a predictable, sustained pipeline
Generate qualified meetings consistently, freeing the sales team from prospecting so it could focus on closing deals.
Siete's solution
We built an outbound lead generation strategy focused on Made2Web's ideal customer profile, with consistent, qualified prospecting.
How we executed it
- ICP for the Portuguese market: we defined and segmented the ideal customer profile for Portugal.
- Messaging by decision-maker: we wrote personalized outbound messages for each decision-maker profile.
- Multichannel prospecting: we combined email and LinkedIn.
- Continuous optimization: ongoing monitoring and adjustment of campaigns.
Results
- More than 15 qualified meetings per month.
- Average quality of 4.4/5, as rated by the client.
- A stronger, more predictable pipeline for the sales team.
Why it worked
- A steady flow of meetings offset the length of the sales cycle.
- Personalization by decision-maker improved the quality of every conversation.
- Continuous optimization sustained results month after month.
Next steps
With lead generation running on its own, Made2Web can focus on converting opportunities and consolidating its position in the Portuguese market.
