Breaking into the Enterprise Segment: How Ozaru Scaled Its Pipeline in Mexico with Siete

Context: a technology company targeting the enterprise segment

Ozaru is an IT services company in Mexico that helps organizations automate their communication and training. Its goal was to grow in the enterprise segment: a market with high potential, but also high competition.

The challenge: no commercial engine for large accounts

Ozaru faced three key challenges:

• It had no structured B2B lead generation process.
• It lacked a solid outbound sales strategy.
• It struggled to maintain a steady pipeline of high-value opportunities.

The goal: more sales capacity, faster

Expand sales capacity by adding specialized talent quickly, complement the existing team's skills and accelerate revenue growth with large Mexican companies that needed digital transformation and IT solutions.

Siete's solution: dedicated sales & staff augmentation

Team and scope

Siete built a specialized team for Ozaru under a fractional SDR model:

• SDR focused on outbound prospecting.
• B2B copywriter to design personalized campaigns.
• Delivery manager in charge of performance and follow-up.

How we executed it

1. Data-driven lead generation: AI and machine learning tools to identify patterns among enterprise clients.
2. Personalized campaigns: outbound messaging based on firmographic data and intent signals.
3. Lead scoring and CRM: prioritizing the leads most likely to convert.
4. Customer insights: advanced segmentation to raise engagement and strengthen relationships with key accounts.
5. KPI-driven management: tracking revenue from enterprise accounts, monthly volume of quality leads, conversion by funnel stage and client satisfaction.

Results

• +12% revenue generated by the augmented team, according to the client.
• More than 10 qualified meetings per month with enterprise companies.
• Average quality of 4/5, as rated by the client.
• 3 specialist roles added to the team without traditional hiring.
• High-value business relationships and a scalable, repeatable sales process.

Why it worked

• The staff augmentation model added sales capacity immediately, without the cost and time of traditional hiring.
• Using data and buying intent focused the effort on the enterprise accounts most likely to move forward.
• Measuring by funnel stage made it possible to make decisions with precise information.

Next steps

Ozaru has positioned itself in Mexico's enterprise segment with a robust B2B lead generation system, data-driven decisions and a specialized team driving its sustained growth.