SAAS
How Ocean Booked 20 Meetings in 30 Days Selling a Prospecting Tool to Agencies That Spot Lazy Outreach Instantly
20 meetings in 30 days
meetings booked in 1 month
Reply Rate
Outbound channel used
CLIENT REVIEW
Hear it straight from the client
Dave Schneider
VP of Marketing at OCEAN
THE CHALLENGE
Where they were stuck
Ocean is a prospecting data platform that helps agencies and sales teams find more accurate contact information for their outreach campaigns. The unique challenge was selling a prospecting tool to agencies that do prospecting for a living, buyers who know every trick in the book and can spot lazy outreach instantly.
Target buyers are prospecting experts who immediately recognize generic outreach tactics
Competing against established data providers requires proving a clear accuracy edge
Account executives need leads worth competing for, not just high volume
THE SYSTEM WE BUILT
How we solved their problems
Prospecting-Savvy List Building
Built prospect lists using LinkedIn Sales Navigator and Findymail to identify agency leaders actively scaling outbound operations. Targeted companies hiring SDRs, posting about lead gen challenges, or discussing data quality issues with current providers.
Challenge-Based Messaging
Messaging was structured as a direct challenge: "your current prospecting data is costing you meetings." Every sequence included specific performance comparisons showing how Ocean's database outperformed traditional tools on match rates, data freshness, and contact accuracy.
Campaign as Product Demo
The campaign itself was a live case study. Every response proved that the data powering the outreach (Ocean's own product) actually worked. LinkedIn reinforced email with personalized messages referencing prospects' outbound approach. The result: a 37% reply rate and 20 meetings in a single month.
Selling a prospecting data tool to agencies that do prospecting for a living is a unique challenge. These buyers know every trick in the book and can spot lazy outreach from a mile away. Ocean's campaign had to be a demonstration of the product's value, not just a description of it.
Outbound System built prospect lists using LinkedIn Sales Navigator and Findymail to identify agency leaders actively scaling their outbound operations: companies hiring SDRs, posting about lead gen challenges, or publicly discussing data quality issues with their current providers. This targeting ensured every email reached someone who was already feeling the pain Ocean solves.
Messaging was structured as a direct challenge: "your current prospecting data is costing you meetings," backed by specific performance comparisons showing how Ocean's database outperformed traditional tools on match rates, data freshness, and contact accuracy. LinkedIn outreach ran simultaneously, with personalized messages to agency founders referencing their specific outbound approach and suggesting where Ocean's data could improve results.
The campaign wasn't just outreach. It was a live case study. Every response was proof that the data powering the campaign (Ocean's own product) actually worked. The approach hit a 37% reply rate and secured 20 meetings in a single month, with account executives competing internally for the leads. As VP of Marketing Dave Schneider put it, "Our account executives fight over OS leads," a testament to the quality of prospects the systematic outbound approach delivered.
