Introduction

When the world shifted to remote work overnight, legacy on-premise systems became a barrier instead of a solution. While working for a security and telecommunications company, we faced the challenge of outdated physical PBX systems. With demand rising for cloud-based solutions, We led the operational transition, rebuilding the offer, sales flow, and go-to-market (GTM) strategy to scale both existing and new client acquisition efforts.

Image: Example of a operational tool structure

Challenge:

The company’s offering was centered around on-site telecommunications, which became instantly obsolete as clients rushed to support remote teams. This created multiple operational issues:

• A product mismatch between client needs and existing infrastructure.
• No digital-first sales strategy to address the shift in demand.
• Manual lead intake and poor follow-up tracking.
• Limited online presence or funnel for capturing new leads.
• No integration between marketing, outreach, and sales execution.

Solution:

To reposition the company and enable scalable growth, we executed a full GTM and operational revamp:

• Cloud solution integration
  Identified, vetted, and negotiated partnerships with two external providers. Rebranded their cloud products under the company’s name and aligned their functionality with the existing client base needs.
  
  
• GTM alignment
  Designed a transition path for existing clients and crafted offers tailored for remote work requirements. Structured messaging, pricing tiers, and a rollout timeline.
  
  
• Sales flow implementation
  Built a new operational flow to guide inbound and outbound sales efforts, integrating client segmentation, lead nurturing, and conversion playbooks.
  
  
• Automated lead engine
  Launched a LinkedIn outreach campaign using personal profiles. Directed leads to a Tally form with embedded logic to qualify leads and auto-book meetings.
  
  
• Toolchain setup
  Integrated LinkedIn outreach, Tally, CRM, and email marketing tools to create a fully automated funnel. Sales reps could focus purely on warm, high-intent leads.

Updates and Improvements:

Over time, we refined the system by:

• Continuously optimising outreach sequences based on reply and booking rates.
• Syncing lead scoring and pipeline status across CRM and calendar tools.
• Automating internal handovers between marketing and sales through triggers.
• Monitoring conversion and churn to optimize offer positioning.

Results & Impact:

• 2x increase in qualified leads within 2 months after launch through the automated inbound funnel.
• Reduced manual admin work by automating lead qualification and scheduling, allowing the sales team to focus on closing.
• Lead-to-meeting conversion time reduced from 14 days to under 5.
• Smooth migration of 60% of legacy clients to the new cloud solution within 6 months.

Conclusion:

This project showcased how operational clarity and system integration can turn a crisis into an opportunity. By aligning the GTM strategy with the right tech stack and processes, we unlocked scalable growth—without increasing overhead or complexity.

Looking to restructure your offer and build lean operations that scale? Book a discovery call.