DMT Business Development

KoolReplay is a technology project backed by Concordia University, designed to help amusement parks capture and share visitor experiences using IoT-enabled video and photo systems. Their solution is used by zip lines, amusement parks, and similar entertainment venues to monetize content and elevate guest engagement.

Approach
The DMT team kicked things off with an onboarding meeting to align on goals, define the ideal target profiles, and shape the initial outreach strategy together. The primary focus was on zip lines and amusement parks in North America - using client-provided leads as a foundation and expanding from there with hand-curated research via Google Maps, Yelp and other platforms.

The team built the outreach infrastructure - including an email sending tool and sequences there, LinkedIn profiles and their optimization, and CRM implementation - within a couple of days. Once the strategy and sequences were approved, email campaigns were launched, and LinkedIn was used as a separate channel for the multichannel approach.

Campaigns test runs and performance optimization: We ran A/B tests on messaging, mostly changing and testing subject lines and the value prop, since the social proof and challenges were more static due to the nature of our offering. Also playing around with the message timing, role segmentation, and the way we deliver value prop messaging for those segments.

ICP research adjustments: Based on results, we prioritized prospects who were more responsive and a better fit during the outreach. For example, after a couple of tests we figured out that zip line operators were more interested in the solution specifically for the zip line niche. This brought us to a 15% response rate and a 65% open rate on average.

After we got confident in the performance of the campaigns and a dozen of leads already generated, we switched from a local market to a nationwide scale. And eventually, to an international level - adding European companies to the lead pool.

As the campaigns continued, we also broadened our focus to include other entertainment businesses in need of automated video solutions - always keeping personalization and niche targeting at the core of the strategy. While also implementing a couple of AI-driven approaches specifically for research purposes, just to filter out the most relevant leads and add personalization points.

Results
DMT lead generation approach allowed us to:

Booked 30+ qualified appointments within an initial quarter.
Generated over 1,000 niche-verified contacts, building a strong foundation for KoolReplay’s long-term outbound pipeline.
Maintained high engagement rates through both email and the LinkedIn channel.

By adapting rapidly, personalizing outreach, and focusing on high-impact verticals, we helped KoolReplay build a scalable outbound and lead generation strategy that aligned with their business seasonality and unique audience.

Logistaas, a leading provider of digital transportation management systems (TMS), is at the forefront of global freight forwarding digitization. Focused on streamlining operations and supporting scalable growth - especially in sea transportation - Logistaas partnered with DMT to build a strong outbound outreach channel and drive their tech-driven supply chain vision forward.

Summary
DMT Business Development helped Logistaas to build an effective outbound outreach and lead generation strategy - with a primary focus on Email, LinkedIn, and Cold Calling campaigns globally. Targeting a diverse international market, ranging from small businesses to enterprise-scale companies, the team overcame language barriers by creating multi-lingual templates. This effort resulted in a consistent monthly appointment booking accomplishment within the first quarter.

Solutions
Project Commencement and Strategy

The project kicked off with a client product demo, providing DMT with a deeper understanding of Logistaas' offerings. After that, our team came up with relevant outreach and lead generation strategies to start from.

Tech setup and content preparation were launched, and the team engaged in weekly sync-up calls to stay aligned with the clients' team and our vision on how to make lead gen effective. Initial outreach in Europe brought positive results, prompting the addition of referral campaigns (and other approaches) and expansion into Latin America and the Middle East. Turning into a significant increase in appointment rates since the team already knew what to scale based on Europe’s market outcomes.

The team used a multichannel outreach strategy combined with role-based segmentation to ensure each prospect was contacted through their preferred channel and received messaging tailored to their specific role. For example, operations professionals received emails focused on their day-to-day challenges and how Logistaas could help streamline workflows, while supply chain decision-makers got messaging that spoke directly to their strategic needs and pain points.

Refinement of Target Audience

As the outreach progressed, the team developed a more advanced segmentation system - expanding the number of roles targeted and crafting tailored messages for each. This allowed Logistaas to reach a broader audience while ensuring the messaging stayed highly relevant, ultimately attracting leads who would benefit most from the solution.

The research process was also refined to focus more precisely on lead profiles that had previously shown strong engagement, helping prioritize prospects who were more likely to convert.

Driven Results
Over a quarter, DMT Business Development managed to generate:

A total of 39 scheduled appointments
Email campaigns boasted a high open rate of approximately 50%
A response rate ranging from 8-9%
Targeting 5 geos at a time

Top Drawer Merch, a forward-thinking agency HQ’ed in Los Angeles, merges full-service merchandise expertise with the latest tech and web3 innovations. As a Shopify Plus Agency and Shopify Preferred Partner, they’re redefining Tokengated Commerce, offering partners unparalleled, white-glove services.

Summary
Top Drawer Merch needed a predictable lead generation strategy, focused on connecting with decision makers in niche markets across the US and beyond. TDM was looking for a reliable sales development partner who understood how to navigate a range of industries - from crypto and blockchain to streamers, music creators, and beyond. That’s where DMT Corp came in, ready to help elevate Top Drawer’s market presence and generate high-quality leads.

Onboarding

The initial phase targeted the Food & Beverage and Alcohol sectors, but these showed surprisingly low engagement with our value proposition. The client’s proactive involvement and willingness to communicate regularly via Slack played a key role in helping us adjust our approach. A major turning point was fine-tuning our messaging to better convey the core value, leading to improved conversion rates.

Ongoing Project

Our target sectors included Crypto/Blockchain, Streamers (YouTube/Twitch), Music Labels & Festivals, and Cannabis. Early attempts to segment by job titles didn’t deliver strong results, so we shifted to focusing on the industries themselves—crafting tailored campaigns for each. This change led to significantly more meaningful engagement across the board.

Addressing Challenges

To tackle the challenges TDM had with lead generation, we implemented a strategy that combined industry knowledge and value prop segmentation with the use of relevant client references to strengthen our outreach. A key part of this was what we call the “referral approach.” Here's how it worked: in our messaging, we’d ask something like, “Would you or [ReferralName] be interested in this?”

By mentioning a colleague’s name, we increased the chances of getting a response and ensured the message reached the right person—someone who could truly recognize the value of what we were offering. This tactic proved especially effective in industries where identifying the right contact is often difficult.

We also put custom processes in place that boosted our SDRs’ efficiency, enabling them to manage multiple campaigns at once. Meanwhile, our research team played a crucial role by building tailored lead lists and tracking relevant events to support highly targeted outreach.

Results

Our dynamic approach to these challenges resulted in a significant impact:

We achieved a rapid turnaround in strategy implementation, adapting quickly to the evolving needs of each industry.

Open and direct communication with the client facilitated swift updates and strategic shifts.

The targeted, industry-specific messaging approach led to 23 appointments in a quarter, an average of 7-8 appointments per month, and impressive open and reply rates (50% and 7% respectively).

OneSource Cloud provides cloud infrastructure solutions for businesses of all sizes. They support companies that rely on artificial intelligence and machine learning by helping them scale operations with reliable, high-performance cloud services. OneSource Cloud’s clients are primarily businesses that require powerful, scalable infrastructure to support AI, rendering, and data processing workloads.

Summary

OneSource Cloud aimed to grow both nationally and internationally by acquiring more clients, with a specific focus on expanding within the AI SaaS sector. To achieve this, they needed to scale their sales operations. They partnered with DMT Business Development to build an outbound sales process from scratch, focusing on email and LinkedIn outreach.

Challenges

OneSource Cloud faced several key challenges with their outbound business development:

• AI SaaS Outreach: The target audience — mid-to-large AI-focused SaaS companies — was difficult to penetrate due to high competition and messaging noise.
• Niche Industry Focus: AI SaaS and rendering-related industries evolve rapidly and have diverse needs across sectors like healthcare, finance, logistics, and entertainment. It was essential to tailor outreach efforts to each vertical, addressing specific pain points and requirements.
• Scalability: As a growing company, OneSource Cloud lacked an in-house sales team capable of running large-scale, multi-channel outbound campaigns. They needed a partner who could generate consistent, high-quality leads—quickly and efficiently.

Solution

The project began with team onboarding and high-level market research to define the initial strategy. Once the Ideal Customer Profile (ICP) was refined and approved, the team moved on to campaign planning and segmentation.

Segmentation was key to cutting through the noise—campaigns were divided by industry and role, followed by the creation of highly personalized, challenge-focused sequences. Each lead received messaging tailored to their specific context and needs.

Email and LinkedIn were chosen as the primary outreach channels, given their strong performance in B2B SaaS, particularly when testing and iteration are required.

To increase outreach performance, we implemented a multi-layer filtering system for lead research. This ensured we focused on the most relevant prospects and aligned messaging with their unique requirements. We also leveraged researched data points—such as cloud capacity needs, company news, alerts, and personalization triggers—to craft compelling openers.

Once we identified the highest-performing messaging and lead profiles based on early positive replies, we scaled campaign volumes accordingly.

Throughout the engagement, we remained aligned with OneSource Cloud’s ICP and core focus. Leads were primarily engaged via email, with LinkedIn used for follow-up. This multi-channel approach helped us identify companies in need of OneSource Cloud’s AI solutions—boosting email response rates from 2% to 5%, and LinkedIn response rates from 5% to 10%.

Eventually, our team generated around 5,500 prospects per quarter. After the first quarter and ongoing A/B testing of subject lines, email copy, and LinkedIn messages, we established a steady lead flow. Response rates rose to an average of 12% across both channels, resulting in 2–4 appointments per month with mid-to-large-sized companies.

Results

• Generated a database of 5,500+ relevant AI SaaS prospects per quarter.
• Set around 45-50 appointments per quarter.
• Achieved a 12% response rate through Email and LinkedIn channel.
• Improved lead-to-deal conversion by 23%, expanding OneSource Cloud’s reach to new AI-focused SaaS companies.

Productive is an end-to-end project management software platform. It lets you get a strong grip on operations and profitability in a single tool.

Summary

Productive aimed to increase the number of appointments and conversion rates to close more deals, or at least persuade a potential client to sign up for a free trial, which could eventually turn into a signed contract. Instead of assembling a separate outbound lead generation in-house team, Productive came to SalesNash to reach their goals faster.

Solutions

Onboarding Stage

Having discussed the ICP with the client, we focused on two campaigns at a time, i.e. targeting Digital Marketing agencies and Software Development agencies. All the details regarding geography, titles, segmentation approach, etc. were defined before the official project launch not to waste a day.

Later on, our team came up with an idea of a role segmentation. We carved out relevant messages for each target title. As a result, there were 4 different campaigns for project managers, operations, financial titles and executives. Each of these target groups would receive ~4 email touches and 2 LinkedIn touches with a specific value proposition.

Main stage

As soon as our Lead Generation team defined the necessary research parameters, the project started. The client provided feedback for the first few batches of leads, which helped us to adapt the criteria and improve the results with each new batch. At the same time, SalesNash team created the content for the campaigns. The moment the messages were approved by the client, our SDR team launched the outreach.

Any changes, adjustments and implementations were discussed with the client on the weekly meetings with our team. In the first month, we received around 40 responses, the third of which were positive. Despite the fact that July is considered a ‘slow’ period, we managed to set up 9 qualified appointments.

No time for a pause

After the success during the first month, we started to look for ways to reach even better results. In order to increase the number of qualified appointments we regularly synced up with the client and discussed the potential strategy and improvements internally. The project manager worked hand in hand with the content team to find the ideal wording for the templates and come up with the effective subject lines. As a result, during the second month (August), the team got around 100 responses and set up 13 meetings for the Productive team.

During the third month, the team followed the initial strategy. We focused on Software Development Agencies within two regions simultaneously: Europe and Australia. At the same time, it was decided to run the campaign for Marketing agencies located in those regions. This resulted in nearly 80 responses and 10 meetings for our client.

Driven Results

Despite the highly technical product and the competitive market, SalesNash’s managed to achieve the following:

• Generate over 4000 cold leads and reach out to them with relevant messaging;
• Keep open rates around 60% within the sequences of emails and response rates near 8%.
• Convert the outreach into 32 set qualified appointments with the representatives of digital marketing and software development agencies.

CDS Global Cloud, a dynamic multinational corporation, operates with a pivotal focus on improving global connectivity. While they offer a broad range of solutions, including SD-WAN, IaaS, SASE, and Bare Metal, their cornerstone service remains the Dedicated Internet Access (DIA) solution. This service is specifically designed to enhance the connectivity of international companies, facilitating robust, faster, and more secure links with their Chinese counterparts.

Summary

SalesNash partnered with the U.S. division of CDS to improve their outreach and lead generation efforts. CDS offers a diverse array of products and services, that’s why our teams worked hand-in-hand throughout the project. We did a thorough market analysis, engaged in strategic planning, and carried out various experimental campaigns. The goal was to schedule plenty of appointments and find potential customers, focusing on enterprise-level outreach through personalized and account-based marketing strategies.

How we worked

Strategic Alignment

Our collaboration began with establishing a strategic roadmap, with an emphasis on DIA, IaaS, and Bare Metal solutions. This phase included detailed planning for tests targeting various customer profiles and messaging. Regular coordination meetings and shared project management tools enabled a deep integration of SalesNash within CDS’s operational framework.

Email Outreach Campaigns

• Dedicated Internet Access (DIA) Campaign: For the DIA solutions campaign, we targeted Fortune 5000 companies with over 5,000 employees. This selective targeting was important because such large deals required engaging with complex organizations that have many decision-makers and complex internal processes. To stand out in this crowded space, our messaging had to be clear and directly address the high-level needs of these companies.
• Bare Metal Solutions: Our campaign for Bare Metal solutions was designed for smaller telecommunications companies. These companies, though niche, play a vital role in the market. Since they face the challenges that are different from those of larger enterprises, our messaging was straightforward and highly relevant. This approach was successful, resulting in a 30% open rate and 10-15 appointments per month.
• Mirror Hosting Services: We aimed this campaign at companies looking for robust hosting solutions for their global online presence. Our emails highlighted the benefits of our Mirror Hosting Services, with the emphasis on global connectivity and reliability. These are essential for businesses operating internationally. This targeted approach led to steady engagement, with 1-3 appointments each month. While these numbers might seem modest, they were, in fact, significant given the specialized nature of the service and the scale of the companies involved. Additionally, this campaign provided valuable market insights and helped us fine-tune our future strategies.

Research Methodologies

• We employed a combination of advanced boolean searches and other manual research techniques. This involved sifting through vast amounts of data to identify companies meeting our criteria.
• A significant part of our research included identifying companies located in key business hubs within China, such as Chengdu-IFS. We also looked for indicators of a need for Secure Access Service Edge (SASE) solutions, which would complement our DIA offerings.
• The culmination of this research was not merely a list of companies and contacts. It was a comprehensive understanding of the potential needs and challenges faced by these businesses. This informed not just who we contacted, but how we approached them, tailoring our messaging to reflect the insights gained from our research.

LinkedIn Outreach Efforts

LinkedIn outreach gained momentum as we refined our understanding of the value proposition and messaging. This outreach channel complemented our email campaigns. Key strategies included:

• Targeting and Engagement: We conducted experiments to determine which job titles were most likely to accept connections and engage with our content. This involved a multi-step campaign designed to interact actively with prospects’ profiles, including likes and reposts.
• Profile Activities: By generating consistent activity and posting relevant content, we aimed to enhance the credibility of our profiles, fostering trust among our connections.

The results of these efforts were encouraging, with an average acceptance rate of 15-20% and a response rate of approximately 40% from those who accepted our connection requests.

Results

Despite occasional challenges, our primary metric of success remained the client’s satisfaction. We effectively scheduled a substantial number of appointments, adapting to various research requirements and staying open to pioneering new approaches proposed by CDS.

Appointment Scheduling: Averaged 4 large enterprise appointments and 5-7 smaller company appointments monthly, with a peak of 20 appointments in one month.
Prospect Generation: Consistently generated around 2,000 prospects per month.
Email Campaign Success: Maintained a 99% email deliverability score and a 25% open rate for enterprise emails.
LinkedIn Engagement: Achieved an average LinkedIn acceptance rate of 20%.

Yodeck is a digital signage platform that helps businesses of all kinds. It lets users easily control and monitor many screens from one place. This cloud-based platform helps you design, schedule, and display content affordably and professionally from the web. Yodeck works directly with customers and partners, which is a key direction for the company.

Summary

With a big team in the US, Yodeck needed to set up a separate team to focus on the European market. That’s where the SalesNash team came in. Their main job was to find and reach out to potential partners, then set up appointments to help Yodeck’s sales team achieve their goals.

Solutions

Kicking Things Off

The project began with the target segmentation. This was the first step to creating a resonating campaign, followed by aligning both the content and lead generation parts. After a couple of meetings with the Yodeck team and initial strategy approval, the green light to start the AV Integration campaign was received.
The SalesNash team worked with two funnels - email and LinkedIn channels. Firstly, the team focused on testing out a couple of email message sequences to figure out the most efficient approach for the selected campaign. The content structure was specified after several adjustments which resulted in 60% open rates and generated 3-4 appts per week. But the desired goals were still in the distance, especially with the LinkedIn funnel.

Going Global

The SalesNash team kept experimenting with the targeting as well, and right after a month of cooperation, we decided to expand to some other verticals. The choice was around IT system integrators and marketing agencies since those types of companies have a lot of customers working with digital signage.
This was the time when the lead gen team had to level up and switch all the research efforts into manual mode. The reason for that was the potential partners had to utilize screens and monitors in some ways for their direct clients. That limited the number of companies we could reach out to for a particular industry in a region.
To reach more companies, we included non-English speaking countries, focusing on various verticals in multiple countries. Email, LinkedIn, and cold calling were all combined to maximize efforts.

Results

Throughout the whole timeline of the project, SalesNash team managed to:

• Schedule 3-4 appts with pre-qualified partners per week on average;
• Reach and keep the average campaign open rates at the level of 60-70%;
• Get response rates around 10-15%.