FrontM's frontline engagement platform, deployed across maritime shipping operations — the outbound motion built a repeatable path into accounts like this one.
FrontM's frontline engagement platform sold well whenever the CEO was in the room. The problem was building more rooms without more CEO.
Founder-led sales was unscalable — the CEO was flying to international events twice a quarter and personally running every 1:1 meeting. Partner channels brought in business, but complicated the sales narrative and the wider GTM.
Enterprise pipeline took 12 to 36 months to mature, and the cold outbound sitting underneath it was fragmented, running at low sending volumes with no repeatable system behind it.
Dived into the CRM to find the best-fit ICPs and built a targeted prospect list around accounts where FrontM already had demonstrated outcomes.
Ran LinkedIn and email outreach to decision-makers, proposing participation in a market survey — a lower-friction opener than a pitch in a market this regulated.