Case study / SaaS

How we helped Follosoft close $160K+ from snow removal

A Montreal-based SaaS targeting snow removal companies across the U.S. and Canada. $160K+ in closed revenue and a 4X ROI in four months, from a contact list that did not exist before we built it.

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$0 In closed revenue
0 Sales calls booked
0 Return on investment

A field service SaaS built for snow removal operators across the U.S. and Canada.

Industry

SaaS / Field service

Headquarters

Montreal, Quebec, Canada

Company size

11 to 15 employees

// The challenge

A market that no one had ever properly built.

Follosoft's growth depended entirely on hiring more salespeople, but the bigger problem was upstream: snow removal companies are not in any standard B2B database. Before Follosoft could sell, someone had to actually find them.

01

Growth tied to headcount

Every dollar of new revenue required a new sales hire. Expensive, slow to scale, and impossible to predict without adding a channel that did not depend on humans dialing.

02

No in-house AI outbound

The team was strong at the work itself but had no clear path to building an AI-powered outbound system internally. They needed someone to operate it end to end.

03

The contact list did not exist

Snow removal operators are not on Apollo or ZoomInfo in any useful way. Building a clean, geo-targeted contact list across the U.S. and Canada was a real project of its own.

// The approach

Scrape the market, then multi-channel it.

A custom contact list built from scratch, multi-channel outreach combining email and phone, and tight iteration on every variable that mattered.

// 01

Setup & deliverability

  • Google Workspace and Outlook mailboxes used in rotation
  • Multiple sending domains warmed up before any volume
  • Inbox placement monitored daily across seed accounts
  • SPF, DKIM and DMARC configured per domain
// 02

Data & targeting

  • Serper.dev scrape of Google Maps for snow removal operators across the entire U.S. and Canada
  • Filtered to cities and regions with real snowfall
  • AI enrichment to surface the owner or decision maker directly
  • Multi-source enrichment to confirm email and direct phone numbers
// 03

Messaging & personalization

  • 10 different copy variants A/B tested against each other
  • Multi-channel sequence pairing email with direct phone outreach
  • Sales calls booked straight onto Follosoft's calendar
  • Underperforming variants killed inside the first month
// The results

Four months of untapped market.

Four to five sales calls a week, three clients closed in the first sixty days, and a 7% reply rate across an audience that had never been emailed before.

$0
In closed revenue
0
Sales calls booked
0X
Return on investment
0%
Average reply rate
0
Clients closed in first 60 days
0
Sales calls booked per week
// The outcome

From hiring-led growth to a repeatable engine.

Four months in, Follosoft had a working channel that does not require hiring another rep to scale.

  • Over $160,000 in new revenue closed
  • First deal landed inside the initial 30 days of the program
  • 33 sales calls booked directly onto the team's calendar
  • A 7% reply rate across campaigns, in a market that had never been contacted at scale
  • A custom contact list across the U.S. and Canada that Follosoft now owns
  • An outbound channel running in parallel to the inside sales team
// Key takeaways

What made this work.

// 01

Untapped markets compound

When a contact list has never been emailed, even moderate volume drives outsized reply rates. The 7% reply rate here is the signal of a market in that exact state.

// 02

Multi-channel beats single channel

Pairing email with phone outreach is what got sales calls booked directly on the calendar instead of stuck in a reply thread.

// 03

Scraping beats databases

No standard B2B database had clean coverage of snow removal operators. Building the list directly from Google Maps was the entire unlock for the program.

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