KB
"They generate hundreds of leads a month, and we're able to close consistently."
Kegan Burgess
Head of Sales, SprintFWD
Case study / B2B SaaS
How we helped SprintFWD close $300K in five months
The parent company behind Firsttimer, a vertical SaaS that turns first-time gym visitors into long-term members. $300,000 closed in five months from gym owners, after LinkedIn, ABM and their own cold email had all stalled.
$300K+
In closed deals
116
Qualified opportunities
3.41%
Average reply rate
Vertical SaaS that turns first-time gym visitors into long-term members.
Headquarters
New York, United States
Product
Firsttimer, vertical SaaS for gyms
// The challenge
Three channels that stopped producing.
SprintFWD had already tried to build this themselves. LinkedIn outreach, their own account-based campaigns and their own cold email all ran, and none of them produced the volume or the quality of response the team could work with.
01
They had already tried cold email
SprintFWD ran their own campaigns before coming to us. The channel was not new to them and they were not sceptical of it. It simply was not returning enough, which is a harder problem than never having started.
02
LinkedIn and ABM did not scale
The team ran LinkedIn outreach and their own account-based campaigns alongside it. Both produce conversations. Neither produced them at the rate a SaaS business needs to build a pipeline on.
03
The buyer is always the owner
At a gym the person who decides is the person running the floor. There is no committee and no procurement, which is good news, but it means every deal depends on reaching one busy individual directly.
// The approach
One list of gym owners, at every scale.
Rather than splitting the market into independents, franchises and chains and running three motions, we built one list of gym owners that ran from single studios all the way up to YMCA-scale organisations.
// 01
Data & targeting
- Independent gyms, multi-location operators, franchises, chains and organisations at YMCA scale, all in one list
- Owners as the primary title, because at a gym that is almost always who decides
- Built as a single market rather than three segments with three separate motions
- Named individuals on every account rather than info@ addresses
// 02
Reach & volume
- 91,600 emails sent on the account
- A 3.41% reply rate against gym owners
- 116 qualified opportunities produced in three months
- Volume carried the campaign, because in an owner-led market reach is the constraint
// 03
Messaging & personalization
- Firsttimer solves one specific, measurable problem: first-time visitors who never come back
- Copy written to that problem rather than to the category word 'gym software'
- A number an owner already tracks, used as the opening rather than a feature list
- Multi-channel follow-up once a lead replies, so interest becomes a booked call
// The results
$300K closed, in five months.
SprintFWD became a client in June 2026. Five months later the account has produced $300,000 in closed deals from 116 qualified opportunities.
$300K+
In closed deals, first 5 months
116
Qualified opportunities
3.41%
Average reply rate
91.6K
Emails sent
5
Months to $300K
June 2026
Client since
// The outcome
A channel that finally worked.
After three channels that did not produce at the rate they needed, SprintFWD has one that does, and it is still running.
- $300,000 in closed deals in the first five months
- 116 qualified opportunities from 91,600 emails
- A 3.41% reply rate into gym owners, a market with no central list
- Reaching independents, multi-location operators, franchises and chains from one list
- Client since June 2026 and still running
- A repeatable channel after LinkedIn, ABM and in-house cold email had all stalled
// Key takeaways
What made this work.
// 01
The channel was not the problem
SprintFWD had already run cold email themselves and it had not produced. What changed was the list, the infrastructure and the volume behind it, not the idea.
// 02
Owner-led markets reward reach
When the buyer is the owner there is no committee to win over and no procurement to survive. The whole constraint is how many of them you can get in front of, which makes volume the lever rather than cleverness.
// 03
One market, not three segments
Independents, franchises and chains look like three different motions. Treating them as one list of gym owners meant one campaign to improve instead of three to maintain.
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