Solwey / the GTM approach
Make relevant outreach repeatable.
The business challenge
Solwey needed an outbound process that could consistently reach the right accounts without taking time away from selling or delivery work. General-purpose prospect lists and generic sequences were not enough for its specific buyers.
How the team approached GTM
- 01 — Specify the service offer: Separate custom application work from AI automation and select decision-makers for each proposition.
- 02 — Research buying context: Prioritise accounts with a relevant project, industry or technology need instead of a broad list.
- 03 — Run signal-led outbound: Use automated email research and segmented sequences to introduce the offer at the right time.
- 04 — Improve from responses: Use engagement and opportunities to refine account filters, message language and follow-up.
What changed
$500K+ in closed deals. The published Solwey customer story reports more than $500,000 in closed deals associated with its outbound programme.
What growing teams can learn
Effective outbound starts by defining a narrow buyer profile and establishing why the offer matters now. Research, qualification and message preparation belong in one repeatable workflow; the human team still owns the relationship and the commercial decision.