Enterprise to SME Market Expansion: 32 Meetings in 4 Months

The Challenge

Ixtin Agency, a PR and media agency based in Mexico City, had built their business serving enterprise clients. While those relationships were valuable, the enterprise sales cycle was long and the client concentration risk was high. They wanted to expand into the SME market to diversify revenue and create a more predictable pipeline.

The problem: their entire sales motion was built for enterprise. Their messaging, pricing, onboarding, and delivery were all calibrated for large organizations. Reaching SME buyers required a fundamentally different approach.

Our Approach

Over a 4-month engagement, we built a complete SME outreach engine:

Market Repositioning: We helped Ixtin repackage their PR and media services for smaller, faster-moving organizations. The core capabilities remained the same, but the offer structure, pricing, and messaging were rebuilt for the SME buyer's decision-making process.

Cold Email Infrastructure: We deployed 35,000+ cold emails through properly authenticated multi-domain infrastructure, targeting SME decision-makers across their target industries.

Meeting Conversion: The outreach generated 32 qualified meetings, each with prospects who matched their ideal SME client profile.

Results

In 4 months:

• 35,000+ emails sent with strong deliverability
• 32 qualified meetings booked from cold outreach
• $95K in project revenue closed
• $12K in new monthly recurring revenue

The engagement proved that Ixtin's services had strong product-market fit in the SME segment. They now have a repeatable channel for reaching that market on demand.