PR & media agency.
Enterprise to SME Market Expansion: 32 Meetings in 4 Months
Engagement_Brief
Needed to expand from enterprise-only clients into the SME market with a new outreach strategy
The Challenge
The 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 the agency 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 the agency's services had strong product-market fit in the SME segment. They now have a repeatable channel for reaching that market on demand.