B2B outbound engine
Opening 14 new OEM accounts for a contract manufacturer in nine months
A contract manufacturer with two anchor customers wanted to diversify into European and North American OEMs. Trade shows produced business cards, not conversations. We built an account-based outbound engine that reached engineering and sourcing leaders with specific, relevant messages and handed sales a calendar of qualified meetings.
- Client
- Electronics contract manufacturer
- Region
- India, serving Europe and North America
- Scale
- 600 to 900 employees
- Timeline
- Live in 3 weeks, measured over 9 months
Representative engagement. Client details are anonymised and figures reflect typical outcomes from comparable deployments.
What the client got
0
New OEM accounts opened
In nine months, across medical devices, industrial controls and consumer audio.
0
Qualified meetings booked
With sourcing, NPI or quality decision-makers at target accounts.
0%
Revenue from top two customers
Down from 70 percent, the diversification the board had asked for.
The bottlenecks
Bottleneck 1
Two customers, 70 percent of revenue
Growth depended on winning OEMs who had never heard of the company and already had suppliers they trusted.
Bottleneck 2
The right buyer is hard to name
Sourcing decisions involved procurement, NPI engineering and quality. Generic “we do PCB assembly” emails reached none of them in a way that mattered.
Bottleneck 3
Sales capacity was senior and scarce
Two directors handled all new business alongside existing accounts. Any outbound had to deliver meetings, not lists.
What we built
Step 1
Account selection by fit
We built a target list of OEMs by product category, volume band, existing supplier geography and recent product launches, then mapped the sourcing, NPI and quality contacts at each.
Step 2
Persona-specific sequences
Procurement heard about landed-cost and dual-sourcing risk. NPI engineers heard about DFM feedback turnaround and prototype lead times. Quality leaders heard about certifications and audit history. Each sequence had its own proof points.
Step 3
Deliverability and compliance
Dedicated sending domains, warmed mailboxes, business-hours sending per region and GDPR-compliant handling for European contacts.
Step 4
Meeting hand-off with a brief
Every reply was triaged by the team. Qualified interest became a booked call with a one-page account brief for the director taking it.
The automation workflow
Account-based outbound pipeline
From target OEM list to booked meeting
Questions clients ask about this engagement
How did you reach European OEMs compliantly?
Business-to-business outreach under legitimate interest with clear opt-out, suppression lists honoured immediately, and no personal data beyond professional contact details.
Did the client need a bigger sales team?
No. The engine produced meetings; the two directors took them. A sales engineer was hired in month six to support RFQs, which was the point.
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