Opening new accounts with a platform health check timed to end-of-support and licence renewals
Growth comes from referrals, and nobody has time to build outbound. A managed programme now offers a fixed-scope platform health check to accounts nearing end of support or licence renewal.
- Challenge
Pipeline depends on referrals, with no outbound motion and no capacity to build it.
- Approach
Managed outbound built on a fixed-scope health check and end-of-support and renewal signals.
- Result
Qualified health-check conversations with accounts facing a support or renewal deadline.
The situation
Many IT services firms grow on referrals, partner leads and extensions with existing clients. That works until a large client cuts spend or partner leads slow, and then there is no outbound motion to fall back on. Founders sell between delivery commitments and have no time to research accounts, write campaigns or chase replies. Without outbound, the firm cannot choose its next clients; it takes whatever arrives.
The question that mattered
How can the firm start generating its own pipeline now, without taking the founders away from delivery?
What we did
- 1
Design the entry offer
Turn the founders' delivery strengths into a fixed-scope platform health check covering version, custom code, integrations and licence use, and define the ICP.
- 2
Find accounts with a deadline
Build the target list and track versions nearing end of mainstream support, licence renewal windows, upgrade projects named in job posts and new IT leadership, with analyst validation.
- 3
Run campaigns and qualify every reply
Sequence email and LinkedIn messages to heads of enterprise applications, platform owners and IT directors, approved by the founders. An inside-sales team qualifies each reply on fit, timing and budget.
- 4
Hand over meetings and the method
Place qualified meetings in the founders' calendars with a pre-call brief, and keep a playbook of what works for the firm to own.
What we delivered
The evidence and working documents the team kept.
- Health-check scope and ICP definition agreed with the founders
- Target account list with support, renewal and leadership signals
- Email and LinkedIn sequences with role-specific messaging
- Qualification criteria, pre-call briefs and a handover routine
- Outbound playbook covering the offer, signals and sequences that worked
The outcome
Accounts facing a support or renewal deadline
taking the health check as a low-risk first step
Founders
choosing which qualified meetings to take, each with a brief attached
Recently renewed accounts
parked until their next decision approaches
Health-check findings
giving founders grounds for upgrade or migration proposals
New clients now arrive through scoped work with a platform deadline behind it.
What changed in the GTM motion
New business no longer depends only on referrals. A calendar of support and renewal dates now drives a managed outbound programme alongside delivery, so the firm adds outbound without hiring SDRs and keeps the playbook if it later builds a team.
Services in this programme
Case studies
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