A consultancy that knows its niche deeply lacks a repeatable way to find accounts at the right moment. Caicle gives it a productised intelligence offering it can sell under its own name. Figures are illustrative.
- €2.4M
- New pipeline sourced
- +63
- Qualified meetings per quarter
- 9 days
- Time to first campaign
The challenge
The consultancy has genuine domain authority in logistics software and a strong referral business, but referrals do not scale on demand. When a partner wants to grow deliberately into mid-sized freight forwarders, the firm has no systematic way to identify which companies are modernising right now and therefore open to a conversation.
Its earlier attempt at outbound failed for a familiar reason: generic sequences that ignored where each account actually was in its modernisation, sent to a list that treated a company mid-migration the same as one that had just finished.
The approach
The firm defines a tight ICP around DACH freight forwarders in a specific size band with a named set of timing signals. Discover surfaces candidates from the registers and lookalikes of accepted accounts, from rheinport.example to blaufracht.example, each pre-scored. Research establishes the facts: a new applicant tracking system, engineering roles that indicate a platform build, a change of parent in the LEI register.
The Strategy Room scores fit against the narrow profile, drafts an approach in the consultancy's domain language rather than generic software copy, and reviews compliance per jurisdiction. Because the consultants themselves review and approve every plan, the firm's expertise stays visible in the outreach.
The firm packages the whole thing as its own branded intelligence service using the white-label console and share pages, so clients and prospects see a proprietary consultancy capability rather than an off-the-shelf tool.
The results
Within a quarter the new practice has sourced an estimated 2.4 million euros of pipeline and added dozens of qualified meetings, from a standing start of nine days to first campaign. The consultancy now treats prospect intelligence as a distinct, repeatable line of business rather than a hope pinned to referrals.
As always these are representative figures for a strong fit between offering and market, presented to illustrate the shape of the outcome rather than to promise a specific number.
Illustrative scenarioFigures describe a representative engagement, not a measured customer result.