Frontier – Case Study

Client Overview

• Company: Frontier

• What they do: A lightweight Chrome extension that transforms how sales teams use Outreach.io—giving reps crystal-clear visibility into what works, and why.

• Team size: Lean startup team

• ICP: Sales leaders and enablement teams at fast-growing B2B companies already using Outreach.io

• Why they came to us: The Frontier team needed a smart, scrappy outbound system to get their first signups and demo calls—without spending on ads or burning time on low-quality outreach.

The Problem

Frontier had a strong product and a clear ICP: B2B teams already using Outreach.io. But they needed fast feedback loops—real usage and real conversations—to validate their early go-to-market.

The challenge? Their tool was unfamiliar to their audience, so they needed messaging that didn’t just explain what it does, but why it matters now. And they needed it yesterday.

What We Built

• Targeting:

  We built a segmented outbound system targeting Outreach.io users in two distinct tiers:

  • <100 employees: Direct sign-up CTA for fast access

  • 100+ employees: CTA focused on booking a short demo with the team

• Messaging:

  Custom-crafted emails tailored to each segment:

  • For smaller teams: frictionless, value-led CTAs to test the product immediately

  • For larger orgs: credibility-driven messaging that got forwarded internally to key decision-makers (including at Airtable)

• System:

  End-to-end managed campaign with personalized variables, AI-enriched proof points, and multi-layered sequences—fully deployed in under 2 weeks.

The Results

• 4 positive replies from larger companies (100+ employees) in the first 30 days

• Demo booked with Airtable after their Sales Exec forwarded the cold email internally with the comment:

  “This is how cold email should be done.”

• Multiple signups from smaller companies in the Outreach.io ecosystem

• Fast validation of key messaging angles and market resonance

Want results like this?

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