How Frontier Booked Demos with Airtable and Validated SaaS Messaging Using AI Outbound
Client Overview
Company: Frontier
Industry: SaaS / Sales Enablement
Team Size: Lean startup team
ICP: Sales leaders and enablement teams at fast-growing B2B companies using Outreach.io
Why They Chose Danish Lead Co.: Frontier needed a fast, data-driven outbound system to secure early signups and demo calls—without spending on ads or wasting time on low-quality leads.
Challenges Before AI Outbound
Frontier had a clear ICP and a strong product but lacked real-world validation from active Outreach.io users. Their main challenge was to educate potential users on why Frontier mattered now—while generating early traction and feedback loops to refine their go-to-market positioning.
Our AI-Powered Outbound System
We built a hyper-targeted, segment-based outbound engine in under 2 weeks:
- Targeting: Two-tier approach to Outreach.io users:
- <100 data-preserve-html-node="true" employees: Direct sign-up CTA for fast adoption
- 100+ employees: Demo-driven CTA focused on sales leadership teams
- Messaging: Tailored email sequences:
- Smaller teams received quick-start CTAs emphasizing frictionless testing.
- Larger teams got credibility-based copy showcasing proof points and peer adoption.
- System: Fully managed multi-step campaigns with AI-enriched data, personalized variables, and real-time deliverability monitoring.
Results
✅ 4 positive replies from 100+ employee companies within 30 days
✅ Demo booked with Airtable after internal referral
✅ Multiple smaller-company signups from the Outreach.io ecosystem
✅ Rapid message validation and proof of market fit
Airtable’s sales exec forwarded the outreach internally with the comment:
“This is how cold email should be done.”
Tools & Stack Used
Clay – Data enrichment and intent-based targeting
Smartlead – AI-powered sequencing and inbox management
Apollo – Contact data and enrichment
FI Navigator – Segmentation intelligence
BuiltWith – Tech stack insights for accurate ICP targeting
Key Learnings
- Insight 1: Fast campaign deployment enables early go-to-market validation.
- Insight 2: Tiered messaging ensures relevance across different company sizes.
- Insight 3: AI enrichment accelerates feedback loops for SaaS positioning.
Next Steps
- Scale outbound volume for enterprise Outreach.io users
- Test feature-specific campaigns focused on sales analytics adoption
- Integrate usage data to inform follow-up messaging
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