An ICP reset that unlocked a $2.1M pipeline in 90 days.
A vertical SaaS platform selling into mid-market manufacturers was chasing the wrong buyer. The Intelligence Sprint reset the ICP; the Outbound Engine then executed against it.
The challenge
The company had been selling to plant managers because plant managers took the demos. But the buying decision sat with a Director of Operations two levels up — and win rate at that title was 4× higher than at plant manager. Every campaign was starting from the wrong seat.
The approach
A 10-day Sprint interviewed 12 past buyers and mapped the real buying committee. We rebuilt the target list around Directors of Operations at 240 named accounts and rewrote every message around one specific pain — unplanned downtime measured in dollars, not hours. The Outbound Engine launched immediately after.
The outcome
Three months in, the calendar averaged 11 meetings per month with the correct buying seat. Pipeline value crossed $2.1M in influenced ARR by day 90. The rewritten ICP became the foundation for the company's next funding round narrative.
We were burning quarters selling to the wrong seat. Broachly's Sprint didn't just fix the outreach — it fixed our entire GTM narrative.— Head of Growth, Vertical SaaS · Series B
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