Case Study

How this climate-tech platform went from event-driven growth to €2M+ pipeline—and into RFPs with Europe's largest enterprises.

Overview

Industry: B2B Enterprise Software - Climate Tech

Location: Berlin, Germany

Company Size: 11–50 employees

Timeline: 3 months

This company is a digital environmental marketplace and climate finance platform that helps organizations credibly offset their carbon emissions by sourcing, verifying, purchasing, and managing high-quality carbon credits.

They already had:

VC Backed, ambitious growth targets
All leads coming from events & network

What they lacked was a scalable outbound system to reach very specific enterprise target audiences beyond events.

The Challenge

Event-dependent growth with limited enterprise reach.

Very specific enterprise target audience (corporate sustainability teams, ESG professionals)
All leads coming from events & network
Challenge reaching decision-makers at Europe's largest enterprises
No scalable outbound motion for enterprise accounts
Long sales cycles requiring consistent touchpoints

As a VC-backed climate tech platform they needed to scale beyond event-driven growth to reach enterprise accounts systematically.

The Goal

Build an enterprise-focused outbound system that:

Reaches very specific enterprise target audiences
Opens doors to Europe's largest enterprises
Generates qualified pipeline for long sales cycles
Gets into RFPs with major corporations
Becomes the strongest growth channel

The Solution

Enterprise-Focused Outbound System for Climate Tech

We built a sophisticated outbound system specifically designed for enterprise climate tech sales:

Inside the System

How the Workflow Works (High-Level)

1. Enterprise ICP Definition

Defined highly specific enterprise target accounts:

Corporate sustainability teams
ESG professionals
Climate program leaders
Firmographic filters (enterprise size, industry)
Technographic signals (sustainability tools, compliance software)

2. Account Research & Enrichment

Built comprehensive enterprise account database:

Intent signals for climate initiatives
Funding and hiring events
Public sustainability commitments
Decision-maker mapping (C-level, sustainability leads)
Account-level personalization data

3. Multi-Stakeholder Outreach Sequences

Created sequences targeting multiple stakeholders:

C-level executives (sustainability, operations)
ESG and compliance teams
Finance and procurement
6-touch sequences with account-specific angles
Regulatory and compliance messaging (CSRD, SBTi)

4. Briefing Pages & Value Props

Built account-specific briefing pages:

Company-specific carbon credit portfolio recommendations
Regulatory compliance alignment
Risk assessment and quality framework
ROI and impact projections

5. Pipeline Management & RFP Support

Established enterprise sales process:

Long-cycle pipeline tracking
RFP response support materials
Multi-stakeholder meeting coordination
Compliance and audit documentation

The Result

Immediate Impact

In RFPs with Lufthansa, Deutsche Bank, Nolte Küchen
€2M+ Pipeline Value (350k weighted)
2-3 highly relevant leads per week

After 6 Months

Outbound system strongest channel
Expansion across Europe and into new niches

Before vs. After

Before

VC Backed, ambitious growth targets
All leads coming from events & network
Challenge: Very specific enterprise target audience

After

In RFPs with Lufthansa, Deutsche Bank, Nolte Küchen
€2M+ Pipeline Value
2-3 highly relevant leads per week
Outbound system strongest channel

One-Line Transformation

Before: Event-driven growth with limited enterprise reach.

After: A scalable outbound system generating €2M+ pipeline and opening RFPs with Europe's largest enterprises.

Who This Is For

Teams who:

Climate tech and ESG platforms targeting enterprise
VC-backed companies needing scalable growth channels
Teams with very specific enterprise target audiences
Companies wanting to reach Europe's largest corporations