Cold outreach that turned industrial waste expertise into a steady deal flow.
A HubSpot + Apollo outbound engine opened conversations with plant managers and HSE directors across Italy: 6,180 emails, 99.7% deliverability, 17 deals generated.
The challenge
IES Srl helps industrial companies turn residues and by-products into value: a technical, regulation-heavy sale where the buyer is a plant manager or HSE director who ignores generic pitches.
New business came almost entirely from referrals and trade fairs: no structured outbound, no way to reach the hundreds of plants that did not know IES existed.
The sales team had no shared system: contacts lived in spreadsheets and inboxes, follow-ups depended on memory, and nothing was measurable.
Our approach
- 01ICP-first list building on Apollo: plant managers, HSE and environmental managers in manufacturing, chemical and agri-food companies across Italy, segmented by sector and residue type.
- 02Deliverability infrastructure before the first send: dedicated sending domain, full SPF/DKIM/DMARC setup and a gradual warm-up, keeping the corporate domain untouched.
- 03Segment-based HubSpot Sequences: three-step cadences over 12 days, with messaging built on concrete regulatory and cost angles (by-product classification, disposal costs, end-of-waste), not generic green claims.
- 04Every reply routes to the right consultant with an SLA, and every meeting and deal is attributed back to the sequence that generated it.
What we shipped
- Dedicated sending domain with 99.7% deliverability across 6,180 emails.
- Three segment-specific cadences: manufacturing, chemical, agri-food.
- Full attribution: every deal traced back to the sequence that opened it.
Results in detail
6,180 emails sent from a dedicated, fully warmed domain: the corporate domain never touched cold outreach and client communication kept landing in the inbox.
Strong for a technical industrial audience, because every email led with a concrete regulatory or cost angle, not a generic sustainability pitch.
New by-product management and intermediation contracts opened in pipeline straight from cold sequences: booked meetings, not luck.
Qualified meetings with plant managers and HSE directors booked straight from cold sequences, all attributed per segment and sequence.
A repeatable four-phase model, designed to ship value in weeks, not quarters.
01 DiscoverAudit of data, tools and revenue motion. We map the current state in 1–2 weeks.
02 ArchitectData model, automations and reporting blueprint, reviewed with your team before we build.
03 BuildImplementation in HubSpot and connected systems, with weekly demos and zero black boxes.
04 ScaleEnablement, dashboards and an ongoing optimisation loop tied to your KPIs.
If any of these sound familiar, we should talk.
You sell technical or regulated B2B services and outbound is still improvised. Your buyers are plant managers or HSE directors who ignore generic pitches. New business depends on referrals and trade fairs, with no predictable pipeline. You can't tell which campaign, segment or email actually produced a deal.
Want a result like this?
Tell us about your CRM and we'll map the fastest path to your next number.
Keep exploring
All case studies- Circular EconomyBioil AfriqueWe unified partner, customer and collection data inside HubSpot to give Bioil Afrique real operational control as they expanded.
- Circular EconomyBioil AfriqueA HubSpot + Apollo outbound engine brought Bioil Afrique's circular-economy offer to industrial kitchens, hotel chains and food producers: 8,240 emails, 99.5% deliverability, 22 deals generated.
- HR TechSelectic GmbHApollo targeting plus HubSpot Sequences turned Selectic's outreach from improvised to industrial: 9,860 emails, 99.7% deliverability, 12.1% reply rate.