Equity Thursd

The role of outbound approach in scaling – can you make it without?

We regularly hear from founders who face the challenge of scaling that the outbound strategy doesn’t work for them: it takes too much time, the conversion rates are low, etc.

  • What is the truth behind these statements?
  • Is cold contacting and the outbound really dead?
  • Or maybe they feel uncomfortable reaching out to cold leads being not fully convinced about their value proposition?

Is there a choice at all: can you scale and grow significantly w/o an outbound approach?

In the CEE region where we have small local markets, significant growth is only possible through internationalization. Moreover, if you have an innovative B2B solution, your potential clients, the early adapters are very likely located in other regions like WE or the US. If you consider to raise capital, your investors will also expect you to show an impressive growth and think in international outreach.

This means that though all founders first utilize their networks to win initial users, clients and hit the first revenue targets, from the first moment on they also need to figure out ways to reach out to „unknown customers” on „unknown markets”.

The good news is, that if you do it properly (and you can do it!), outbound strategy can be a solid foundation of your successful scaling!

We invited portfolio companies, VCs and outbound experts to find out different aspects of this „painful” challenge and discover their first-hand experience why and how to utilize the outbound approach to feed scaling.

Some key points we will raise via real life (good and bad) examples:

  • Industries, companies where outbound strategy is a must
  • How far can you grow w/o an outbound approach?
  • Can you attract investors w/o an outbound scaling strategy? Does it affect the valuation? Can it be a dealbreaker?
  • What VCs expect re market entry plans; do they challenge whether it is realistic and manageable?
  • When and how to build an effective outbound growth engine, what are the “golden rules”? How to execute this properly?
  • Benchmarks for conversion rates, sales cycles, etc. How to make the process faster / more efficient?
The role of outbound approach in scaling - Equity Thursday meetup 25 March 2021

We proudly host:

Michel Henss, Tribe Leader Client Services, Neticle

His main focus is building up a solid growth engine for Neticle, the social listening startup that aims at becoming a market leader in CEE. Previously he built up sales organisations at other tech companies like Tresorit and has also an entrepreneurial background.

Nick Roberts, Senior Alliances and Partnership Manager, Cognism, a hyper growth USD 13M ACV sales technology.

He has seen first-hand how outbound sales has grown this business and now the partner program to USD 1M ACV. He has an engineering background, but mostly worked in sales and business development. He is also a founder of his own company.

Valeri Petrov, partner, Eleven Ventures, one of the most active seed stage VC firms in SEE / CEE. Based in Bulgaria, privately funded by tech and industrial entrepreneurs, with a clear focus on investments into tech startups. They are actively seeking promising investment opportunities in the tech sector.


  • Event is free of charge but registration required via Equity Thursday meetup group
  • Event will run via Zoom from 5.15 – 6.45 PM, incl. Q&A.
  • Arrival from 5.00 to 5.15 PM to the waiting room, our host will admit you.

More details, information, registration: The role of outbound approach in scaling: can you make it without?

Key takeaways – videos:

The outbound sales approach – Who is it for and why is it important?

We regularly hear from founders that outbound strategy is not for them, it doesn’t work at all, etc.

Who is outbound approach for, in which industries / segments is it a must? Is there a choice at all: can you scale and grow significantly w/o an outbound approach? When to start thinking in international outreach? Should it be on table if you see enough inbound leads in your pipeline?

What to consider and how to build your own channel mix?

Building an effective sales engine in B2B is based on understanding the buyer journey of your different target segments, which needs to be translated into an omnichannel approach. What to consider and how to build your own channel mix, how does it depend on the target segments and the complexity of the overall sales process?