How We Achieved 47% Demo Conversion with Strategic ICP Refinement - APIFuse
Discover how ScaleMate helped embedded iPaaS provider APIFuse cut through intense market competition by laser-targeting CEO/Founders and Heads of Product, generating 15 high-quality meetings including key decision makers from AirTable, Lever & FileVine with a 7% interest rate.
APIFuse is an embedded iPaaS provider purpose built for native integration. Their product enables tech platforms to build product integrations for their SaaS app in minutes, not months.
The Problem
The iPaaS market has become more and more competitive over the years. APIFuse were struggling to break through the noise given the increased competition.
They were struggling with finding their niche as appealing to the masses was no longer effective so defining a clear Ideal Customer Profile (ICP) was essential to fuel further growth.
Why Engage ScaleMate
ScaleMate is a boutique consulting firm helping Founders of B2B SaaS companies realize product-market-fit and acquire early clients. Founders leverage our expertise in early stage B2B sales to devise an efficient and repeatable sales motion that is based on real market evidence.
The Solution
APIFuse didn’t want to boil the ocean. Their main goal was to generate meetings efficiently without burning through contacts. They also wanted to establish an efficient discovery process that caused the least friction at the top of the sales funnel.
ScaleMate proposed tightening their ICP around job titles, shifting the focus solely to CEO/Founders & Heads of Product as well as using different messaging iterations for these different buyer personas.
Market Results
Over a 2 month engagement we accomplished:
15 meetings, including key decision makers from AirTable, Lever & FileVine
Interest rate from outbound email campaigns = 7%
Conversion to demo/POC = 47%
