Case study · Anonymized
What we built for a legal-tech company: an outbound engine with a dedicated AE.
~$700K → $3.8M ARR in ~90 days.
Results vary; not guaranteed.
Every engagement is different; this is one company's result.
15 minutes with Kurt. You leave with a clear view of where your pipeline breaks.
The starting point
The company sold mainly through warm intros and the founder's network. There was no defined ICP, no outbound motion and no shared playbook. The founder was still in most deals.
What we built
What we built
ICP lanes · packaging · CRM setup · sales playbook · outbound sequences · AE onboarding kit on that playbook.
How we work
Buyer and deal mapping first; lanes before lists; a playbook written from real calls; weekly pipeline and call review.
Who was placed
A dedicated AE, onboarded on the playbook we wrote and reviewed weekly against a scorecard.
The timeline
- 1
Mapped the deals
Mapped how deals closed and who bought.
- 2
Defined lanes
Defined ICP lanes and packaging.
- 3
Built the system
Built the CRM and playbook.
- 4
Launched
Launched outbound and onboarded the AE.
- 5
Weekly review
Ran the weekly pipeline and call review.
Steps overlapped.
The number
~$700K → $3.8M ARR in ~90 days.*
What the client owns
- ICP lanes
- Packaging
- CRM
- The playbook
What made the difference
- Selling into defined lanes
- A playbook written from real calls
- Weekly review
Want to see how this would work for your setup? Book a free 15-minute intro call.
Is founder-led selling your ceiling right now?
In 15 minutes we'll look at where your pipeline breaks and what we'd build first.
Legal-tech client: ~$700K → $3.8M ARR in ~90 days.*
Led by Kurt Akman · ex-Head of Growth, Sports & Entertainment at Corgi (YC S24) · 500 Global · Inc. 5000 revenue leader15 minutes with Kurt. You leave with a clear view of where your pipeline breaks.
Pricing depends on your team and deal size. We'll walk through it on the free 15-minute intro call.