B2Bpack: From Referrals to 356 Meetings in Four Markets

B2Bpack came to us with a goal: turn a pipeline that ran on referrals and word of mouth into a predictable system, and take it into new countries.

So we built a system on the most direct channel there is: cold email, straight to the people who decide.

356 qualified meetings. 4,558 leads. Expansion into four European markets.

B2Bpack is a digital logistics platform: quote, compare and book transport from multiple carriers in one place, with real-time tracking and ERP integration.

Their product worked. But growth ran on referrals and word of mouth, so every month was a guess.

They needed a pipeline they could predict, and expansion that stayed orderly.

Here is how we built it.

1.) Segmentation

Predictability comes from many small segments running at once, not one big bet.

Country by country, vertical by vertical: automotive, machinery, chemical, pharma, electronics. 162 segmented campaigns over the engagement.

Spread the pipeline across that many segments and the monthly number stops swinging.

2.) Message

The pain is different in each vertical and each country.

So every segment got its own message, built on its own pain. No generic pitch.

3.) Replication

Once it worked in Spain, we rebuilt the same machine in Germany, France and Switzerland.

That is why three new countries stayed orderly instead of three separate gambles.

4.) The result

From a pipeline nobody could forecast to a constant engine, with peaks above 90 meetings a month.

In the words of Raúl Pérez, COO at B2Bpack:

"More than 90 meetings a month, close to 400 in under six months."

Growth by referrals shows your product solves a real problem. But it cannot be planned.

Making it predictable is a different job: building a structured system that creates those conversations on purpose, so the pipeline stops depending on who remembers your name.