Who is the client?

LimoLane is a premium mobility platform for transfers and events, serving both corporate and individual clients.

They operate globally in more than 500 cities and are supported by a network of more than 6,000 professional drivers.

For business clients, LimoLane provides a platform to manage corporate travel end to end, covering booking through expense reporting.

How the client met us

In May 2024, LimoLane’s Head of Marketing, Leonardo, found Matteo through LinkedIn content.

After a short conversation, they scheduled a call and aligned on a partnership to support LimoLane’s growth targets for 2024 and beyond.

Context

LimoLane had a track record of two times year over year growth and set ambitious expansion goals.

They wanted to scale B2B acquisition by implementing a fully engineered email lead generation system that could run across four different countries and support the next stage of growth.

What was the problem?

• Lack of an advanced B2B sales system
  The team lacked the technical expertise and the latest B2B sales execution know how required to run an engineered outbound system at scale.
• Low volume and inconsistency
  Prior outreach was limited to a single market, performed inconsistently, and produced few to no results.
• Manual and inefficient effort
  SDRs were spending significant time on manual work using an unstructured approach that did not produce meaningful outcomes.

The approach we took

1. Strategy and ICP analysis

• Analyzed LimoLane’s TAM, ICP, and channel fit to define the highest value B2B niches
• Structured the program to support multi country execution and ongoing message market fit iteration
• Set initial objectives including high volume personalization in four countries, continuous A B testing, deliverability infrastructure, reporting by country and SDR, and operational alignment for the SDR team across markets

2. Data enrichment and ABM targeting

• Built country and sector specific databases using Clay
• Executed a double filtering process at both domain and contact level to ensure high quality targeting
• Used tools including Sales Navigator, Ocean.io, Apollo, Apify, and BrowseAI to source, validate, and segment records
• Structured segmentation to support different sectors and different buyer profiles by country

3. Channel and infrastructure setup

• Built a dedicated sending infrastructure of 76 inboxes across 26 domains
• Hosted the infrastructure on private monitored servers to support deliverability and reduce spam risk

4. Structured testing and scaling

• Launched 16 sector specific initiatives, each with its own campaign logic
• For every sector, created and tested 8 campaign variants in Instantly
• Customized campaigns per country to match local conditions and sector dynamics
• Used the testing phase to identify the combinations of segment, offer, and messaging that produced the highest response rates

5. CRM connection and pipeline tracking

• Connected replies from Instantly into dedicated Slack channels divided by country
• Ensured the assigned SDR received immediate notifications for fast follow up
• Enabled SDRs to book meetings and update CRM in real time, maintaining visibility and reporting by country and SDR

Results

‍

• Generated 1,101 qualified leads in four months
• Closed 48 deals
• Produced €175k in sales