The Situation

Ontopical was growing and needed to increase top of funnel pipeline while continuing to build an internal BDR team. The team had already worked with an outbound vendor, but the experience fell short. The previous partner executed tasks but did not contribute strategically, leaving Alex and his team to direct messaging, targeting, and overall approach.

At the same time, internal outbound efforts required significant time, money and resources. List building, sequencing, and outreach execution created friction and made it difficult to consistently reach the right prospects. Ontopical needed a way to scale outbound while maintaining control and visibility in order to maintain alignment with their sales strategy.

The Challenge

The core challenge wasn’t just volume; it was building scalable, high-quality activity. Ontopical needed to increase qualified meetings, improve targeting, and ensure outreach was aligned with real buyer pain points. They were also hesitant about outsourcing again. Ontopical was especially concerned about losing control over messaging, visibility into performance, and finding a partner that would contribute strategically rather than simply execute.

The Approach

From day one, Outbound Sales Pro (OSP) operated as an extension of the team. They worked alongside Ontopical to understand the business, sales motion, and challenges at a deeper level. This allowed outbound efforts to be aligned with real goals rather than generic outreach tactics.

This is how it played out:

• OSP worked alongside Ontopical’s internal BDR function, partnering closely to understand challenges and refine ICP, targeting, and messaging
• Built and tested personalized outreach workflow to resonate with key pain points, across email, LinkedIn, and phone
• Provided insight into all scripts, calls, and performance, with shared recordings for feedback, and collaborating weekly to drive ongoing optimization

The Results

After starting with OSP, meeting volume immediately doubled, creating more opportunities for the sales team to engage with qualified prospects. With better targeting and messaging, those conversations were more relevant and valuable. Instead of spending time and money on manual prospecting and outreach tools, the internal team was able to focus on closing deals.

Outbound also became more predictable. With a consistent flow of meetings and a clearer understanding of conversion rates, the team could plan pipeline and revenue targets with more confidence. The ability to scale outbound efforts up or down based on business needs added flexibility that was difficult to achieve internally.

True Partnership

One of the most important differences in this engagement was how it felt from Ontopical’s perspective. Rather than requiring constant direction, OSP brought ideas, insights, and recommendations based on experience. Both teams collaborated strategically to refine the approach and improve outcomes over time.

This collaboration created a sense of partnership that was missing from Ontopical’s past experiences. Instead of simply executing on given tasks, OSP could solve business challenges in order to build a system that could continue to perform as the company grew.