B2B SaaS: how do you activate a regular pipeline? The method

In a B2B SaaS, you can generate leads... and yet have the impression that nothing is progressing. The subject is then no longer volume, but the ability to transform an interest into an appointment, then into an exploitable opportunity.

The cases presented in this article are where precision makes a difference. We are talking about prospecting, commercial organization, follow-up, and the continuity between marketing and sales. The objective remains the same: set up a rhythm, keep control of what comes out of the device, and avoid that the acquisition is lost en route.

Below you will find a selection of SaaS B2B and Tech customer cases. Each sheet shows the context, what Growth Room worked on, and the result obtained, based on the items in your list.

Elinoï — 37 leads per month with a redesigned CRM and a better aligned acquisition

• background : Elinoï is aimed at a B2B target, on a project carried out in 2022. The starting point was not only acquisition, but also how leads were managed and exploited once generated.
• Objective : The objective was to generate a regular flow of leads while improving the continuity between acquisition and follow-up, to limit losses and gain in efficiency on a daily basis.
• What Growth Room has worked :
  • The redesign of the CRM, to structure follow-up and make lead processing more fluid.
  • The alignment between CRM and acquisition, so that acquisition efforts are better exploited.
  • A clearer organization of follow-up, to keep a simple reading of leads and their progress.
• Result : 37 leads per month.

Reflect — 14 qualified appointments per month thanks to ROI-oriented management

• background : Reflect evolves in software and IT services, with a B2B target. The collaboration has been ongoing since 2024. The subject was to produce qualified appointments and to avoid a volume of contacts that was difficult to convert.
• Objective : The objective was to provide the sales team with qualified appointments, while maintaining a clear vision of the effectiveness of the system over time.
• What Growth Room has worked :
  • ROI-oriented follow-up, to focus on what generates really useful appointments.
  • A stricter organization of qualification, in order to remain consistent on the target.
  • Regular adjustments, to stabilize the quality of appointments over time.
• Result : 14 qualified appointments per month.

83° North — 33 leads and increased autonomy with a structured outbound

• background : 83° Nord is a B2B project in software and computer services, carried out in 2023. The need was to activate outbound, but also to the ability to then continue internally.
• Objective : The objective was to generate leads through outgoing prospecting and to structure an approach that was clear enough to allow for increased autonomy.
• What Growth Room has worked :
  • The implementation of outbound, with an organization designed to be repeatable.
  • The structuring of the follow-up, to maintain a rhythm and a simple reading of the actions carried out.
  • The increase in autonomy, so that the device can be taken up and maintained over time.
• Result : 33 leads, with increased autonomy.

Planzone — 14 qualified leads per month with continuous B2B acquisition

• background : Planzone is a B2B project in software and IT services, carried out in 2024. Here, the challenge was not a one-off acceleration, but the ability to maintain a regular acquisition.
• Objective : The objective was to obtain a continuous flow of qualified leads, with a stable and usable approach on a daily basis.
• What Growth Room has worked :
  • An acquisition organization designed to last, in order to avoid excessive variations from one month to the next.
  • A follow-up focused on qualification, to keep leads that are really usable.
  • Progressive adjustments, to maintain the pace while maintaining the consistency of targeting.
• Result : 14 qualified leads per month.

Dealt — 11 leads per month thanks to very precise professional targeting

• background : Dealt is a B2B project in software and IT services, carried out in 2022. The starting point is based on a simple constraint: in prospecting, the precision of the targeting determines everything else.
• Objective : The objective was to generate leads by first working on the precision of the targeting, to avoid producing volume that does not succeed.
• What Growth Room has worked :
  • Very precise professional targeting, to focus efforts on the right population.
  • Coherence between targeting and messages, in order to remain direct and relevant.
  • Quality-oriented follow-up, to favor exploitable leads rather than quantity.
• Result : 11 leads per month.

Societeinfo — 10 leads per month on a target CMO and Head of Sales

• background : Societeinfo is a B2B project in software and computer services, carried out in 2023. The target is highly identified, with interlocutors who filter quickly and expect a clear message.
• Objective : The objective was to generate leads on a regular basis for this specific target, without diluting the discourse or broadening at the expense of relevance.
• What Growth Room has worked :
  • A framing of the target, to remain consistent on the targeted profiles.
  • A prospecting organization adapted to demanding interlocutors.
  • Adjustments over time, to maintain a stable monthly rate.
• Result : 10 leads per month.

Edtake — 9 leads per month with a structured multi-channel outbound

• background : Edtake is a B2B project in software and IT services, carried out in 2023. The subject was to build multi-channel prospecting without adding unnecessary complexity.
• Objective : The objective was to generate leads every month by structuring multi-channel outbound, with a clear and easy to follow organization.
• What Growth Room has worked :
  • The structuring of a multi-channel outbound, with a coherent sequence.
  • An organization that is easy to follow, to keep control on a daily basis.
  • Regular follow-up, with gradual adjustments to stabilize the pace.
• Result : 9 leads per month.

Slean — 14 qualified leads per month with a complete outbound funnel

• background : Slean is a B2B project carried out in 2023. The challenge was the ability to industrialize outgoing prospecting and to produce qualified leads, not just answers.
• Objective : The objective was to generate qualified leads each month via a structured outbound funnel, with a clear progression between contact and qualification.
• What Growth Room has worked :
  • A complete outbound funnel, designed as a series of coherent steps.
  • The organization of the qualification, to remain in line with the objective of qualified leads.
  • Regular adjustments, in order to stabilize performance over time.
• Result : 14 qualified leads per month.

Saper Vedere — 23 leads per month with a structured go-to-market for Follaw

• background : Saper Vedere is a B2B project carried out in 2023. The need was for a concrete go-to-market, capable of producing measurable results.
• Objective : The objective was to structure an effective go-to-market, and to generate a monthly flow of leads that supports commercial development.
• What Growth Room has worked :
  • The structuring of the go-to-market, with an execution-oriented approach.
  • The organization of the acquisition around a rhythm, to obtain a regular flow.
  • Monitoring and adjustments, to consolidate what works over time.
• Result : 23 leads per month.

Didask — Internalized prospecting and skills development

• background : Didask is a B2B project in software and IT services, carried out in 2023. The subject was not only to produce leads, but to make the team able to carry out prospecting internally.
• Objective : The objective was to internalize prospecting and to structure an increase in skills, in order to make the approach sustainable and controllable by the team.
• What Growth Room has worked :
  • The organization of internalization, to build an approach that can be reused by the team.
  • The rise in competence, to make execution more autonomous.
  • The structuring of follow-up, in order to maintain a clear method over time.
• Result : prospecting has been internalized and the team has increased its skills.

Publiweb — Refined targeting and scale-up at profitable levels

• background : Publiweb is a B2B project in software and IT services, carried out in 2023. The need was to scale up without losing control over performance.
• Objective : The objective was to refine the targeting and to advance the acquisition in stages, while maintaining a requirement of profitability.
• What Growth Room has worked :
  • Refined targeting, to clarify the target before trying to increase the volume.
  • A gradual increase in load, in order to consolidate at each stage.
  • Careful monitoring, with gradual adjustments to keep profitability at the center.
• Result : the targeting has been refined and the acquisition has been scaled up in stages.

Fygr — Prospecting designed to target accurately and properly manage

• background : Fygr is a B2B project in software and IT services, carried out in 2022. The need was for prospecting that was more precise and easier to grow.
• Objective : The objective was to structure prospecting capable of increasing numbers, while maintaining a sufficiently strict targeting to remain relevant.
• What Growth Room has worked :
  • A structured prospecting organization, designed to be repeatable.
  • Precision work on the target, to avoid dispersing.
  • Monitoring over time, with gradual adjustments as the load increases.
• Result : prospecting has been structured to better target and scale up.

Summary table