Enrise: €102K of pipeline in five months through outbound

Enrise, a company in the renewable energy sector, reached a stable pace of 6 meetings and 3 opportunities per month and €102K of active pipeline after five months of engagement, on a market where the sales cycle runs beyond six months. These results come from an outbound prospecting setup deployed by Growth Room from August 2025 to February 2026, focused on generating MQLs, qualifying them into SQLs and turning them into opportunities.

About Enrise

Enrise operates in the renewable energy market. Its business is B2B: it deals with companies, on subjects that involve an investment and therefore several levels of approval before a signature.

One figure sums up the commercial reality of this market: the sales cycle runs beyond six months. Between the first conversation and the final decision, the file circulates, gets costed, waits for a trade-off. Prospecting cannot be judged on contracts signed within the month. What can be looked at in the short term is the number of meetings held and the amount of pipeline opened, because those are the only indicators available before the first deals mature.

The starting point

Enrise had just raised €8 million. A round of that size changes the expected scale of the business and sets a pace: financial capacity has to become visible commercial growth, over a short period.

The company was dealing with a hiring challenge at the same time. Structuring that acceleration was therefore doubly necessary, and sales prospecting was the first project: without an incoming flow of qualified meetings, a growing team has nothing to work on, and there is no basis for sizing the next hires.

Outbound: setting up a steady prospecting flow

Framing the targeting

We started by defining precisely which accounts to address and which people to reach inside those accounts. On a long cycle, a targeting mistake does not show immediately: it is paid for months later, in meetings that lead nowhere. Upfront framing is therefore the most profitable part of the setup.

That framing also serves the hiring plan. A clearly defined target market tells the sales team which conversations it will have to handle, and on which profiles the next hires should be made.

Prospecting and booking meetings

Outbound prospecting was then run at a constant pace, with regularity rather than peaks as the objective. Peaks followed by empty stretches are not workable: the sales team can neither organise itself nor plan ahead. We steered the setup to produce a sustainable, repeatable volume, month after month.

From MQL to customer: qualifying every step

Every contact generated is qualified before being passed on. An MQL only becomes an SQL if the need and the decision maker match the defined criteria, and an opportunity is only opened once the project is genuinely under way. That discipline avoids the classic trap of outbound on a long cycle: a pipeline that looks comfortable but that nobody converts.

This breakdown also gives a usable reading during the first months. As long as no deal is signed, tracking the MQL, SQL and opportunity steps is what makes it possible to say whether the setup is working.

Results

• 6 meetings per month, at a regular and stable pace throughout the engagement.
• 3 opportunities opened per month, at the same pace.
• €102K of active pipeline after five months of engagement, in a context where the sales cycle runs beyond six months.

The setup ran from August 2025 to February 2026. On a long-cycle market, most of the work consists in making prospecting predictable: stable targeting, a constant volume of meetings, and qualification steps that are actually held, so that the pipeline opened converts once the cycle reaches its end.

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