Challenge
Forge had grown for six decades on trade shows and rep referrals. With a new private-equity owner pushing for 18% ARR growth, the leadership team needed a digital outbound motion their senior reps would actually trust — without sounding like a SaaS company.
Solution
Account-based outreach to plant managers and procurement leads at Tier-1 manufacturers, with offline follow-up orchestrated through Forge's regional reps. Targeting was triggered by capex announcements, hiring spikes, and supply-chain reshoring signals.
Results
- 6 net-new enterprise accounts closed inside year one
- $4.1M in incremental contract value attributed to outbound
- Average deal cycle held under 11 months despite procurement complexity
- Sales reps reclaimed 9 hours per week previously spent prospecting
"We were genuinely worried digital outbound would feel wrong for our buyer. Six new logos later, that worry is gone."