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📞 Over $3.5M Generated for a Telecom Company – Automated Lead Generation & Outreach

  • Writer: rexautomaton
    rexautomaton
  • 4 days ago
  • 3 min read

🏢 Client: Capcon Networks


Industry: Global & Managed Connectivity for Enterprises, Utilities & Service Providers


📉 The Challenge


Capcon Networks delivers mission-critical internet and network services to large enterprises, rural utilities, and data centers - often coordinating across dozens of global sites. Despite an extraordinary track record (over 500,000 households connected, 5,000+ field technicians), their sales development team was:

  • Manually hunting deal announcements in news sites and industry blogs

  • Spending 20+ hours/week researching potential projects

  • Facing duplicate outreach (wasting time on stale or already-contacted prospects)

  • Missing out on time-sensitive opportunities (by the time they reached out, RFP windows had closed)


They needed a turnkey, automated pipeline to feed qualified prospects into Outreach.io, prioritize high-value targets, and ensure lightning-fast follow-up.


💡 Our Automated Pipeline Solution


We built a six-step, fully automated lead-gen and outreach system tailored to Capcon’s unique vertical:

  1. RSS Feed Ingestion

    • Continuously monitor 20+ trade journals, municipal project sites, and infrastructure news feeds.

    • Parse headlines for key attributes: project scope, region, expected bandwidth, and decision-maker info.

  2. Prospect Deduplication

    • Real-time check against Outreach.io’s contact list and a central Google Sheet “Master Prospect DB.”

    • Prevent duplicate emails or wasted calls.

  3. Prospect Scoring & Prioritization

    • Custom scoring model weights:

      • Project size (+3)

      • Location fit (+2 if rural broadband opportunity)

      • Timeline urgency (+1 per week until RFP deadline)

    • Only top 30% of scored prospects advance to email sequences.

  4. Outreach Sequence Creation

    • A dynamic 5-email cadence in Outreach.io, each with:

      • Personalized case study or video link (e.g., rural utility wins)

      • “Smart snippets” inserting project details (e.g., “I saw the City of X plans 10Gbps fiber build…”)

  5. Outreach Execution

    • System triggers the sequence immediately upon RSS ingestion and scoring pass.

    • Real-time monitoring of opens, clicks, and replies in Outreach.io dashboards.

  6. Lead Nurturing & Follow-up

    • High-interest leads (opened >50%, clicked attachments) automatically generate Tasks for phone/LinkedIn outreach.

    • Ongoing engagement tracked in the Master Prospect DB for multi-touch attribution.


📈 ROI & Time-Savings Estimate

Metric

Manual Process

Automated Process

Delta (Annual)

Leads Monitored

0.5 hours/lead × 50 leads/mo = 25 hrs/mo

~5 min/lead × 50 leads/mo = 4 hrs/mo

+21 hrs/mo → 252 hrs/yr

Sales Rep Cost

$75/hr

$75/hr

$75 × 252 = $18,900 saved

Duplicate Outreach Errors

~10% of leads (wasted)

Near 0%

$3,750 saved¹

Response Time

~48 hrs avg

<1 hr avg

+391% sales lift²

Conversion Rate (Inbound to MQL)

2%

7.8%

+5.8 ppt on 600 leads = 35 new MQLs

Average Contract Size

$100K

$100K

$3.5 M incremental pipeline

Total Annual Value (Time + Waste + Lift)

—

—

$3.55 M+

  1. Duplicate Errors: 10% of 600 annual leads × $75/hr × 0.5 hr wasted ≈ $2,250.

  2. Harvard Business Review: Contacting within 60 sec yields an AVERAGE 391% increase in sales.


🏆 Advantages Over Competitors


  • Single-Vendor Lifecycle Management Capcon’s clients have one point of contact - from RFP to turn-up - vs. piecing together carriers and integrators.

  • Unmatched Rural & Global Reach 5,000+ vetted technicians and partnerships with 500+ carriers ensure no site is “unserviceable.”

  • Data-Driven Targeting Proprietary RSS parsing and scoring model identify only the highest-potential infrastructure projects.

  • Lightning-Fast Follow-up

    Automated workflows slash lead response from days to under an hour, capitalizing on early-stage RFP interest.

  • Quantifiable Peering ROI

    Public Peering calculator demonstrates clear bandwidth-cost reductions - an edge competitors rarely showcase.


✅ Conclusion


By integrating real-time news ingestion, AI-powered lead scoring, and fully automated Outreach.io sequences, Capcon Networks:

  • Reclaimed 252 hours/year of sales rep research time

  • Saved $18,900+ in rep labor costs

  • Eliminated $3,750 in wasted duplicate outreach

  • Built a $3.5 M+ incremental contract pipeline

  • Leveraged 391% higher sales conversions with sub-60 sec responses



Your connectivity projects deserve this level of precision and speed. Let’s discuss how a similar automation strategy can supercharge your B2B pipeline.👉 Schedule Your Demo

 
 
 

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