DMT BUSINESS DEVELOPMENT HELPS ONESOURCE CLOUD TO SCALE THEIR SALES OPERATIONS

OneSource Cloud provides cloud infrastructure solutions for businesses of all sizes. They support companies that rely on artificial intelligence and machine learning by helping them scale operations with reliable, high-performance cloud services. OneSource Cloud’s clients are primarily businesses that require powerful, scalable infrastructure to support AI, rendering, and data processing workloads.

OneSource Cloud aimed to grow both nationally and internationally by acquiring more clients, with a specific focus on expanding within the AI SaaS sector. To achieve this, they needed to scale their sales operations. They partnered with DMT Business Development to build an outbound sales process from scratch, focusing on email and LinkedIn outreach.

OneSource Cloud faced several key challenges with their outbound business development:

• AI SaaS Outreach: The target audience — mid-to-large AI-focused SaaS companies — was difficult to penetrate due to high competition and messaging noise.
• Niche Industry Focus: AI SaaS and rendering-related industries evolve rapidly and have diverse needs across sectors like healthcare, finance, logistics, and entertainment. It was essential to tailor outreach efforts to each vertical, addressing specific pain points and requirements.
• Scalability: As a growing company, OneSource Cloud lacked an in-house sales team capable of running large-scale, multi-channel outbound campaigns. They needed a partner who could generate consistent, high-quality leads—quickly and efficiently.

The project began with team onboarding and high-level market research to define the initial strategy. Once the Ideal Customer Profile (ICP) was refined and approved, the team moved on to campaign planning and segmentation.

Segmentation was key to cutting through the noise—campaigns were divided by industry and role, followed by the creation of highly personalized, challenge-focused sequences. Each lead received messaging tailored to their specific context and needs.

Email and LinkedIn were chosen as the primary outreach channels, given their strong performance in B2B SaaS, particularly when testing and iteration are required.

To increase outreach performance, we implemented a multi-layer filtering system for lead research. This ensured we focused on the most relevant prospects and aligned messaging with their unique requirements. We also leveraged researched data points—such as cloud capacity needs, company news, alerts, and personalization triggers—to craft compelling openers.

Once we identified the highest-performing messaging and lead profiles based on early positive replies, we scaled campaign volumes accordingly.

Throughout the engagement, we remained aligned with OneSource Cloud’s ICP and core focus. Leads were primarily engaged via email, with LinkedIn used for follow-up. This multi-channel approach helped us identify companies in need of OneSource Cloud’s AI solutions—boosting email response rates from 2% to 5%, and LinkedIn response rates from 5% to 10%.

Eventually, our team generated around 5,500 prospects per quarter. After the first quarter and ongoing A/B testing of subject lines, email copy, and LinkedIn messages, we established a steady lead flow. Response rates rose to an average of 12% across both channels, resulting in 2–4 appointments per month with mid-to-large-sized companies.