Avvale generates €135,000 in revenue with a new outbound channel to manufacturing SMEs

About Avvale

Avvale is an international technology consulting group headquartered in Milan, born from the evolution of Techedge and NIMBL. It supports companies through digital transformation, from ERP to supply chain and manufacturing digitalisation.

With its PLM solutions, Avvale wanted to grow among manufacturing SMEs in Northern Italy, a segment with deals worth over €30K but hard to reach without a dedicated outbound channel.

The Challenge

• No outbound channel

  Growth with manufacturing SMEs depended almost entirely on inbound.

• No repeatable process

  There was no structured, measurable method for opening new opportunities.

• A complex target

  Heavy-engineering SMEs in Northern Italy, with long decision cycles and deals worth over €30K.

• No data

  Without an outbound process there were no reliable metrics to base decisions on.

The Solution

1. 01

   A focused ICP

   Heavy-engineering manufacturing SMEs in Lombardy, Emilia-Romagna and Piedmont.

2. 02

   ICP-built lists

   Companies and decision-makers selected on the defined profile, with no generic databases.

3. 03

   A dedicated SDR

   An OutboundHub team dedicated to Avvale, with knowledge of the Italian manufacturing buyer.

4. 04

   Structured cold calling

   The phone as the main channel, to reach decision-makers who are hard to get by email.

5. 05

   Qualification and handoff

   Only appointments qualified on pain and timing reached the Avvale sales team.

6. 06

   A measurable process

   Clear booking-rate and conversion metrics, to understand what works and scale it.

Why It Matters

Avvale added a predictable outbound channel to a hard-to-reach segment on top of inbound. For the first time it had concrete booking-rate and conversion data to guide its sales decisions.