Smartness generates over €70,000 in sales in 4 months with a single dedicated SDR

About Smartness

Smartness, founded in Arco in 2020 as Smartpricing, builds AI-powered software for hotels and holiday rentals, from dynamic pricing to guest communication. Today it has over 5,000 customers in more than 40 countries and passed €10 million in revenue in 2025.

With a Series B round on the horizon, the company had to show investors solid, measurable commercial growth. It needed a steady pipeline, immediately, without depending on a sales team in constant turnover.

The Challenge

• Traction to prove for the Series B

  The new round called for concrete commercial numbers: new demos, new customers, new revenue.

• High sales team turnover

  Sales reps changed often. Every departure meant months lost to recruiting, training and ramp-up.

• Not enough pipeline

  Inbound opportunities weren't enough to support the growth targets.

• No time to waste

  Building and stabilising an in-house team would have taken too long for the round's deadlines.

The Solution

1. 01

   A focused ICP

   Hotel groups in Central and Northern Italy with at least 3 properties: large enough to have a real management problem, close enough to be served well.

2. 02

   ICP-built lists

   Property and decision-maker lists built from scratch on the defined profile, with no generic databases.

3. 03

   One full-time dedicated SDR

   An OutboundHub rep working 100% for Smartness, a full part of their sales engine.

4. 04

   Structured cold calling

   The phone as the main channel, with scripts and messages tested and improved week after week.

5. 05

   Qualification and handoff

   Only demos with qualified decision-makers reached the Smartness team, which could focus on closing.

6. 06

   A steady pipeline

   Two demos a day, every day, for the whole project: a stable flow independent of sales team turnover.

Why It Matters

Smartness turned a weakness, sales turnover, into a stable and measurable channel. The pipeline no longer depended on who happened to be on the team.

Ahead of the Series B, the company could show investors a repeatable sales engine with concrete results in just a few months.