Aurelius Industrials was growing, but it was sporadic and unpredictable. They lacked a repeatable process to consistently break into Tier-1 European automotive OEMs, relying instead on founder networks and warm referrals.
We started by deconstructing their existing customer base. Through a 3-week diagnostic sprint, we identified that their most profitable segment was Tier-1 European automotive OEMs – a segment they had only reached through warm introductions.
We mapped 340 target accounts across Germany, Poland, and the Czech Republic, stratified by revenue, procurement cycle length, and LinkedIn executive presence.
Key findings from this phase:
- 68% of past revenue came from just 4 account types
- Average deal size from OEM accounts was 3.4x higher than SME accounts
- LinkedIn penetration in target accounts was only 12%
Multi-Channel Acquisition Build
With the ICP locked, we built a three-layer acquisition engine:
LinkedIn Programme: A content-led executive presence program targeting decision-makers at identified OEMs. Ghostwritten thought leadership published 4x per week, combined with structured connection and DM sequences for C-suite and Engineering Directors.
Cold Email Engine: A 7-step outbound sequence using signal-based personalisation – referencing recent procurement announcements, supplier news, and funding events in target accounts.
SDR Layer: We trained and embedded a two-person SDR team running qualification calls and managing discovery pipeline directly in HubSpot. Weekly coaching calls for the first 90 days ensured consistent messaging.
Warm Outreach & Nurture
To ensure no pipeline leaked, we built a warm nurture sequence for the remaining target account list:
- Bi-weekly Insights: A custom digest showcasing OEM-specific supply chain trends, sent to target contacts not currently in active pipeline.
- HubSpot Workflows: Automated alerts for SDRs when target contacts engaged with content or visited the website.