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CASE STUDY

$45M Pipeline Value in 90 Days with Fully Automated AI Cold Outreach

 

 

Overview

In support of a clean-tech company targeting maritime decarbonisation, we built and deployed an AI-powered GTM system that generated over $45 million in new pipeline value within just three months. This fully automated workflow identified qualified vessels, surfaced decision-makers, and delivered hyper-personalised outreach at scale — transforming a complex technical solution into a repeatable sales engine.

 

Depiction of VALO's fully automated AI outreach engine — from vessel matching to inbox-ready messaging. Every step in this flow was built to scale high-conversion prospecting without manual effort, generating $45M+ in pipeline in just 90 days.

Automated vessel matching output — identifying prime decarbonisation candidates at scale. This structured dataset was generated by VALO’s vessel intelligence system, scanning global fleet data daily to isolate ships with compatible configurations, fuel profiles, and operating patterns. It enabled precise technical targeting at the vessel level — forming the foundation for personalised outreach to the right decision-makers, without the need for manual research.

 

 

Challenge

The client had a highly technical emissions-reduction technology for commercial vessels — but no clear system to identify, reach, or convert the right targets. Traditional lead sourcing was slow and unfocused. Sales cycles were long, and the pipeline lacked qualified, active opportunities.

We needed to:

  • Identify vessel-level matches for the product across global fleets

  • Locate and qualify decision-makers at the company and vessel level

  • Deliver outreach that stood out in an already saturated decarbonisation space

  • Scale activity without scaling headcount

 

 

Approach

We designed and deployed a fully automated lead generation and outreach engine, powered by AI and commercial logic.

1. Vessel Intelligence Automation

  • Built an intelligent system to scan vessel databases and filter ships based on engine configuration, operating profile, and fuel consumption — identifying ideal matches for the product

  • Updated daily to reflect new fleet data and deployment opportunities

2. Target Persona Discovery & Enrichment

  • Created custom LinkedIn audience lists and enriched them through a proprietary scraping and validation tool

  • Identified key roles such as Heads of Decarbonisation, Technical Managers, and Fleet Directors

  • Used multiple enrichment layers to secure high-confidence emails and firmographic detail

3. AI-Powered Cold Outreach Engine

  • Built an AI system that pre-generated unique, personal messaging for every lead based on their role, company, and vessel profile

  • Messages were tailored, human, and highly relevant — with most recipients believing the message was handwritten

  • Deployed via automated sequencing, with intelligent follow-up based on response patterns

 

 

Results

  • Pipeline Value: $45M+ added to pipeline within 3 months

  • Meeting Volume: Dozens of meetings booked with senior technical and sustainability decision-makers

  • Opportunity Acceleration: 250% increase in advanced pipeline opportunities

  • Efficiency: Near-zero manual prospecting required after initial setup

 

 

Key Takeaway

In a complex, high-value B2B environment, speed and precision win. By combining vessel intelligence, audience enrichment, and AI-generated messaging, we helped turn a technical decarbonisation solution into a commercial engine — without the usual resource drag.

This playbook is now used to support multiple VALO clients targeting niche, high-value B2B segments.

The old marine sales playbook is dead.

Buyers are more informed. Digital presence matters more than ever. Yet most marine businesses still rely on outdated growth models — siloed teams, technical-first strategy, and bloated sales cycles.

Modern buyers make 83% of their decision before speaking to sales. 66% would buy based on digital experience alone.

Despite this shift, the industry hasn’t adapted.

Old tactics don’t work in a world where speed, clarity, and alignment drive results. That's where Valo comes in.

Get VALO : Get results

I founded VALO to break the playbook and redefine what commercial growth looks like in the marine industry.

With a background as a naval architect, startup founder, commercial operator, and growth strategist — and a career-long focus on automation, technology, and systems thinking — I’ve seen every corner of this sector. I’ve made the mistakes, challenged entrenched thinking, and learned what actually drives progress — not just in theory, but in real operational environments.

VALO combines deep marine insight with sharp commercial execution — blending strategic narrative, AI-powered systems, and embedded leadership to unlock momentum fast.

We audit, design, implement, and empower — helping you think differently, act faster, and scale with real commercial precision.

Once the foundation’s set, we stay in your corner — through fractional support, modern toolkits, and the systems to keep your growth moving.

If you're ready to grow differently — and move faster than the market — let’s talk.

Chris McMenemy  |  Founder & CEO

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