Supercharging Sales with Digital Tools in a Traditional Industry
Supercharging Sales with Digital Tools in a Traditional Industry
Supercharging Sales with Digital Tools in a Traditional Industry
Challenge
Duration of the campaign
6+ months
Industry
Maintaining cleanliness
Services
Specialized cleaning maintenance services
Tools Used
Velar Clean Space, part of the Velar Group, built its strong market position through years of delivering high-quality service and earning client trust, one recommendation at a time.
Their reputation was no accident. Behind it stands a team of dedicated professionals who know how to build lasting, relationship-driven partnerships.
But even the best word-of-mouth has its limits.
To accelerate growth and gain a competitive edge in a market still rooted in traditional ways of operating, Velar made a bold move - turning to technology and outbound prospecting to scale their sales efforts and reach entirely new client segments.
32.7%
Average response rate
15
Average monthly number of leads from the campaign
9
Average monthly number of sales meetings
Challenge
Duration of the campaign
6+ months
Industry
Maintaining cleanliness
Services
Specialized cleaning maintenance
Tools used
Velar Clean Space is a company that has developed over the years thanks to recommendations – and not without reason.
The success is not only backed by excellently executed services, but above all by a team of exceptional people who know how to win over clients and build relationships based on trust.
This natural growth, based on quality and recommendations, has allowed Velar to build a strong position.
However, the company decided to take it a step further – to accelerate growth and leverage technology as a competitive advantage in a market that still largely relies on traditional methods of operation.
32.7%
Average response rate
15
Average monthly number of leads from the campaign
9
Average monthly number of sales meetings
The Challenge
Velar Clean Space aimed to grow its presence in Warsaw and Cracow, but faced three key obstacles:
Lack of consistent, high-quality leads, limiting their ability to schedule meetings and close new contracts.
Difficulty reaching actual decision-makers - like Property and Facility managers, or office coordinators.
Inefficient prospecting methods - including time-consuming manual searches and emailing generic inboxes, which yielded poor results.
What We Did
1. Market Analysis & Segmentation
We built a high-quality database of commercial real estate, including office buildings and hotels — both existing and under development. Special emphasis was placed on identifying properties still in the planning or construction phase, allowing us to initiate contact with developers, investment firms, and construction companies. These early-stage relationships proved crucial, as they led to Velar’s most valuable contracts.
2. Decision-Maker Identification
We pinpointed the right people, those directly responsible for choosing cleaning service providers. Special attention was paid to newly appointed managers, who are often more open to change and exploring new partnerships.
3. Tailored Messaging
We crafted concise, compelling messages with clear value propositions, social proof, and relevant case studies. Multiple content versions and sequences were tested and optimized in real time to maximize engagement and reply rates.
4. Sales Process Support
We synced our efforts with Velar’s CRM. Status updates, reminders, and follow-ups were handled by us, freeing the sales team to focus exclusively on conversations and closing deals.
The Results
Within just a few weeks, the number of conversations with decision-makers increased 4x. Qualified inquiries started flowing in - and contracts followed. Over 6+ months of collaboration, we delivered:
4.2× increase in sales meetings
14+ signed clients (and more in progress)
Noticeable growth in brand recognition within the target group
Most importantly, the campaign delivered long-term value. Many prospects who initially just requested a quote returned 6–12 months later, ready to sign. The result: a sales pipeline built not just for now, but for the quarters ahead.
Selected Campaign Statistics Below
Challenges
Velar Clean Space wanted to increase its presence in Warsaw and Krakow, but faced specific obstacles:
Lack of a regular influx of quality leads, which limited the number of meetings and contracts signed.
Difficulty in reaching decision-makers – such as building managers, facility managers, or office managers.
Previous prospecting efforts were time-consuming and ineffective – requiring manual searches for companies, sending messages to general addresses, and not yielding expected results.
What we did to support them
1. Market analysis and segmentation
We prepared a database of companies and investments from Warsaw and Krakow – both existing office buildings and hotels, as well as those under construction.
We divided them into segments depending on the type of tenant activities, which allowed us to create better-tailored communication and select the most promising targets.
2. Identification of decision-makers
We searched for specific individuals responsible for selecting cleaning service providers – particularly paying attention to those who had recently taken on new positions, because we know they are often more open to changes.
3. Tailored communication
We created short, catchy messages with a clear value proposition, references, and case studies from similar companies. We tested various versions of the content and sequences, optimizing them in real-time to maximize effectiveness.
4. Support for the sales process
We integrated our activities with Velar's CRM.
The team didn't have to worry about status updates, reminders, or sending offers – we took care of everything. This allowed the salespeople to focus solely on conducting conversations and closing sales.
Results
In the first weeks of the campaign, the number of conversations with decision-makers significantly increased.
Concrete inquiries began to flow in, and over time – contracts were signed. Over more than 6 months, we generated:
4.2x increase in the number of sales meetings,
14+ contracted clients (new ones are still coming),
a noticeable increase in the brand awareness of Velar Group among the target group.
Most importantly – the activities had a long-term character.
Many potential clients who initially only asked for offers returned after 6–12 months ready to cooperate.
This shows that a well-run campaign not only generates quick results but also builds trust and pipeline for future quarters.
Below we present the average statistics
Challenges
Velar Clean Space wanted to increase its presence in Warsaw and Krakow, but faced specific obstacles:
Lack of a regular influx of quality leads, which limited the number of meetings and signed contracts.
Difficulty reaching decision-makers – such as building managers, facility managers, or office managers.
Previous prospecting efforts were time-consuming and ineffective – requiring manual searches for companies, sending messages to general addresses, and not yielding the expected results.
What we did to support them
1. Market analysis and segmentation
We prepared a database of companies and investments from Warsaw and Krakow – both operational office buildings and hotels, as well as those under construction.
We divided them into segments depending on the type of activity of the tenants, which allowed us to create better-targeted communication and select the most promising targets.
2. Identification of decision-makers
We searched for specific individuals responsible for selecting cleaning service providers – particularly paying attention to those who had recently taken on new positions, as we know that they are often more open to change.
3. Tailored communication
We created short, catchy messages with a clear value proposition, references, and case studies from similar companies. We tested different versions of the content and sequences, optimizing them in real-time to maximize effectiveness.
4. Supporting the sales process
We integrated our efforts with the Velar CRM.
The team did not have to worry about status updates, reminders, or sending offers – we took care of everything. This allowed the sales department to focus solely on conducting conversations and closing sales.
Results
In the first weeks of the campaign, the average number of conversations with decision-makers increased fourfold.
Concrete inquiries began to flow in, and over time – signed contracts. In over 6 months, we generated:
4.2x increase in the number of sales meetings,
14+ contracted clients (new ones are still emerging),
noticeable increase in brand recognition of Velar Group within the target group.
Most importantly – the actions were long-term.
Many potential clients who initially only requested a quote returned after 6–12 months ready to cooperate.
This shows that a well-conducted campaign not only generates quick results but also builds trust and a pipeline for the coming quarters.
Below are the average statistics
"Thanks to Scaling Labs, we have a reliable stream of qualified leads. Their ability to match the right prospects helps us scale and stay on track with our sales targets."
Mariusz Sieńko
Operational Manager for Cleanliness Maintenance
132%
Increase in sales over 12 months
374%
More leads per month
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Challenges
Velar Clean Space wanted to increase its presence in Warsaw and Krakow, but faced specific obstacles:
Absence of a regular flow of quality leads, which limited the number of meetings and contracts signed.
Difficulty in reaching decision-makers – such as building managers, facility managers, or office managers.
Previous prospecting efforts were time-consuming and ineffective – requiring manual searches for companies, sending messages to general addresses, and not yielding the expected results.
What we did to support them
1. Market analysis and segmentation
We prepared a database of companies and investments from Warsaw and Krakow – both already operating office buildings and hotels, as well as those under construction.
We segmented them based on the type of activities of the tenants, which allowed us to create better-targeted communication and select the most promising targets.
2. Identification of decision-makers
We searched for specific individuals responsible for choosing cleaning service providers – particularly focusing on those who recently took on new positions, as we know that they are often the most open to changes.
3. Tailored communication
We created short, catchy messages with a clear value proposition, references, and case studies from similar companies. We tested different versions of the content and sequences, optimizing them in real-time to maximize effectiveness.
4. Support for the sales process
We integrated our actions with Velar's CRM.
The team did not have to worry about status updates, reminders, or sending offers – we took care of everything. This allowed the sales department to focus solely on conducting conversations and closing sales.
Results
In the first weeks of the campaign, the average number of conversations with decision-makers increased fourfold.
Concrete inquiries began to flow in, and over time – contracts were signed. In more than 6 months we generated:
4.2x increase in the number of sales meetings,
14+ contracted clients (new ones keep appearing),
noticeable increase in brand awareness of Velar Group in the target group.
Most importantly – the actions had a long-term nature.
Many potential clients who initially only requested an offer returned after 6–12 months ready to collaborate.
This shows that a well-managed campaign not only generates quick results but also builds trust and a pipeline for upcoming quarters.
Below are the average statistics
"Scaling Labs provides us with a constant and repeatable flow of verified leads. Their matching helps scale sales and achieve set goals."
Mariusz Sieńko
Operational Manager for Cleanliness Maintenance
132%
Increase in sales over 12 months
132%
Increase in sales over 12 months
374%
More leads per month
374%
More leads per month
Get to know Velar Group's opinion
Challenge
Duration of the campaign
6+ months
Industry
Maintaining cleanliness
Services
Specialized cleaning maintenance
Tools used
Content
32.7%
Average response rate
15
Average monthly number of leads from the campaign
9
Average monthly number of sales meetings
Get to know Velar Group's opinion
"Scaling Labs provides us with a constant and repeatable flow of verified leads. Their matching helps scale sales and achieve set goals."
Mariusz Sieńko
Operational Manager for Cleanliness Maintenance
132%
Increase in sales over 12 months
132%
Increase in sales over 12 months
374%
More leads per month
374%
More leads per month