Creating €300K in pipeline within 3 months

Challenge

Ocean Bottle is widely known as a strong consumer brand, but its B2B offering presented a different challenge. The goal was to reach companies that could purchase Ocean Bottles in bulk for gifting, onboarding, events, or sustainability initiatives.

The main challenges were:

• Identifying which industries were most relevant for B2B outreach

• Reaching decision-makers who control branded merchandise and sustainability budgets

• Structuring outbound in a way that aligned with Ocean Bottle’s mission-driven brand
  
  

Approach

1. Defining the right B2B use cases

We started by mapping out concrete B2B use cases for Ocean Bottle, such as:

• Corporate gifting and employee onboarding

• Hotel and hospitality guest gifts

• Events, conferences, and brand activations

• Sustainability and ESG-driven initiatives

From there, we translated these use cases into clear industry segments.

2. Industry-based segmentation

Instead of broad outreach, we segmented the market by industry and buying context, including:

• Hospitality and hotels

• Events and experiential marketing

• Corporate HR and employer branding

• Sustainability-focused organizations and NGOs

Each segment had different motivations. Messaging was adapted accordingly, focusing on brand impact, sustainability storytelling, or practical gifting value.

3. Data-driven outbound execution

Using modern sales intelligence tooling such as Clay, we built and enriched targeted lead lists per industry.

For each segment, we identified:

• Relevant companies

• Decision-makers responsible for procurement, marketing, or sustainability

• Validated business email addresses

This allowed Ocean Bottle to reach the right people directly, without relying on inbound demand alone.

4. Mission-aligned messaging

Outbound messaging was designed to feel aligned with Ocean Bottle’s brand values. The focus was not aggressive sales, but relevance and purpose:

• Clear explanation of the ocean impact behind each bottle

• Industry-specific reasons why Ocean Bottle fits their context

• Simple and low-friction conversation starters
  
  

Results

• A fully structured B2B outbound motion

• Clear visibility into which industries convert best

• €300,000 in qualified pipeline generated within three months

• A scalable outbound framework that Ocean Bottle can reuse across markets and campaigns