We welcomed Tim Condon, the CRO at Clutch, to share the story of their partnership with SalesRoads and what it meant for their expansion into a brand-new market segment.
Background
Clutch is a leading online platform that helps businesses find and connect with B2B service providers. Beyond its review and profile services, Clutch also operates a Pay Per Lead (PPL) product, funneling targeted leads directly to subscribing companies.
As the company evolved, it began exploring whether this PPL model could expand into new verticals. Dumpster rental companies emerged as a potential market worth testing, but Clutch had no prior presence there and no dedicated team to run the experiment.
Challenge
Clutch had a hypothesis: dumpster rental companies could be a strong fit for their PPL product. But validating that hypothesis required outbound outreach to a highly specific, geographically constrained set of targets, and Clutch didn’t have the bandwidth or coverage to do it themselves.
Hiring and training an internal team before knowing whether the segment would perform wasn’t an option. They needed a partner who could stand up the program quickly, execute with precision on a small list, and handle the full cycle from free trial signup through conversion to recurring paid subscribers.
Solution
Clutch turned to SalesRoads to own the entire go-to-market motion for this new vertical.
SalesRoads helped Clutch build out their target list, clarify ownership across each stage of the process, and pressure-test their approach to market. Within four weeks, the program was live.
From there, our team handled two distinct phases of outreach: calling dumpster rental companies in the DMV area to sign them up for a 30-day free trial, then following up roughly three weeks later to convert active trial users into recurring monthly subscribers.
As the program proved out, Clutch expanded the geography into Miami-Dade and Broward Counties in Florida.
Given the deliberately tight target list — fewer than 100 companies in the initial DMV footprint — the program required careful lead management to avoid burning the pool before the market had been properly tested.
Results
Three months into the engagement, SalesRoads had delivered exactly what Clutch needed to make a confident market decision:
- 35 free trial signups across two geographic markets
- 3 companies converted to recurring paid subscribers, with a 4th conversion pending
- A clean read on segment viability, achieved without overextending the available lead pool
More than the numbers, Clutch walked away with something equally valuable: the ability to make a clear-eyed strategic call, free from the noise of poor execution or misaligned outreach.
