Oddbox: opening a B2B channel with 100+ new opportunities
Took a B2C subscription brand into B2B with a CRM, automated sales process and a validated outbound channel, adding 100+ B2B opportunities in a few months.
My role: growth lead. Led by Tristan Gillen with Tom Dewhurst, as founding partners of Growth Division.
- 100+ new B2B opportunities in a few months
- 2+ hrs saved per team member, per day
The challenge
Oddbox is a UK fruit and veg subscription box, best known for rescuing wonky and surplus produce for households. The goal was to get Oddbox boxes into businesses as well as homes, without the team drowning in manual follow-ups and spreadsheets.
What we did
1. Replaced spreadsheets with a CRM and an automated sales process. Every B2B enquiry was captured, followed up and tracked automatically, instead of relying on someone remembering to send an email.
2. Tested and validated email outreach as a new channel to market. We ran several variations of automated outbound email to business buyers to find the messaging and sequences that converted.
3. Built an integrated customer support system. One system for both B2B and B2C enquiries, so the team could serve both audiences without doubling the workload.
The results
- 100+ new B2B opportunities added to the pipeline within a few months
- 2+ hours a day saved per team member on manual follow-ups and marketing emails
What other startups can take from it
Before you can scale a new channel, you need the system behind it. Automating lead capture and follow-up gave the Oddbox team time back every day, and made the new B2B channel possible to run at all.
Tristan has done a superb job here at Oddbox. We now have a fully automated inbound lead capture and conversion process in place, as well as automation tools that save the Oddbox team time every day!
Deepak Ravindran Founder & CEO, Oddbox Want results like these?
I work with startups and scale-ups across the UK and Europe as a fractional CMO.
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