[ARBOR]
40+ Qualified Demos and a Cleaner ICP After 3 Failed Outbound Partners
Arbor had cycled through prior outbound partners without consistent results before working with Cymate. We pivoted their ICP to frontline, low-tech industries like Manufacturing, Logistics, and Retail, and now consistently book 10+ qualified demos a month with non-technical decision-makers in Operations, HR, and Procurement.
Background
Arbor is an AI data analyst platform designed for non-technical business users in the enterprise. It solves the critical problem of trapped and siloed data by allowing users to ask complex questions in plain English and receive instant, actionable insights without needing to write SQL or wait for dedicated data teams.
Arbor specializes in unifying and cleansing fragmented data from multiple sources, transforming messy data into clear, strategic intelligence. Their platform is particularly powerful for organizations in frontline and low-tech industries (Manufacturing, Logistics, Retail, Hospitality) who need modern analytics capabilities without the complexity of building tools in-house.
The Situation
Before partnering with Cymate, Arbor, despite having a disruptive product, faced common hurdles in scaling their GTM strategy:
Prior Partner Inefficiency: Kelly noted they had tried prior contractors and partners but failed to achieve consistent results, volume, or quality, preventing them from achieving the desired speed and scale.
Need for Niche Focus: The team realized quickly that to secure the highest-quality demos, they needed to abandon broad outreach and pivot to "frontline, low-tech/old school industries," targeting non-technical leaders (Operations, HR, Procurement) who lacked in-house data solutions.
Agility and Iteration: As an AI startup, Arbor frequently introduced new product features (like the "AI Interviewer"). They required an outbound partner who could instantly pivot the messaging, launch new segments, and test novel hypotheses without delay.
The Solution
Cymate established a high-velocity, high-trust partnership, focusing on infrastructure stability and relentless strategic agility to consistently fill Kelly's calendar with qualified demos.
Infrastructure & Volume
To ensure maximum deliverability and throughput, Cymate immediately deployed a robust infrastructure:
Massive Initial Deployment: The initial setup included 33 dedicated domains and 100 inboxes to shield Arbor's primary domain and ensure messages landed in the inbox.
Targeted Outreach at Scale: We quickly segmented the large target audience (Operations, Customer Insights, HR) by company size (500–2K, 2K–5K, 5K+ employees) and launched three separate campaigns in parallel to gather clean, reliable performance data.
Strategic Agility and Testing
The core of the partnership was rapid iteration across audiences, channels, and product features:
Refining the ICP: Based on real-time feedback, the team executed a major strategic pivot, implementing AI agent filtering to cleanse lead lists and focus strictly on low-tech/frontline industries (Manufacturing, Logistics, Retail) where Arbor served as the ideal "data analyst team."
New Product Launch Integration: When Arbor introduced their new AI Interviewer product, Cymate instantly crafted copy and launched new campaigns targeting relevant roles (HR Ops, Retail/Hospitality leaders) within days of receiving the demo video.
The Results
Arbor successfully transitioned from struggling with internal/contracted outbound efforts to securing a consistent, qualified flow of demo meetings, freeing up the executive team to focus on strategic growth.
Consistent Calendar Filling: Cymate consistently delivered high volume and quality demos, enabling Kelly to focus on conversations with C-suite and VP-level leaders.
Accelerated Strategy: The partnership enabled Arbor to move quickly and test multiple hypotheses (Operations, Customer Insights, Procurement, HR, AI Interviewer) within a matter of months, dramatically accelerating their message-market fit.
High-Touch Responsiveness: The team maintained its reputation for being "super responsive" and trustworthy, facilitating smooth transitions (like the one from Kelly's Calendly back to Vaishnavi's, and back again) without impacting campaign momentum.
Let’s Build
Your Growth Engine
Want to get results like this? Schedule a session with our strategist, and we’ll create a custom plan for you on the call: