Essential preparation steps to ensure your geospatial software outbound campaigns succeed. Avoid common mistakes that tank conversion rates from day one.
12 min read•By Justin Griffioen•Updated December 2024
Most B2B SaaS companies rush into outbound marketing without proper preparation, leading to poor response rates, damaged sender reputation, and wasted resources. For geospatial and location intelligence companies, the stakes are even higher due to longer sales cycles and technical complexity.
This guide outlines the three critical preparation steps that separate successful outbound campaigns from expensive failures.
3 Essential Pre-Outbound Steps
1
Define Your Ideal Customer Profile (ICP)
Clearly identify who benefits most from your geospatial solution
3-5 days
Complete Checklist:
Analyze your best existing customers for common patterns
Define company size, industry, and geographic parameters
Identify key technology indicators (current GIS tools, data volume)
Document pain points your solution solves best
Create buyer persona profiles for key stakeholders
Warning:
Starting outbound without a clear ICP leads to poor targeting and low conversion rates.
2
Validate Your Value Proposition
Ensure your messaging resonates with your target market
2-3 weeks
Complete Checklist:
Test messaging with 10-15 existing customers
Validate key pain points through prospect interviews
A/B test value propositions in small email campaigns
Gather feedback on pricing and competitive positioning
Refine messaging based on market validation results
Warning:
Unvalidated messaging leads to poor response rates and longer sales cycles.
3
Build Your Technology Stack
Set up tools and systems to execute and measure outbound effectively
1-2 weeks
Complete Checklist:
Choose and configure outbound platform (Outreach, SalesLoft, etc.)
Set up CRM integration and lead tracking
Implement email deliverability best practices
Configure LinkedIn automation tools if needed
Set up analytics and reporting dashboards
Warning:
Poor tool setup leads to deliverability issues and ineffective measurement.
Common Pre-Launch Mistakes
Skipping Market Research
Low response rates and poor targeting
Solution:
Invest 2-3 weeks in customer interviews and market analysis before launching
Generic Messaging
Messages sound like spam and get ignored
Solution:
Develop specific, pain-point focused messaging for each buyer persona
Poor List Quality
High bounce rates and deliverability issues
Solution:
Use verified contact databases and validate emails before sending
No Follow-up Strategy
Miss opportunities from prospects who need multiple touchpoints
Solution:
Plan 6-8 touchpoint sequences with varied messaging and timing
Inadequate Tracking
Can't optimize performance or measure ROI
Solution:
Set up proper analytics from day one to track all key metrics