Fixing the Data Problem That Made Outbound Impossible — Then Scaling It Across Three Regions

Asigra is an enterprise data protection company offering backup and recovery solutions, including SaaSAssure, a SaaS backup product for platforms like Salesforce, Microsoft 365, and HubSpot. Asigra sells through IT managed service providers (MSPs) — a niche, fragmented market where identifying the right companies and contacts is as much of a challenge as the outreach itself. The company needed to reach C-level executives, VPs, and directors of IT infrastructure, security, and cloud across the US, Canada, and the UK. The relationship began through a referral — a contact from an existing Sellerate client who was close with Asigra's former Chief Revenue Officer connected the two teams over a meeting in Austin, Texas.

Before Sellerate, Asigra's core problem wasn't just outbound execution — it was data. They needed to target MSPs with specific practices around Salesforce, HubSpot, Microsoft, and other platforms, but building accurate lists of those businesses proved extremely difficult. Without the right data, outbound was generic and unfocused. The team knew who they wanted to reach in theory but couldn't systematically identify and contact them at scale.

Sellerate came in to solve both problems: the data sourcing and the outbound execution. The engagement started with one SDR and a focused effort to build targeted, enriched prospect lists of MSPs with the right practice areas — replacing generic outreach with precise, segment-specific campaigns. As the data engine matured and results followed, the engagement grew to three dedicated SDRs covering the US, Canada, and the UK. Beyond pure outbound, Sellerate handles inbound follow-up and event support, operating across LinkedIn, email, and phone. Over three years, the team has scheduled 400+ meetings, maintained a 31% positive response rate, and achieved an 18% reply rate on LinkedIn.

Outbound fails without the right data — and most companies underestimate that problem.

‍Asigra's challenge wasn't messaging or effort — it was that they couldn't build accurate lists of the niche MSP segment they needed. Sellerate solved the data sourcing problem first, which made everything downstream work.

Niche markets require precision, not volume.

‍Targeting MSPs with specific platform practices across three countries requires segmented campaigns, not blast outreach. A 31% positive response rate over three years reflects consistent targeting accuracy.

Three years of continuous delivery is the proof.

‍Short engagements can show spikes. Sustaining 400+ meetings across three regions over three years — while growing from one SDR to three — demonstrates that the model compounds over time.