LoneScale

Job boards are a goldmine for signal-based outreach. It gives you sales data to personalize the outreach. You can find: - Description of the offer - Key mission points - Tools they use Why do these matter? New executives spend 70% of their budgets within 100 days of starting. That is high intent. But it’s not enough to just monitor job postings. You need: - Real-time alerts when ICP accounts post relevant roles - Immediate qualification and prioritization - Multi-threaded outreach to the hiring manager AND the team And with a simple workflow, it can be automated in your CRM. For example, with a job opening trigger: - You can use ChatGPT to write an icebreaker line - Create the contact in HubSpot or Salesforce - If it’s a new lead: Add to an email sequence - If it’s an existing contact: Create a task to follow up - If it’s an existing customer: Notify a sales rep in Slack All of this can be done using n8n. PS. Let me know if you’d like these n8n templates.

8 years ago, I took a Head of Sales role. I brought $5M new ARR in a year ONLY using cold calls. Here's the raw reality of cold calling back then: • Calling anyone we could source • Limited data, especially in Europe • Manual data entry from LinkedIn to Excel • DIY power dialers (3 phones side-by-side) Fast forward to today, we now have: • Parallel dialers for the US (Trellus (YC W22)) • Personalized emails at scale (lemlist) • Automated list building (LoneScale) • Waterfall enrichment providers (FullEnrich in LoneScale) The landscape has evolved. Cold outbound is both easier and harder. Truth is: It's still an effective channel, especially because most people avoid it now.

About 30% of Americans change jobs every year. Your ICP is one of them. Job movement within ICP accounts is a champion signal. They comprise a fourth of top software vendors’ pipelines. Here’s an example 30-day sequence you can use when this happens: Day 1 - send a congratulatory email Day 3 - send a connect request on LinkedIn Day 14 - give them a phone call & a LinkedIn DM Day 21 - follow-up on email + phone call + voice mail Day 28 - send a LinkedIn DM with added value Day 33 - send on last email to gauge interest Your champions are moving jobs whether you track them or not. The only question is: Will you be the first message they get in their new role? Or will your competitor?

3 pivots in 4 years. That's what it took to get LoneScale to this point. When your goal is build a SaaS, or product, That people actually want and need, You have to make assumptions, and be prepared to sometimes be wrong on those assumptions: 2021: Started as an automated prospecting tool (before AI SDRs were cool), hit 10k MRR in 3 weeks, and raised $500k. But this was 3 products in one; extremely complex. 2022: Through building the above, we cracked the data piece. So we became a data provider instead. We focused on job post signals, since few were doing them. 2023-2024: Job changes/champion tracking took focus. We drove solid growth until well-funded US competitors and Clay, started to dominate marketing in our space. 2025: Used our data foundation to build novel functionality. Live contact sourcing for sales teams, natively built into Salesforce. When faced with challenges in life you have 3 choices: Give up, pivot, or double-down. It's LoneScale's time to double-down. P.S. Scaling LoneScale was even harder than this half-marathon

Most CROs don’t realize they’re spending six figures a year… on copy-paste work. It’s called sales admin cost. The time reps spend updating CRM, chasing approvals, formatting proposals, syncing tools, logging calls. Not selling. Not closing. Just keeping systems alive. A few weeks ago, I shadowed a rep for one day. She spent nearly 2 hours a day just managing systems. Here’s the math: • If AE earns $120K base + $120K OTE • That’s ~$100/hour • 2 hours/day on admin = $1,000/week • That’s $52,000/year per rep Now multiply by 10 reps: You’re burning $520k/year on work that doesn’t drive pipeline. And that’s not counting the hit to morale, ramp time, or burnout. Want to find your team’s number? - Track one rep for 5 days - Total hours on non-selling work - Multiply by hourly loaded cost - Annualize it That’s your real sales admin tax. The question isn’t whether it’s costing you. It’s whether you’re doing anything about it. Or simply use this vide-coded calculator to estimate your cost

Open source changed the world. Post Open might just save it. At LoneScale, we've always believed in giving back. We use open source, we contribute when we can — but like many, we've seen the challenges of making it truly sustainable. That's why Post Open caught our attention. What is Post Open? An initiative by Bruce Perens (co-founder of the Open Source Initiative) to rethink how we compensate developers, preserve software freedom, and build sustainable software ecosystems. Key ideas behind Post Open: Direct payments to developers based on actual code contributions Large companies (>$5M revenue) pay a fair share — small orgs and individuals keep free access Simpler compliance (one audit per year) Incentives for contributions: companies can offset fees by improving the software Developer-owned governance without unnecessary intermediaries At LoneScale, we believe this is the right way forward — a model that respects and rewards the people behind the code. That's why we'd love to be part of the Post Open initiative, especially in France and Europe, to help build a fairer, more sustainable tech ecosystem here. We're curious: how do you see the future of open source sustainability? Is Post Open a step in the right direction?

AEs getting promoted to SDRs. Sounds backwards, right? But maybe it’s not. The SDR role has changed, is changing and always getting harder (especially with some of the new “spam filtering” updates from Apple on iPhones this week) It's no longer just cold calls and list-building. The best SDRs today need: 1. deep industry knowledge 2. real empathy for customer pain 3. critical understanding of what those pains actually mean (the consequences) 4. the ability to think on their feet in every conversation (it’s always different for everyone, even if just their perception of the problems) It may have been an entry level role into SaaS / Sales for some, but definitely doesn't need to be! Meanwhile, some SMB AE roles, especially in high-volume orgs, can be heavily inbound and transactional. Important, yes. But less about strategy. Less about shaping the deal (relative to larger, more complex deal structures) So here’s the thought: Could we start seeing career paths that look like this? SMB AE → Outbound SDR → Mid-Market AE and beyond. Wild idea? or something I can say "you heard it here first" in many years time?