How Zeotap scaled enterprise outreach from walking to running with La Growth Machine

Meet Zeotap: The enterprise data platform

Zeotap is a customer data platform that helps large enterprises create unified customer profiles from their disconnected systems. Their client roster includes major brands like Virgin Media, O2, Ford, McDonald’s, Sky, and Glovo across B2C industries.

Zeotap operates with ISO certifications and GDPR compliance. Their platform connects legacy systems from Adobe, Salesforce, and Google that typically don’t communicate with each other, helping enterprises increase revenue and retain customers through better data unification.

The challenge: Doing more with less

“The last few years in Europe have been really tough from an economic standpoint, not just for tech companies like ourselves, but also for the companies we sell to.” Javier Melendo Bujaldon, Director of Demand Generation @ Zeotap

Zeotap’s challenges reflected market pressures that were also affecting other European B2B companies. Their traditional outreach approach, which combined email, phone calls, and manual LinkedIn outreach, was no longer delivering the pipeline generation they needed.

The perfect storm included several factors:

• Email deliverability: New Google and Microsoft regulations caused response rates to plummet
• Tool limitations: Legacy platforms like Outreach and Sales Loft offered minimal LinkedIn automation
• Compliance complexity: GDPR requirements made traditional email outreach increasingly challenging

“Today’s reality is lean teams and high bars. My goal was to keep the pipeline moving through a lightweight, centrally run approach.”  Javier Melendo Bujaldon, Director of Demand Generation @ Zeotap

The implementation: The “SWAT team” approach

Zeotap chose La Growth Machine specifically for its multichannel and LinkedIn automation capabilities. LGM enabled them to implement what Javier calls a “SWAT team” approach.

The strategy focuses on profile management across the entire go-to-market team:

• Multiple connected profiles: senior leaders, and sales reps all plugged into the platform (using LGM’s “identities” feature)
• Reduce effort from profile owners: By coordinating campaigns in one place, we minimize rep effort on cadences and return ~90% of that time to selling.
• Strategic lead dispatching: Javier sends qualified opportunities directly to the appropriate team members
• Authority-based messaging: High-value prospects receive outreach from the most credible team member profile

Zeotap has four campaign plays: 

• Enterprise SWAT team outreach: A single operator deploys senior-profile sends for high-value opportunities, using the most credible voice for each account to maximize cut-through.
• Event marketing campaigns: For private events or large industry events, the operator ingests attendee lists and runs targeted invite motions to turn cold contacts into warm conversations.
• Long-term relationship building: Systematically connects with stakeholders across target organizations to raise acceptance rates with senior decision-makers and cultivate authentic professional relationships over time.
• Content marketing campaigns: Sharing valuable industry insights through LinkedIn to spark natural conversations, providing legitimate value rather than direct sales pitches.

A central coordinator manages targeting, lists, sequencing, and first-pass qualification across multiple profiles. Sellers step in for warm replies and meetings, giving them the majority of that prospecting time back (≈90%) to focus on selling.

The results: Measurable pipeline impact

Zeotap’s strategy on La Growth Machine delivered results that increased their sales and market reach.

Response rates that drive pipeline: 50% responses generate incremental monthly pipeline

Zeotap’s event campaigns deliver ~50% response rates from net-new audiences, with each motion creating strong engagement and next steps. With roughly 10 senior meetings secured each month, these outcomes sustain a healthy pipeline.

Time efficiency: 90% prospecting time returned to sellers

A central coordinator manages targeting, lists, sequencing, and first-pass qualification across multiple profiles. Sellers step in only for warm replies and meetings, giving them the majority of their prospecting time back (≈90%) to focus on what they do best, closing deals.

Cost efficiency: avoids traditional fees of €1,000-€3,000 per meeting

Traditional event organizers charge €1,000-€3,000 per meeting setup. By using La Growth Machine to directly invite prospects to their own events, Zeotap eliminates these organizer fees entirely.

Conclusion: From walking to running in weeks

Using La Growth Machine, Zeotap transformed their approach from manual, resource-intensive outreach to scalable, automated pipeline generation.

They saw several key improvements:

• Scalability: One person managing outreach across multiple high-authority profiles
• Cost efficiency: Significant reduction in cost per meeting compared to traditional methods
• Market expansion: Ability to enter new territories before establishing physical presence

For sales leaders facing similar challenges, Javier’s advice is: “Why pay an agency €10,000 to fill a room when you can be relevant while making connections and do it yourself? For individual contributors and companies, you pay for La Growth Machine but can generate thousands in pipeline acceleration.”

What made Zeotap’s approach work? They used La Growth Machine strategically, not just for immediate outreach. They built a complete relationship-building system that operates on multiple levels, generating pipeline today while warming prospects for tomorrow.

This combination of short-term results and long-term relationship building is what allows them to scale enterprise sales without sacrificing the personal touch that closes big deals.