Sales Engine Build
B2B Software Services
JetRockets
Enterprise Sales Engine Case Study
From Ad-Hoc Founder Sales to a Scalable Enterprise Motion
When Andrew joined JetRockets, most new projects came through referrals and founder relationships. The company had a strong technical reputation but no repeatable way to generate or manage enterprise opportunities. Deals were tracked across spreadsheets, emails and notes, which made it hard to forecast, prioritise or understand why some large opportunities closed while others quietly disappeared. There was no dedicated sales team, no shared playbook and no clear pipeline structure.
Leadership wanted to grow in the US, UK and EU markets and start closing larger, multi-stakeholder deals in the $150K–$320K range. To do that, they needed more than just “someone to sell”. they needed a system that would combine outbound, inbound and account management into one predictable engine, and a CRM setup that would support this growth instead of getting in the way.
Diagnosing the Sales Gap
Andrew began by mapping the existing buyer journey from first touch to signed contract. He reviewed recent won and lost deals, looked at how leads were captured, who owned each step and which information was missing at decision points. This revealed three core gaps. no standard qualification, no shared view of the pipeline and no structured follow up with key accounts. Enterprise buyers were having great conversations with the team, but there was no rhythm or process to move them through evaluation and close.
Building the Engine in Pipedrive
To fix this, JetRockets implemented Pipedrive as the central CRM and designed a full sales pipeline around how enterprise deals actually move. Stages were defined for discovery, solutions workshops, proposal, technical validation and commercial negotiation, each with clear exit criteria. Andrew built a complete Sales Playbook covering ICPs, discovery questions, qualification rules and next-step templates, then connected Pipedrive with Apollo, Dripify and Mailchimp to automate outreach, follow-ups and nurture sequences. Every activity. emails, calls, workshops and demos. now lived in one place, giving the team a single, reliable view of each opportunity.
Scaling Team, Pipeline and Market Reach
With the system in place, the next step was to build a team around it. Andrew hired and trained five BDRs, teaching them to work from the playbook, use Pipedrive correctly and run outbound sequences that filled the top of the funnel with qualified accounts. Within six months their productivity grew by 40% as they shifted from random outreach to targeted campaigns against clearly defined ICPs in US, UK and EU markets. On the mid-funnel side, Andrew personally led discovery and solution workshops with CTOs and founders, co-creating product roadmaps that turned into high-value custom software engagements.
He also acted as Account Director for key clients, aligning delivery teams with commercial goals and maintaining a 95%+ retention rate. To strengthen inbound, Andrew authored 40+ thought-leadership articles on software development and product strategy, which increased website traffic by 300% and started generating a steady flow of inbound opportunities that dropped straight into Pipedrive with proper attribution.
Results After 18 Months
Over the first 18 months the new system generated more than $2.5M in fresh revenue and consistently exceeded sales targets by around 70%. JetRockets began closing enterprise deals in the $150K–$320K range with founders, CEOs and CTOs across US, UK and EU markets. The pipeline became predictable. leadership could see where each opportunity sat, which accounts were at risk and what was needed to hit quarterly goals. The combination of outbound, content-driven inbound and structured account management created a balanced, resilient funnel instead of a handful of “hero” deals.
What Other Teams Can Learn
The JetRockets case shows that a high-performing sales function does not start with hiring a senior salesperson. it starts with building a clear system. By designing a realistic pipeline in Pipedrive, codifying the sales approach in a playbook and then hiring and coaching a small BDR team around that system, Andrew turned a referral-driven studio into a company with a scalable, data-driven enterprise sales engine. This is the same approach Megascopic now uses to help other B2B teams move from chaos to predictable revenue.
