Orisha - +117 meetings in one quarter

Who is Orisha?

Orisha is a vertical-software vendor (healthcare, real estate, retail, construction). Guillaume leads sales for its Construction BU, which serves the whole construction value chain: contractors (structural and finishing trades), materials distributors, design offices and site management. The product: SaaS tools for administrative, financial and field management, built for the thin margins (7-8%) of an industry where a single piece of misreported information costs margin points.

Starting point & blockers

Historically, Orisha only handled inbound, already-qualified leads. Moving into outbound was "a leap into the unknown." Leadership had a clear mandate: industrialize prospecting - but never "sell for the sake of selling." The goal was to reach only high-value targets, in a hard-to-reach market: construction firms that are often poorly digitalized and absent from LinkedIn.

Why BuildYourSales

Orisha gets approached three to four times a week by data vendors who promise the world… then fall short the moment you dig in. What Guillaume wanted wasn't a list seller, but a partner able to frame the targeting strategy upfront - "no good data without good targeting" - and stay responsive. That's exactly our approach: collaborative targeting work and the hands-on SDR field experience to know what a cold caller actually needs.

What we put in place

We built Orisha's prospecting iteratively, as a learning curve: "first learn to walk before you run."

• Strategic targeting framing, aligned with a precise sales strategy - not a generic list.
• A first list to "get hands-on" with the SDRs and reps, then a second, far more refined one.
• Data cross-checked across multiple sources and re-qualified with AI to cut errors at the source.
• A feedback loop after each wave: field input, de-duplication, sharper targeting.

Results & ROAS

Where the market sits around 40% waste, Orisha's data caps at 10-15% - and the rare bad lines were re-credited without debate, in a genuine climate of trust. The result: prospecting that is now industrialized and under control, ~117 qualified meetings and €100-200K in projected ARR on this scope.

+117

qualified meetings generated

€100-200K

projected ARR on this scope

10-15%

data-waste rate (vs ~40% market)

9/10

recommendation from the sales director