StormSensor: Outreach & Lead Prospecting for a Software & Sensors Company
StormSensor, a Seattle software and sensors company, engaged JMS Elite in 2020 to run cold calling and initial outreach for direct sales. JMS Elite scheduled roughly three qualified calls per week, more than doubled the active deal pipeline, and surfaced a new service area — stormwater — through call intelligence.
Ongoing since October 2020 · 2 dedicated callers plus program manager
Results
- 2x+ — growth in active deal pipeline
- ~3/week — qualified calls scheduled
- New Market — service area uncovered through call intelligence
The Challenge
- A small team (1–10 employees) with no capacity to run consistent cold calling and initial outreach in-house.
- A technical product — sensors and software mapping how water moves through storm, sewer, and coastal systems — that required callers who could learn specialized language quickly.
- Thousands of contacts to work through with real qualification, not just dials.
Our Approach
- Roughly one week of onboarding on the client's talking points before any outreach began.
- Systematic daily calling through client-supplied contact lists totaling thousands of prospects.
- Detailed notes on every conversation, with each prospect rated on likelihood to close.
- Meetings scheduled directly for the CEO, with weekly summary reporting.
The Results
- The active deal pipeline more than doubled.
- Approximately three qualified calls scheduled every week.
- Call notes delivered ongoing customer and industry intelligence beyond the meetings themselves.
- That intelligence identified an entirely new service area — stormwater — for the client to pursue.
In the Client's Words
"Our investment with them is one of the few that really pays off. Their team schedules about three calls per week and more than doubled the size of our active pipeline with their deals." — Erin Rothman, CEO, StormSensor, Inc.
"JMS Elite wasn't pushy in the beginning. Instead, they really listened to us. Their team has worked with them for 10–20 years, which strikes me as a sign of a quality company." — Erin Rothman, CEO, StormSensor, Inc.