KlearStack had a working inbound motion and almost nothing outbound. Ashutosh wanted to reach US accounts his content and SEO were never going to touch, and he wanted to do it without the spray and pray that had burned him before.
Meet Ashutosh and KlearStack
Ashutosh Saitwal is the founder and CEO of KlearStack. KlearStack reads and interprets data out of documents like invoices, bills of lading, and purchase orders using AI. Their buyers are mid and large enterprises who want to take manual effort out of document heavy operations.
Deal sizes start around ten thousand dollars a year and average near twenty five thousand. Some go into the millions. The sales cycle runs two to four months because KlearStack's buyers expect a proof of concept before they sign. Proof matters more than hype to them.
Ashutosh is calm and unhurried. He is honest about trade offs and deeply respectful of his team's time. That tone carries through everything he does.
Where they were before
KlearStack was generating around twenty qualified leads a month from inbound. That pipeline came almost entirely from content and SEO. Conversion sat in the 15 to 20 percent range on a good month. It is a solid inbound motion, and it was growing.
The US was a different story. KlearStack had started targeting the US market and had almost no outbound to show for it. Ashutosh had tried outbound before through outside agencies. It had not worked, and he was clear about that with me on our first call.
So he hired in-house. A small sales team based in India, led by a senior SDR named Jeevan, started outbound the week before Ashutosh and I first spoke. He wanted someone with skin in the game to help fast track the part he had not cracked yet, which was reaching US buyers cold.
The playbook they ran
The goal on LinkedIn is not to pitch strangers. It is to warm people up first, then start a conversation that is worth replying to. That is the core of the outreach playbook, and it is the shape Ashutosh adopted.
We started with the list. In Sales Navigator we pinned down three ICPs. IT and digital transformation leaders such as CTO, CIO, and chief of digital transformation. Finance leaders such as CFO, director of accounting, and AP manager. Operations leaders such as COO and VP of operations. Company size 201 employees and up, revenue 100 million and above, USA only. Industries weighted toward heavy documentation: manufacturing, pharmaceutical manufacturing, oil and gas, FMCG, consumer goods, grocery retail, health and personal care, and food and beverage.
Then we built the opener. The shape is simple. A short compliment that makes the person feel seen, followed by a qualifying question mapped to an outcome they care about. No pitch.
The qualifying question changes by ICP. For CFOs it is about cost and accuracy of document processing. For operations leaders it is about throughput and turnaround. For IT leaders it is about rolling out AI in a way that actually works. Ashutosh picked this up quickly and started proposing his own variants, including one for loan processing turnaround when KlearStack's buyer was a bank.
We also set up profile optimization across the senders. A founder led profile with a clean KlearStack banner, a clear about section, and a featured CTA. Same header, same offer, same look across every account that would send a message.
How Flow AI fit in
Four parts of Flow AI carried the weight.
Find leads gave Ashutosh and Jeevan a place to build targeted lists without flipping between tabs, CSVs, and enrichment tools. They used Sales Navigator and Apollo alongside Flow AI for sourcing and enrichment.
Multiple senders is the piece that let a small team look bigger. Ashutosh went first. Jeevan joined a few weeks in. We had plans to roll it out to engineering profiles as well, so each personal account could carry a consistent offer. Sending from personal profiles reaches further than posting from a company page, and spreading activity across senders keeps any single account under safe limits.
Co-pilot is how the team wrote replies that sounded like them instead of like a template. The compliment plus qualifying question pattern only works if each message feels written for the person reading it. Co-pilot drafts in the voice of the sender and respects the playbook. The human still reviews and sends.
Analytics let us watch what was working. Acceptance rate by ICP. Reply rate by sender. Which lists were yielding fruit and which were burning connection quota. After 30 days we had enough signal to decide where to lean in.
Flow AI plugged into KlearStack's Zoho CRM so that once a prospect replied, the conversation could sit alongside the rest of the pipeline the sales team already managed.
What changed
Inside 30 days, connection acceptances were arriving every day and Ashutosh had his first outbound-sourced qualified call on the books. The prospect had come in through LinkedIn, looped in a teammate, written up their requirement, and asked for a call.
That is one meeting, but the kind of prospect mattered. This was a buyer KlearStack's inbound motion would not have reached.
Some of these executives and companies, I wouldn't have dreamt of them coming to our website through inbound or email.
Ashutosh Saitwal, Founder and CEO, KlearStack
Worth noting that Ashutosh and I had set a 90 day horizon to tune messaging, ICP, and list. Landing the first qualified call inside the first month was early. It also confirmed what the playbook is built for, which is starting real conversations with people who would never have raised their hand.
The other change was tone. KlearStack stopped running campaigns out of CSVs and template emails and started running a weekly rhythm. Refreshed lists. Messages sent from a real profile. Replies reviewed. Next step decided. As Ashutosh put it, they were at least not fighting fires anymore.
Where we go next
There is more to do. More senders, tighter ICP specific messaging, and a cold email motion that runs alongside LinkedIn using the same show me you know me structure. Ashutosh is patient with it. He wants the system to bake, not burn.
