How GTE Localize generated 100+ meetings by shifting from email outbound to intent-driven outreach
100+
meetings generated in March-April
2x
more targeted meetings after shifting to intent-driven outreach
31%
reply rate on campaigns
Overview
GTE Localize helps global companies scale their localization programs across content, products and international markets.
With approximately $2.5M ARR and a growing presence in North America, the company relies heavily on relationship-building through its community and podcast, Local Reset, led by VP North America Matt Grotenstein.
But like many B2B companies, GTE Localize faced a growing challenge: traditional acquisition channels were becoming less effective.
Email deliverability continued to decline, paid acquisition produced diminishing returns, and manual social outreach was difficult to scale.
The team needed a more predictable way to identify and engage high-intent prospects.
The challenge
Before Gojiberry, growth primarily came from:
Referrals and word-of-mouth
SEO and PPC campaigns
Cold outbound email
Manual prospecting through Sales Navigator
Historically, these channels had performed well.
But over time, things changed.
Email response rates dropped significantly due to deliverability issues and changing buyer behavior. Prospects became harder to reach through traditional channels, while socials increasingly became the platforms where business conversations actually happened.
At the same time, manual social prospecting created new challenges:
Prospect discovery was time-consuming
Outreach execution was inconsistent
Sales Navigator workflows required significant manual effort
Community engagement and podcast visibility were difficult to translate into pipeline
As Matt, the CEO explains:
"Business conversations moved to socials. Email became noisy and less effective."
The team needed a way to identify buying intent before reaching out.
The solution
GTE Localize implemented Gojiberry to build an intent-based acquisition system.
Instead of targeting large static prospect lists, the team focused on buying signals.
Specialized agents continuously identify prospects who are:
Engaging with competitors
Following industry influencers
Participating in relevant conversations
Matching their ideal customer profile
These prospects are automatically routed into multi-step campaigns combining:
Connection requests
Personalized messages
Follow-ups
Voice notes and video messages
Email touches when relevant
A key feature prevents overlap between automation and sales reps:
Exit on reply.
As soon as a prospect responds, automation stops and the conversation becomes human.
Signals tracked
The team uses Gojiberry to identify prospects who:
Engage with competitors
Follow industry influencers
Interact with localization-related content
Match specific ICP criteria
Show activity relevant to international growth initiatives
Rather than searching manually inside Sales Navigator, prospects are continuously surfaced through automated intent agents.
The workflow
GTE Localize built a simple but scalable process.
1 — Detect intent signals
Specialized Gojiberry agents continuously monitor socials activity and identify prospects matching their ideal customer profile.
2 — Launch multi-touch campaigns
Qualified prospects automatically enter outreach sequences including:
Connection requests
LinkedIn messages
Follow-ups
Voice notes & Video messages
Email touches when appropriate
3 — Human takeover on reply
A critical component of the workflow is automation control.
The moment a prospect responds, automation immediately stops and the conversation becomes human.
This prevents collisions between sales reps and automation while preserving authentic conversations.
He describes the process as: "Automate everything you would normally do manually on socials."
Results
After implementing Gojiberry, GTE Localize generated more than 100 meetings during March and April alone.
Beyond meeting volume, the team also saw:
Significant growth in brand visibility
Increased engagement around the Local Reset podcast
Better targeting of high-value accounts
Reduced manual prospecting workload
More predictable pipeline generation
Interestingly, while total meeting volume later decreased, meeting quality improved significantly as the team refined its targeting strategy and moved upmarket.
One key lesson emerged: Precision beats volume.
As Matt summarizes: "Sniper beats shotgun."
Why it works
For GTE Localize, the difference is timing.
Traditional outbound starts with a list.
Intent-driven outbound starts with a signal.
Instead of contacting thousands of prospects with no indication of interest, the team engages professionals who are already demonstrating relevant behavior.
This allows GTE Localize to:
Start conversations when interest already exists
Focus sales efforts on higher-quality opportunities
Scale outreach without increasing headcount
Turn socials into a predictable acquisition channel
Most importantly, the process aligns naturally with their community-first approach.
The objective isn't to push prospects into a sales conversation.
It's to start relevant conversations with the right people at the right time.
Product experience
Before choosing Gojiberry, the team evaluated several alternatives.
These included:
Sales Navigator + manual workflows
Apollo
HubSpot sequences
SuperSend
Done-for-you services such as ListKit
According to GTE localize, Gojiberry provided the best balance between automation, flexibility and cost.
The ability to combine intent detection with automated workflows was a key differentiator.
What's next
GTE Localize plans to continue expanding its intent-driven growth model.
Future initiatives include:
Refining ICP targeting
Improving campaign performance
Scaling community-led acquisition
Connecting podcast engagement more directly to revenue generation
The team is also exploring additional optimization and consulting support to maximize performance across their campaigns.
The long-term goal is clear:
Build a repeatable growth engine where intent signals, social outreach and community engagement work together to generate pipeline consistently.
The takeaway
Many B2B companies are experiencing the same challenge:
Email is becoming harder, paid acquisition is becoming more expensive, and traditional outbound is producing diminishing returns.
GTE Localize solved this by shifting from list-based prospecting to intent-based outreach.
By combining buying signals, automation and human conversations, the company generated more than 100 meetings in two months while building a scalable and repeatable acquisition process.
As Matt concludes:
"Socials become much more strategic when you're targeting people who are already showing intent."
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