Building Digital Tree’s First Outbound Engine That Generated 96 Positive Replies in 3 Months

About Digital Tree

Digital Tree is a Cyprus-based technology, media, and digital services group that supports companies across their communication, marketing, technology, and digital growth needs. Its portfolio includes digital marketing, online media publishing, web design and development, e-commerce, content, events, and video production. Digital Tree was founded in 2012 and is headquartered in Nicosia, Cyprus. Website: digitaltree.com.cy

Client’s challenge

Digital Tree had strong expertise, an established sales team, and a proven HubSpot offering, but its pipeline depended heavily on inbound opportunities. The team needed to validate outbound as a new acquisition channel while building the internal knowledge required to operate it confidently.

📥 Growth depended heavily on inbound demand

Most HubSpot opportunities came from inbound requests, existing sales relationships, or HubSpot itself. Digital Tree was accustomed to responding to prospects who were already interested, rather than proactively identifying and approaching companies that matched its ideal customer profile.

🧪 A new offer with untested assumptions

Digital Tree wanted to sell a broader HubSpot package combining the licence, onboarding, and ongoing management. However, the offer had not yet been tested through outbound, leaving open questions around the ICP, positioning, messaging, and the market’s willingness to buy an ongoing retainer.

⚙️ No internal outbound infrastructure

The team had never built outbound in this way before. They needed more than lead lists and email copy: they needed campaign planning, sending infrastructure, deliverability processes, clear ownership, lead routing, and a system for handing positive replies to the right salesperson quickly.

Solution

SalesCaptain helped Digital Tree validate outbound through a focused three-month engagement, combining campaign execution with knowledge transfer. The strategy centered on refining the offer, defining the right prospects, building the infrastructure, and launching localized campaigns at meaningful volume.

🎯 A focused HubSpot offer and ICP

We helped Digital Tree turn its broad HubSpot expertise into a clearer outbound proposition. The campaign focused on companies with relevant CRM, sales, marketing, and automation needs rather than trying to promote every service Digital Tree could provide through the same message.

🇬🇷 Localized outreach for the Greek-speaking market

The initial campaign focused on Greece, giving Digital Tree an advantage through local language, market familiarity, and Greek-speaking salespeople who could respond naturally. This allowed the outreach to feel locally relevant rather than like a generic international campaign.

🛠️ A repeatable outbound system built for scale

SalesCaptain helped establish the workflows behind the channel, including list building, campaign planning, copywriting, email infrastructure, deliverability, lead allocation, and reply handling. The system supported 3,000 leads per month, while giving Digital Tree’s team a foundation it could continue using after the initial engagement.