SalesCaptain

ABOUT CURATED MEDIA

Curated Media, a division of Unchained Media, is a modern programmatic curation platform that enables agencies and brands to buy media smarter through self-serve dashboards and curated inventory. Despite a strong product and clear market fit, they lacked a predictable system to generate qualified leads, particularly in the competitive agency space. To solve this, they partnered with SalesCaptain to build a scalable, results-driven outbound engine.

Client’s challenge

Before working with SalesCaptain, Curated Media faced three major outbound roadblocks:

Unfocused Targeting

Their campaigns addressed both brands and agencies, diluting the messaging and slowing traction.

Inconsistent Pipeline

Without a systematic approach, lead generation was unpredictable and unscalable.

Single-Channel Outreach

Relying exclusively on cold email limited their visibility and engagement.

Single-Channel Outreach

Relying exclusively on cold email limited their visibility and engagement.

Solution

SalesCaptain developed and executed a structured outbound strategy over 12 months, built around four key initiatives

ICP Refinement through A/B Testing

We launched initial campaigns targeting both brands and agencies. Through performance analysis, we discovered that agencies were significantly more responsive, leading us to pivot fully to this ICP in July.

Multichannel Outreach Activation

In December, we layered LinkedIn outreach into the mix to warm leads and complement email efforts. This helped boost engagement and increased overall reply rates.

Lead Quality Control

Using Clay, we built high-intent prospect lists using inclusion terms like “media buying,” “media planning,” and “programmatic,” while excluding irrelevant titles and verticals. We also incorporated Curated Media’s internal database to enrich outreach.

Weekly Optimization Loops

We held weekly syncs with the client to share insights from active conversations and reply data. These calls allowed us to continuously refine: