Case Study: 210% MRR Increase With Only $600 in Marketing

The Setup: $2,400 MRR, No Outbound System

The client in this case study runs a B2B SaaS product targeting operations managers at mid-market logistics companies. When they came to us, they had 8 paying customers, all sourced through referrals and a single LinkedIn post that had gone semi-viral 6 months prior. MRR was $2,400.

Their product was genuinely good - NPS of 71, zero churn in 12 months - but they had no repeatable way to put it in front of new prospects. Their total marketing spend for the quarter was $600, mostly on a freelance copywriter.

What We Built in 30 Days

We started with ICP refinement. Based on their 8 existing customers, the pattern was clear: operations managers at 3PL companies doing $5M–$50M in revenue who were managing 3+ warehouses. We built a prospect list of 1,800 contacts matching this profile using a combination of Apollo, LinkedIn Sales Navigator, and manual enrichment.

The cold email sequence was 4 emails over 10 days. Email 1 opened with a specific operational pain (coordinating real-time inventory across multiple warehouses without a unified dashboard). Email 2 dropped a mini case study. Email 3 reframed the problem as a revenue issue, not just an ops issue. Email 4 was the breakup.

The Results

Over 87 days: 22 reply-positives, 14 discovery calls, 7 closed deals at an average ACV of $3,600/year. MRR went from $2,400 to $7,440 - a 210% increase. Total additional marketing spend: $0 beyond the original $600 copywriting investment. The only cost was AJ’s time to set up the system and their team’s time to run calls.

The full breakdown - including the exact email copy that generated the highest reply rates, the LinkedIn profile changes that increased connection acceptance by 40%, and the discovery call framework that closed 50% of calls - is in the video above.