Pathwise: 80+ Meetings in 6 Months

How Pathwise Booked 80+ Meetings in 6 Months While Saving Hundreds of Hours Through Competitive Intelligence Automation

80+

meetings booked with target districts

400%

increase in qualified lead volume

100+

of hours of RevOps/marketing time saved through automation

Booked 80+ meetings over six months
a 400% increase from their previous rate

Over six months, Pathwise booked 80+ meetings with qualified districts—a 400% increase from their previous rate—while simultaneously saving hundreds of hours through CRM optimization and automation. The competitive intelligence became a strategic asset beyond just outbound, informing product positioning, pricing discussions, and territory planning. The combination of data-driven targeting and systematic follow-through proved that in finite markets like K-12, knowing your competitive landscape isn't optional—it's the foundation of effective go-to-market.

Pathwise

Pathwise provides K-12 districts with comprehensive student services and support solutions. Operating in a competitive landscape where understanding which solutions competitors have deployed is critical, Pathwise needed both competitive intelligence at scale and a systematic outbound motion to convert that intelligence into meetings. They were generating roughly 20 meetings annually before our partnership began.

our Project

1

Onboard

2

Outbound

3

SDR

4

Identification

Intelligence 01Infrastructure

Competitive Intelligence Infrastructure via Starbridge We deployed Starbridge's education market intelligence platform to identify competitor footprints across thousands of school districts nationwide. This gave Pathwise's team unprecedented visibility into which districts were using competing solutions, contract renewal timelines, and opportunities to position their differentiated approach—transforming guesswork into data-driven targeting.

Signal-Based 02Outbound

Signal-Based Outbound Play Development Using the competitive intel as our foundation, we created targeted outbound campaigns that addressed specific district needs based on their current vendor relationships. For districts with expiring contracts or dissatisfaction signals, we developed messaging that highlighted Pathwise's advantages. This signal-based approach meant every outreach was timely and relevant rather than generic.

SDR 03Services

SDR Services and Team Augmentation We supplemented Pathwise's existing team with our own SDRs, creating a coordinated approach to lead development. Our team handled the research-intensive prospecting and initial outreach while Pathwise's internal team focused on high-value conversations and deal advancement. This division of labor maximized efficiency across the entire sales motion.

Website Visitor 04Identification

Website Visitor Identification and Hot Lead Routing To capture in-market intent, we implemented website visitor identification technology that revealed which districts were actively researching Pathwise's solutions. These hot leads were immediately routed to the sales team, allowing them to engage prospects at the peak of their buying interest rather than waiting for form fills or relying solely on outbound outreach.