The HR tech market is crowded with well-funded incumbents like BambooHR, Rippling, and Gusto. The platform had a strong onboarding product but no brand recognition. They needed to reach mid-market HR Directors who were not yet actively shopping for onboarding software but were experiencing the pain of scaling without proper onboarding infrastructure. Previous lead generation through content marketing and webinars was producing 3 to 4 leads per month at a cost of $1,200 per lead.
We built lists using a signal that no other vendor in the space was targeting: job-posting velocity. Companies between 100 and 500 employees that had posted 5 or more open roles in the past 30 days were flagged as high-priority targets because rapid hiring creates an immediate onboarding bottleneck. Approximately 850 emails per month across 10 sending domains. The email copy never mentioned onboarding software. Instead, it opened with the company's own hiring data: I noticed you have posted 8 new roles in the last 3 weeks. At that pace, how is your team handling day-one setup for new hires? This made the outreach feel like a timely observation rather than a product pitch. We ran 3 sequences targeting HR Directors, VP People, and Head of Talent separately with tailored messaging for each title.
Key Insight: Job-posting velocity as a proxy for onboarding pain outperformed generic HR title targeting by 1.8x in reply rate. The angle, you are growing fast but your onboarding process is not keeping up, resonated across industries because it was verifiably true. The prospect could not argue with their own job postings. The platform went from 3 to 4 leads per month to 6 to 7 qualified meetings per month and reduced cost per qualified meeting by 70% compared to their content marketing channel.
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