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The GTM Flywheel Behind $7M ARR (And Why We Killed Our Outbound Engine to Build…
@MichLiebenarticlex
TL;DR. At $6M ARR, ColdIQ killed pure outbound and rebuilt around three compounding pillars—signal-based outbound, LinkedIn content, and free inbound tools—because each channel makes the others convert better.
Takeaways
- Signal-based outbound beats title/firmographic targeting: a Fortune-500 sub hitting their AI tools directory 17x in 90 min triggered a personalized Loom + 9:14am cold call, closing a €200K+ deal in 24 hours.
- Content isn't a separate channel—it's the trust layer that makes outbound convert. 6 people posting on LinkedIn drove 4M impressions, 356 meetings, and $80K MRR in one quarter.
- Phase it: audit first (weeks 1-2), layer LinkedIn content while outbound still pays the bills (months 1-3), then build real free tools as inbound—don't launch all three at once or nothing has fuel to compound.