One operator replaced an outsourced outbound team

The problem

The company paid an agency every month and owned nothing at the end of it. No mail estate. No lead process. No per campaign numbers. If the agency left, the outbound left with it.

What we built

We'll concede the obvious point first. An agency brings a team, and one person can't cover everything a team covers.

We built the engine anyway and ran it with one operator. That meant a mail estate of 16 to 18 mailboxes, owned in house. It also meant a campaign structure split by buyer profile and vertical, plus a tracking model for every lead and opportunity.

Then we prospected into large enterprise accounts, account by account.

What it produced

• The agency fee went away. First year infrastructure saving was more than USD 37,500.
• The operator owned 237 of 247 deals, 96 percent, across a pipeline recorded at USD 1.46 million.
• 115 marketing qualified leads in the first five months. That was 46 percent of the whole team's output, from one person.
• 46 percent of marketing qualified leads became sales qualified leads over a five month measured period.
• 158 sales qualified leads in total. That's an average of 13 a month, with a peak of 21.
• Pipeline influenced across the engagement is recorded at roughly USD 3 million to USD 8 million. That range comes from a single internal source, so treat it as approximate.

The engagement ran just under three years.

What runs now

The engagement has ended. The mailboxes were run in house from day one, not rented from an agency.

Your scenario

If you're paying an agency and can't say how many deals it owns, that's the first number to get. Send us what they report each month and we'll show you what an in house setup would need.

Related tools: Instantly, Pipedrive, Cold Email System Pack

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Client names are always kept confidential at MMG, so they have been removed from this case study.

Published January 27, 2026

Last updated April 7, 2026