How Beacon Commerce Turned Outbound Into a Signed Customer
Beacon Commerce signed one RevenueFlow-sourced customer in October 2026, worth $45K+ in annualized revenue on client-reported terms, assuming a 12-month retainer. The initial event sprint generated 3 confirmed SQMs and $108K in modeled gross pipeline within 35 days, and Beacon had confirmed 7 SQMs by October 2026.
The problem we stepped into.
Beacon Commerce had strong client retention and valuable long-term contracts, but new business still depended heavily on the founder.
The team wanted a repeatable route to qualified consumer brands without turning Don into a full-time prospector.
Summer Fancy Food Show created a time-sensitive opportunity to reach brands before and around the event.
| Tool / Channel | Before | Optimization | Result |
|---|---|---|---|
| Event outreach | Founder-led and ad hoc | Managed email and LinkedIn sprint around Summer Fancy Food Show | 3 confirmed SQMs |
| Qualification | Every interested brand treated the same | SQM and MQL paths separated by fit and readiness | 7 confirmed SQMs by October 2026, routed by fit and readiness |
| Conversation quality | Cold conference introductions | Pre-event context and follow-up | Warmer starts to live sales conversations |
“We started seeing good meetings on our calendar, certainly within four weeks. And we've now been able to actually close one of those opportunities, which has been awesome because it was a direct hit.”
What we built across the engagement.
Every engagement runs through the same six steps. Before launch, we agree the target market, decision-makers, exclusions, and Qualified Meeting definition. A meeting counts when the prospect attends and matches the agreed firmographic ICP.
Define the event ICP.
RevenueFlow and Beacon agreed the consumer-brand profile, decision-maker roles, exclusions, event timing, and what separated a sales-qualified meeting from an earlier-stage marketing-qualified lead.
Build the conference cohort.
RevenueFlow analyzed the Summer Fancy Food Show exhibitor market, mapped 1,700 target accounts, verified decision-maker contacts, created a focused LinkedIn cohort, and built messaging around each brand’s Amazon growth opportunity.
Launch before the show.
Email and LinkedIn outreach went live around the conference window. The sprint generated 3 confirmed SQMs while giving Don and the Beacon team useful context before live conversations.
Qualify by fit and readiness.
RevenueFlow read every positive reply, confirmed account and role fit, and routed 3 confirmed SQMs with the context Beacon needed for warmer commercial conversations.
Hand off warmer conversations.
Qualified prospects moved into Don’s calendar with the outreach context attached. Event conversations started warmer because the target accounts already understood why Beacon wanted to speak with them.
Improve the event playbook.
Post-event reviews used reply, attendance, and meeting-quality data to refine the next campaigns. RevenueFlow kept prospecting and qualification ownership while Beacon focused on proposals and closing.
“I receive dozens of emails a day from agencies looking to provide outbound services. RevenueFlow's was one that I looked at, and it actually caught my attention.”
Results in a nutshell.
| Metric | Before RevenueFlow | After RevenueFlow |
|---|---|---|
| Signed customers | Founder-led acquisition | 1 RevenueFlow-sourced customer by October 2026 |
| Annualized revenue | No repeatable outbound baseline | $45K+ from the signed customer (client-reported, 12-month basis) |
| Confirmed SQMs | No repeatable event baseline | 7 by October 2026, 3 from the first sprint |
| Modeled gross pipeline | Founder-sourced | $108K in 35 days |
| Target accounts mapped | Founder-led and ad hoc | 1,700 mapped before the event |
| Exhibitor market mapped | No event-specific target universe | ~2,450 brands analyzed |
| Outbound execution | Founder-led | Managed across email, LinkedIn, replies, and qualification |
Hear it from Beacon Commerce.
Read the transcript
Hosun: All right. Well, appreciate it. Thanks for jumping on, Don. Let's kick it off, and why don't you tell us a bit about your company? What do you do and who do you serve?
Don: We're Beacon Commerce, and we are an Amazon marketing agency. We're full stack, we're located in Canada, and we tend to serve small brands going to scale up and wanting to get onto the digital shelves. Our typical marketplaces are Canada and the US, but we're also seeing a lot more interest now from European countries and the like, as people looking for other trade partners and other platforms, locations to go onto. We are hyper-focused on profitability for our clients, and that really differentiates us from others in the marketplace, where we're very transparent about how much the clients are making through the engagement and ensure that it's a very valuable process and a good revenue profit channel for them as their business grows.
Hosun: Brilliant, thanks for sharing. And what were you trying to solve when you started looking for a go-to-market partner, and why did you try it before?
Don: We tried to in-house this initially, and we have been getting a lot of our business from word of mouth, which is obviously very strong, but we're just kind of tapping that out. And we had built up enough credibility in the marketplace that involving a third-party agency to help us bring in some qualified leads seemed like the next logical option to go down. But trying it ourselves, building that out, was just going to be too much effort, too much money, and it seemed like a good opportunity to outsource that to a company like RevenueFlow.
Hosun: Of course. And when getting started with us, what did getting onboarded require from you and the team? How much of your time and effort did that take?
Don: So in terms of getting on board with RevenueFlow and just the effort involved, it was not a ton of effort required. There are certainly some setup and some infrastructure things that are needed, and so you have to spend some time to make sure you're going to get the right outcomes. But I did find that RevenueFlow was able to provide us with some really good templates of questions that they needed information on, to ensure that we're capturing the right types of clients. The messaging that's going out was our brand voice, so it stays on brand to what you're doing. And I've been very happy with the results there. I see the LinkedIn messages that are going, and so it's very much on brand and sounds very professional. And so I've been very happy with the time it took and kind of how that process has been going.
Hosun: Brilliant. And how long from kickoff until you started seeing results, meetings on the calendar?
Don: From kickoff to first meetings is about a month, really about four weeks. And there have been obviously a lot of activity of them just kind of going out and getting all the communication out there, and so I knew it would take a little bit of time to get warmed up. And we started seeing good meetings on our calendar, certainly within four weeks. And we've now been able to actually close one of those opportunities, which has been awesome because it was a direct hit. It was perfect for what we were going after.
Hosun: Amazing. Congratulations. And when you're thinking about the results, are there specific metrics you're tracking? How have we delivered against them so far in the three, four months we've worked together?
Don: So definitely the metrics, you're always looking at the cost of this funneling coming into the business and how many high-quality meetings that I'm having, and just kind of doing the math on the equation of if I can land a client of a certain value that will pay off for this. And when we look at the economics on it, it looks positive, and I feel positive about it. We're going to monitor for a few more months and see. A couple more really great leads have come in, and see if we can close off on those as well, and it'll really make a lot of sense. So it really takes a few months to get this going and to really build that in. You have to invest as a business owner to make sure that you have the right process going down. But all told, certainly happy with the cost-benefit equation at this point in time. And it's going to work out.
Hosun: Amazing. And just to round us off, what was your biggest concern versus doing it in-house to work with a partner before joining us? And how has that turned out? And what would you say to someone maybe in your shoes a few months ago as well?
Don: It's interesting. I receive dozens of emails a day from agencies looking to provide outbound services. RevenueFlow's was one that I looked at, and it actually caught my attention versus just the general outreach. And so that, to me, was the first checkmark that if it caught my attention, then maybe they can catch my ideal client's attention as well.
Don: I wanted the partner to be on brand with how we approach things. We're very transparent. We don't want to be super pushy and aggressive, and I really wanted to avoid the classic used car salesman type approach with high-pressure sales tactics. And that was my biggest concern. And so working with the team at RevenueFlow, and seeing the communication they've been using, I don't have those concerns anymore because I know it's professional and it's on brand to what we're doing. So that was the biggest concern, and it's turned out very well. And certainly what I would tell somebody who's worried about it today is really just, if you give the information to the team in terms of how you want it to sound, they're the experts at the targeting and the structure, but the tonality is going to come from the brand. And the word comes to my mind is respectful of what that brand tone should sound like, and that's been super helpful for us.
“I don't have those concerns anymore because I know it's professional and it's on brand to what we're doing.”
Everything Don said.
“It was a much warmer start to the conversation.”
“You guys are the experts at, you know, bringing people in. My job is to close them.”
“I do like the transparency that you have here. The whole goal is we both make money.”
“Trying it ourselves, building that out, was just going to be too much effort, too much money, and it seemed like a good opportunity to outsource that to a company like RevenueFlow.”
“In terms of getting on board with RevenueFlow and just the effort involved, it was not a ton of effort required.”
“I see the LinkedIn messages that are going, and so it's very much on brand and sounds very professional.”
“All told, certainly happy with the cost-benefit equation at this point in time.”
“If you give the information to the team in terms of how you want it to sound, they're the experts at the targeting and the structure, but the tonality is going to come from the brand.”
Scaling together.
By October 2026, one sourced opportunity had become a signed customer worth $45K+ in annualized revenue on the terms Beacon reported. That figure assumes 12 months of retainer payments and is not cash collected or a guaranteed contract term. Beacon had confirmed 7 SQMs by October 2026. RevenueFlow continues to route qualified brands into the calendar while Beacon owns proposals and closing.
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