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ERP partnerOracle NetSuite

How CPT took ERP sales off manual cold calls

Connate People Technology implements Oracle NetSuite, and its buyer is the CFO. Pipeline came from manual cold calling with no system behind it, so we built one around ERP buying signals.

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98qualified leads in the first 90 days
36,853emails sent across 5 campaigns
21%of LinkedIn requests accepted
40leads from LinkedIn ads
What they sell
Oracle NetSuite implementation and ERP optimisation for mid-size and large companies.
Market
Growing companies in India
Timeframe
First 90 days, then ongoing
Channels
Cold email, LinkedIn outreach, LinkedIn ads
Who we reached
CFOs, finance heads, financial controllers and COOs
Tools in this build
PhantomBusterPhantomBusterApifyApifyGoogle NewsGoogle NewsNaukriNaukriCrunchbaseCrunchbaseApolloApolloClayClayMillionVerifierMillionVerifierClaudeClaudeSmartleadSmartleadSendPilotSendPilotLinkedInLinkedInLinkedIn AdsLinkedIn AdsSlackSlack
The starting point

Where they started

What was in the way before the first campaign went out.

The goal

Find companies about to outgrow their finance stack and reach the CFO before a competitor does.

01

Pipeline ran on cold calls

ZoomInfo lists, cold calling, LinkedIn and referrals brought in 10 to 12 qualified leads and 2 to 3 meetings a month.

02

Big deals, long cycles

Implementations start around ₹30 lakh and enterprise deals run past ₹1 crore. A quiet month showed up as a quiet quarter.

03

No way to spot timing

The team couldn't tell which companies were close to an ERP decision, so every call started cold.

The ideal customer

Who we went after

Agreed with the team before the first campaign. Every list, message and ad was built for these people and nobody else.

NotionIdeal customer profile: CPT
Who we reachedCFOsFinance headsFinancial controllersCOOs
Company size$20M to $500M revenue200 to 8,000+ peopleMulti-location
IndustriesIT and ITESManufacturingF&BFintech
Three segmentsMoving off Tally, Zoho or OdooOn Oracle Fusion or EBSEvaluating SAP
Left outPharmaEarly-stage startupsSingle-location firms
The workflow

The system we built

From finding the accounts to handing over the reply. Each card is one step, with the tools that ran it.

Outbound engine for Connate People Technology4 stages, 12 steps
01Find the accounts
PhantomBusterApifyCompetitor followersPeople following rival ERP vendors and partners
ApifyGoogle NewsKeyword crawlers"Tally migration", "NetSuite", "ERP implementation"
NaukriCrunchbaseERP buying signalsFinance hiring, funding, M&A, expansion
02Enrich and score
ApolloClayEnrichApollo, Jeeva.ai and Laxis
MillionVerifierVerifyMillionVerifier and Reoon
ClaudeScoreERP readiness and likely deal size
03Reach them
SmartleadCold email5 campaigns, 3 to 4 steps each36,853 sent
SendPilotLinkedInLinkedIn outreachThree sender profiles782 requests
LinkedIn AdsLinkedIn adsLead gen and conversation ads40 leads
04Hand over
ClaudeAI reads every replySorted by buying intent
SlackOur team checks itFollow-ups drafted, then approved
CPT's sales teamTakes the call and the deal98 leads
A step we ranWhat that step producedHover a tool icon to see its name
Signals and lists

The buying signals we tracked

A signal says when to reach out, not just who. These decided who got a message, and when.

BuiltWithNaukri

Outgrowing Tally, Zoho or Odoo

Growing companies still running SMB accounting, seen in job posts and their stack.

NaukriIndeed

Finance and ERP hiring

NetSuite admin, financial controller and ERP lead roles going up.

CrunchbaseGoogle News

Funding, M&A and expansion

A new round or a new entity means more books to close every month.

LinkedInPhantomBuster

Competitor followers

Finance leaders following other ERP vendors and partners.

BuiltWith

Oracle ERP users

Companies on Oracle Fusion or EBS, found with a tech-stack lookup.

Sales Navigator

A new CFO

CFO job changes, tracked in Sales Navigator.

The copy

What we sent

The actual copy, from the campaigns. Merge fields are shown as grey tags; a custom opener was written for each person.

SmartleadEmail
SmartleadEmail sequence
Day 0From CPT's sales lead
SubjectCompany's finance team using 3+ different tools?

I noticed Company is hiring for ERP roles. Seems like the right time to look at the bigger picture.

Most growing companies hit a breaking point: Tally for accounting, a separate CRM, and manual consolidation that eats up 40+ hours every month.

We implement Oracle NetSuite for mid-market enterprises: one cloud platform covering finance, inventory, operations and real-time reporting.

Open to a quick conversation about how your current setup is working?

Day 4From CPT's sales lead
SubjectRe: Company's finance team using 3+ different tools?Same thread

One concern we hear most often is implementation timeline. For mid-market companies, NetSuite typically goes live in 12 to 16 weeks.

Finance teams usually save 35 to 50 hours a month just on reconciliation, roughly 600 hours a year.

Would a 10-minute exploratory call help?

Day 8From CPT's sales lead
SubjectRe: Company's finance team using 3+ different tools?Same thread

This will be my last note. Month-end close taking 15+ days? NetSuite users close in 3 to 5.

Should I close the loop, or is this worth a quick discussion?

LinkedInLinkedIn
LinkedInLinkedIn messages
CCPT's team profileSent from real, verified profiles
Connection note

Hey First name, we often see legacy ERPs quietly slowing reporting and decisions at this stage. Our team has led 50+ NetSuite rollouts. Thought it'd be useful to connect and share insights.

After they accept

Thanks for connecting. What usually changes: month end from 15 days to 3, live inventory across locations, one set of numbers instead of each unit reporting its own way.

LinkedIn AdsLinkedIn ads
CPTPromoted

Your finance, inventory and CRM shouldn't live in 5 different tools.

NetSuiteOne platform.
One set of numbers.CPT
Upgrading from Tally, Zoho or a legacy ERP?connatepeople.com
Learn more
CPTSponsored message

I was checking out Company. As businesses adopt AI and automation, many are finding their existing systems can't keep up. Curious if this is something your team is exploring?

How can we help?Why NetSuite?Book a discovery meetingNot interested
Results

What came out of it

The result

98 qualified leads in the first 90 days, from 22 positive email replies, 36 LinkedIn replies and 40 LinkedIn ad leads, all at CFO and finance-head level.

BeforeZoomInfo lists and cold calling: 10 to 12 qualified leads and 2 to 3 meetings a month.
After
  • 98 qualified leads in the first 90 days
  • 36,853 emails sent across 5 campaigns
  • 21% of LinkedIn requests accepted
  • 40 leads from LinkedIn ads
Where the 98 came from98 in total
  • LinkedIn ads4041%
  • LinkedIn outreach3637%
  • Cold email2222%

Channel by channel

SmartleadCold email
emails sent
36,853
campaigns
5
positive replies
22
LinkedInLinkedIn outreach
connection requests
782
accepted
168
replies
36
LinkedIn AdsLinkedIn ads
ad leads
40
lowest cost per lead
₹153
campaigns
6
Want a plan like this for your market?The signals we'd track, the campaigns we'd run and a week-by-week plan. Free, built by hand.Get my GTM plan
Timeline

How it unfolded

From the first call to where the account stands now.

  1. Dec 2025 to Jan 2026
    Setup

    Domains, mailboxes, warm-up, the ICP and the first signal lists.

  2. 4 Feb
    First campaigns live

    An industry-agnostic campaign and a manufacturing campaign.

  3. 24 Feb to 1 Apr
    More campaigns

    ERP and fintech campaigns, then a fresh industry-agnostic list.

  4. By early May
    98 qualified leads

    Email, LinkedIn and ads, all on the same accounts.

  5. June to July
    Tighter targeting

    Recently funded and pre-IPO companies, then hand-picked accounts on Tally, Excel or Zoho with ₹100 to 700 crore revenue.

  6. Sep to Oct
    Oracle NetSuite events

    Invites for NetSuite AI events in Mumbai and Bangalore. The Bangalore quota was met.

Problems and fixes

What didn't work, and what we changed

Every campaign hits problems. These are the ones that mattered, and the fix for each.

What went wrong

Leads from companies too big for NetSuite, or already on SAP

What we changed

Moved to recently funded and pre-IPO companies, then a ₹100 to 700 crore revenue band.

What went wrong

Broad lists pulled in companies outside the ICP

What we changed

Hand-picked account lists built from Naukri job posts and CFO job changes.

What went wrong

Prospects slow to reply to email

What we changed

Ads on the same list. Buyers filled an ad form more readily than they replied to an email.

Takeaways

What we'd tell a team like theirs

  1. Look for the moment before an ERP decision: outgrowing Tally, hiring in finance, new funding.
  2. Give the CFO something useful, like a costing guide, before you ask for a call.
  3. Keep a person on every reply. AI sorts them, our team decides.
What we ran for CPT
ClayIntent-based lead listsPart of the Outbound EngineSmartleadCold email outreachPart of the Outbound EngineLinkedIn AdsLinkedIn ads and retargetingPart of the Outbound EngineAccount-Based MarketingWin the named accounts you already know you want

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