How SinaLite broke into the U.S. market and grew MRR 3.6x.

SinaLite had grown for years on inbound and relationship-based sales, but that motion wasn't translating into U.S. growth, and the sales team was being built without a clear process behind it. We built the outbound playbook, the hiring system, and the operating rhythm from scratch.

Client: SinaLite — Printing, Privately Funded. Engagement: 18-month engagemetn.

Results

• MRR growth: 3.6x
• New pipeline: $1.3M+
• Sales cycle: 31% faster
• Rep ramp: 3 months faster

The Gap: Inbound motion, outbound market

SinaLite had grown for years on inbound and relationship-based sales, but that model didn't translate to breaking into the U.S., and the sales team being built to do it had no clear process underneath it.

• No outbound motion for the U.S. — The inbound, relationship-based sales model that worked in existing markets wasn't built to break into new U.S. verticals.
• Reps hired without a system — Sales reps were brought on without clear expectations, training, or process, leaving ramp time and performance inconsistent.
• No forecasting rhythm — Pipeline reviews and forecasting had no consistency or team accountability, so leadership had no real visibility into what was working.

The Fix: Three moves: outbound, hiring, cadence

We built the motion, the people system, and the operating rhythm together, so none of the three had to carry the U.S. push alone.

• Build the outbound playbook from scratch: Built an outbound strategy focused on high-potential verticals, equipping reps with the tools, scripts, and sequences to run it. Why: Breaking into a new market on an inbound-only motion was never going to work — outbound had to be built, not bolted on.
• Fix hiring and ramp before scaling headcount: Defined role scorecards, created onboarding paths, and supported the ramp of a new AE team. Why: Hiring without a scorecard or ramp plan is how reps end up inconsistent. Fixing that first is what lets new reps hit quota faster.
• Install a weekly GTM operating rhythm: Implemented a weekly cadence for pipeline reviews, forecasting, and accountability, driving focus and exposing gaps early. Why: A cadence is what turns a one-time fix into a system leadership can actually see and run week over week.

Cost of inaction

Every quarter SinaLite tried to break into the U.S. on an inbound-only motion was a quarter of stalled growth in the market's biggest opportunity. Reps hired without a system meant slower ramp, inconsistent performance, and pipeline leadership couldn't forecast with any confidence.

90-day outcome

SinaLite broke into the U.S. market with $1M+ in new pipeline inside 30 days, cut sales cycle 31% across all deal types, and got new reps to quota 3 months faster, running on a weekly GTM cadence the team now owns.