U.S. Plant-Based CPG Brand [Anonymized]

The client is a U.S.-based plant protein brand selling wholesale to juice bars, gyms, yoga studios, chiropractors, naturopaths, and wellness clinics.

Its growth model relied on getting products into the hands of relevant business owners through a sample program, then converting those prospects into wholesale accounts.

The opportunity was significant, but the existing manual outreach process limited how much of the addressable market the team could reach.

B2B outreach was almost entirely manual, with one SDR responsible for researching prospects, qualifying businesses, personalizing outreach, updating Salesforce, and creating wholesale accounts in Shopify.

Each lead required around 40 minutes of manual work, limiting the team to approximately 60 businesses per week despite thousands of potential prospects across the US.

Follow-ups were also inconsistent, while prospect information was spread across inboxes, spreadsheets, and Salesforce. Instead of focusing on conversations and sales decisions, the SDR was spending most of their time on research and data entry.

The sample program needed to become a scalable system rather than another manual task.

Viralnetix redesigned the workflow around automation rather than simply automating individual manual tasks.

• Weekly lead capacity increased from approximately 60 to 1,200, a 20x increase.
• SDR workload fell from 50–60 hours per week to around 5 hours of oversight.
• Cost per lead decreased from $9.05 to $1.05, while follow-ups became systematic.

Viralnetix connected Clay, Instantly, Make, Shopify, and Salesforce into a single workflow spanning prospect identification, outreach, sample fulfillment, and follow-up.

The client’s addressable market was scraped across relevant verticals, with qualification logic in Clay filtering prospects based on review rating, review volume, wellness positioning, menu signals, and multi-location potential. This reduced research time per lead from around 40 minutes to under 15 seconds.

Qualified prospects then flowed into Instantly, where dynamic personalization used the collected prospect data to support outreach at scale. Sequences ran automatically and paused when a prospect replied, removing the need for spreadsheet tracking and manual follow-up reminders.

When a prospect responded positively, Make triggered the next stages of the workflow, automating much of the sample fulfillment process.

The new system replaced a fragmented manual workflow with an end-to-end pipeline.

Qualified leads moved into Instantly for personalized outreach and automated sequences. Reply detection stopped sequences when prospects responded, allowing the SDR to focus on active conversations rather than manually monitoring campaigns.

For positive responses, the workflow could create a Shopify wholesale account, generate a unique sample link, send confirmation, track shipment, and schedule post-sample follow-up. The SDR remained responsible for final approval before a sample was shipped.

As a result, weekly lead capacity increased from approximately 60 to 1,200, while the SDR’s involvement fell from 50–60 hours per week to around five hours of oversight.

The automated workflow transformed the amount of B2B outreach the same team could manage.

Weekly lead capacity increased 20x, from approximately 60 to 1,200 leads, while SDR involvement fell from 50–60 hours to around five hours of weekly oversight. Cost per lead also decreased from $9.05 to $1.05, with systematic follow-up replacing the previous manual process.

By connecting prospect qualification, Instantly outreach, sample fulfillment, and follow-up into a single workflow, the client was able to scale its wholesale program without scaling the manual workload alongside it.