The Fulfillment Labs (TFL): Breaking Into Enterprise, and Closing A $65K Deal

The Challenge: Building Enterprise Pipeline From Scratch

The Fulfillment Labs (TFL) is a next-generation fulfillment platform helping eCommerce brands scale logistics operations. Despite strong product-market fit and clear enterprise demand, TFL had no dedicated outbound sales development function — no SDRs, no structured multi-channel sequences, and no repeatable way to generate pipeline into mid-market and enterprise accounts.

Building an in-house SDR team takes months of recruiting, onboarding, and ramp time TFL didn't have. They needed a partner who could embed fast, build the outbound infrastructure, and start booking enterprise meetings immediately. That's why TFL chose WarmLegency — Warmly's managed SDR service that places trained, AI-enabled reps directly inside a customer's GTM motion, powered by Warmly's real-time buyer intent platform.

‍

The Strategy: A Three-Part Warmbound Motion

1. Enterprise Account Targeting via Sales Navigator

WarmLegency partnered with TFL's internal GTM lead Julio at Set2Close to build precise ICP-matched call lists using LinkedIn Sales Navigator — filtering by company size, eCommerce and logistics verticals, and decision-maker seniority targeting Directors and VPs of Operations, Supply Chain, and Fulfillment.

‍

2. Warmly AI Inbound Agent as the Prioritization Engine

The Warmly AI Inbound Agent was deployed on TFL's website, de-anonymizing companies visiting high-intent pages — pricing, solutions, and case studies — in real time. Those signals were instantly surfaced to WarmLegency SDRs as their highest-priority call targets for the day. A VP of Operations browsing TFL's pricing page at 9am could receive a warm, context-aware call by 9:15am from a rep who already knew the company, the pages visited, and how to open a relevant conversation. This signal-to-call speed is what separates warmbound from cold outbound — and it showed up directly in TFL's pipeline numbers.

‍

3. Structured Multi-Channel Outreach via Outreach.io

WarmLegency built full email and call cadences in Outreach.io with custom sending domains for TFL, combining cold calls, personalized emails, and LinkedIn touchpoints — all tiered by account priority based on Warmly's real-time intent signals.

‍

The Execution: Week-by-Week Results

In the week of January 12–16, 2026, TFL's SDR Petar booked 4 qualified enterprise demos — the highest weekly total across all WarmLegency accounts that week, and a clear signal that targeting and messaging were resonating with buyers. The team maintained a consistent 3 meetings per week run rate through February as all cadence infrastructure came fully online.

Mid-February, TFL's other SDR Damjan hit a conversion dip due to weaker prospect lists. WarmLegency's leadership team — led by Bujar — responded immediately: rebuilding the target account lists with Julio, reconfiguring Outreach sequences, and re-engaging with new messaging and dialing tools. The response was decisive: within days, Damjan closed TFL's first-ever $65,000 contract sourced by an outsourced SDR. TFL's sales team had never seen an external rep close a deal before.

‍

The Warmly AI Advantage: Knowing Who to Call and When

The Warmly AI Inbound Agent answered the most expensive question in cold outbound: who should I call right now? By surfacing which enterprise accounts were actively browsing TFL's site — particularly hitting pricing and solutions pages — WarmLegency SDRs could act on real buying intent in the moment it occurred. Meanwhile, the Warmly AI Inbound Agent ran 24/7 on TFL's site, engaging visitors through intelligent chat and booking demos directly into the pipeline without any SDR bandwidth required. No intent signal went to waste.

‍

Results That Changed TFL's Sales Trajectory

Within 6–8 weeks of full infrastructure buildout, TFL's WarmLegency motion delivered: over 10 qualified enterprise demos booked, a consistent 3+ meetings per week run rate, and TFL's first-ever $65,000 closed-won deal sourced entirely by the WarmLegency SDR team. Beyond the numbers, TFL now has a scalable, repeatable outbound playbook backed by Warmly AI signals — a foundation their internal team can grow on for quarters ahead.

‍

Why This Model Works for Enterprise GTM Teams

Skilled human SDRs combined with AI-powered buyer intent signals create a force multiplier that neither achieves alone. Cold outbound without intent data is expensive and slow. Intent data without disciplined execution is wasted signal. WarmLegency brings both together — placing trained reps who act on Warmly's real-time signals to book enterprise meetings faster, with higher relevance, and at a fraction of the cost of building an in-house team from scratch. If your company is trying to crack enterprise accounts or build outbound pipeline from zero, WarmLegency powered by Warmly AI is the stack that makes it happen.