Forward Studios: Turning a Cold Outreach Stall Into a $150K Pipeline
Client: Forward Studios
Industry: Predictable email marketing systems exclusively for B2B ecom brands
ICP Fit: B2B e-commerce Distributors
Challenge: 3 months of outbound with zero traction and no conversations turning into pipeline.
Solution: Scrappy ABM’s Account-Based Podcast Framework, combining guest booking, outreach systems, and content repurposing into one repeatable motion.
Impact:
- 29 guests booked within the first 4 weeks
- $60K ARR generated
- $90K in pipeline from less than 10 guests
The Challenge
“3 Months of Outbound, Zero Traction”
Before partnering with Scrappy ABM, Forward Studios had invested months into cold outreach with no meaningful conversations or conversions. The effort was there, but the results weren’t:
- No engagement: Cold emails weren’t landing meetings or even replies.
- No differentiation: Their message blended into the noise of generic outbound.
- No relationship momentum: Even interested leads stalled without a natural next step.
As Kyler put it:
“We were spending a ton of time on outbound with nothing to show for it. We needed a way to build real relationships, not just send more messages.”
The Solution
Building an Account-Based Podcast Engine
Scrappy ABM introduced Forward Studios to our Account-Based Podcast Framework: a structured system to attract, engage, and convert ideal prospects by featuring them as podcast guests.
Within weeks, the systemized workflow was live:
- Show Production: We handled everything—planning, recording, editing, and publishing—so Kyler and the team could stay focused on conversations and strategy instead of logistics.
- Hands-On Support: Our team identified ideal guests, managed scheduling, and prepped each one for engaging, high-value discussions.
- Clear Wins: Every episode became a growth asset with social clips, launch campaigns, and distribution plans that ensured the show was seen and remembered.
- Strategic Direction: Every decision laddered up to revenue: a clear focus on ICP alignment, content positioning, and opportunities that could lead to deals.
Together, these elements created a repeatable system that turned outreach into relationships and relationships into revenue.
The Results
A Renewed $150K Pipeline in 4 Weeks
The transformation was immediate. Within weeks of launching, Forward Studios had momentum that traditional outbound never produced:
- 29 guests booked in just four weeks
- $60K ARR closed directly from podcast connections
- $90K in active pipeline across fewer than 10 guests
- 5 guests booked within 90 minutes of the first outreach session
Performance metrics told the same story: smooth operations, top-tier guests, and a growing audience that translated to pipeline.
As Kyler shared mid-program:
“After three months of outbound with no success, we launched our account-based podcast and have generated $60k ARR and $90k in pipeline across less than 10 podcast guests.”
“After 3 months of outbound with no success, we launched our account-based podcast and have generated $60k ARR and $90k in pipeline across less than 10 podcast guests.”
— Kyler Nixon, Forward Studios
The Lasting Impact:
From Cold Outbound to Warm Conversations
Today, Forward Studios’ podcast, Darn Good Distributors, is more than a content channel. Really, it’s a relationship engine fueling consistent, measurable growth.
Before Scrappy ABM:
- Three months of outbound, zero traction
- No clear process or visibility into ROI
- Pipeline stalled and energy drained
After Scrappy ABM:
- 29 guests booked in 4 weeks
- $150K in revenue impact
- Streamlined production workflow
- Podcast and newsletter now core parts of the ABM program
Turn Conversations Into Pipeline, Fast
We’ll help you create content your audience loves, build real relationships with target accounts, and grow your brand while you’re at it.
