Third time’s a charm: How Trackdesk made outbound work by trading volume for precision with lemlist

Trackdesk is an affiliate and partnership management platform that helps businesses launch and manage affiliate, referral, influencer, and partner programs.

Companies across SaaS, iGaming, fintech, prop trading, e-commerce, subscription businesses, and agencies, as well as affiliate networks, use it.

These businesses use Trackdesk to manage partner relationships, track revenue, and automate commissions.

After two external agencies failed to find more clients for their SaaS platform, CRO Alejandro Albi took ownership of the channel. Both agencies said Trackdesk's vertical was hard to crack. Bringing outbound in-house meant the team could apply their deeper market understanding.

He built a targeted workflow around lemlist.

Signals to pick prospects, LinkedIn steps to warm them up, HubSpot-triggered WhatsApp follow-ups for inbound, and enriched email campaigns for conferences.

Today, the team starts 10–15 new conversations a day without hiring a large sales team. Here's what changed.

After 2 agencies failed, giving outbound a final chance

Trackdesk's last external outbound agency was sending up to 15k emails a month with no results. Trackdesk team had little visibility into the process, making it difficult to understand what wasn't working.

Alejandro spent a couple of weeks researching a solution the team could run themselves. He wanted four things:

✔ Ease of use, so the team could own outbound.
✔ HubSpot connectivity, to keep their CRM as the single source of truth.
✔ Claude integration, so they can fully automate the workflow down the line.
✔ Precise targeting, to reach relevant prospects without relying on volume.

We want to focus more on quality. Smaller audience, and not necessarily huge outbound campaigns.

After comparing other tools, he chose lemlist over Expandi and HeyReach for its contacts database, combination of outreach channels, automation, and HubSpot connectivity.

I was checking some similar tools. I felt they covered only fraction of what we need, without the right mix to run an entire outbound system in-house.

Then, lemlist became the foundation of Trackdesk's outbound setup:

Basically, we build a tech stack around lemlist.

Outbound: Signal-based targeting & Claude-powered campaign automation

Deciding who to contact and when based on buying signals

Alejandro narrowed the audience to 22 relevant job titles, choosing which ones to target based on company size.

Then came the timing.

lemlist's buying intent signals spot changes, like a prospect starting a new job or a company hiring for relevant roles, and trigger automated outreach tailored to that context.

For Trackdesk, those changes gave outreach a reason to happen. A new team member might be reviewing their tools. A growing team might need a better way to manage its program.

Claude that fills lemlist campaigns every Monday

lemlist's MCP connection lets AI tools like Claude work directly with lemlist, including finding contacts and adding them to campaigns.

Every Monday morning, Claude checked for new signals and contacts, then added prospects to the appropriate campaigns. Each outbound user received around 100 new leads a week, spread across roughly 20 a day.

The team also used lemlist's email enrichment to find missing email addresses, keeping campaigns supplied with less manual list building.

Turning signals into engaging icebreakers

The team used each signal to shape the message's opening line.

New roles were Alejandro's strongest perceived opening:

Congratulate the person, acknowledge the changes ahead, and offer support, backed by relevant customer examples. The aim was to make the introduction feel familiar and useful.

We’re in an industry where personal introductions matter. So it was very important for us to keep outreach as human as possible at all times.

One of the most successful use cases: lemlist for conferences

Targeted outreach also helped Trackdesk start conversations before arriving at an event.

For a Lisbon conference, the team cross-checked thousands of attendee leads against HubSpot and used lemlist's email enrichment to find missing addresses.

They built a three-email sequence for relevant conference contacts. Alejandro set the gaps between emails, such as two or three days, giving him control over follow-up timing that he'd found harder to manage in Instantly.

The audience was larger, but the messages stayed relevant.

Alejandro would arrive at the conference with approx. 15 relevant meetings already booked.

Inbound: Targeting HubSpot leads, warming them through LinkedIn, chatting on WhatsApp

Before automating the workflow, Trackdesk's BDR manually followed up with inbound leads on WhatsApp, while email sequences ran through HubSpot.

Manually following up on WhatsApp was taking lots of time from our BDRs.

They used website activity to trigger follow-up

Alejandro built dynamic HubSpot lists for people requesting a demo, creating an account, or returning to the website after months away. He excluded customers and anyone who shouldn't receive outreach.

Every two hours, an automation checked for new entries and added those contacts to the appropriate lemlist sequence. Thanks to the lemlist and HubSpot integration, lemlist handled LinkedIn and WhatsApp follow-ups.

For teams looking to identify more of that interest, lemlist's website visitor signals can identify visiting companies and US-based contacts, adding a name to an otherwise anonymous visit.

They built familiarity on LinkedIn and continued the conversation on WhatsApp

Alejandro used conditional steps in lemlist, branches that change the next action based on the contact's situation, to adapt the follow-up.

The sequence started with automated LinkedIn steps - profile visit, a follow, and a like on the contact's latest post. It then checked whether the sender and prospect were already connected:

• •

  Already connected? Send a LinkedIn message, then follow up on WhatsApp.

• •

  Not connected: One branch started with WhatsApp, followed by a LinkedIn invitation and a wait of up to two weeks for a response. Additional post likes helped build familiarity.

These small LinkedIn interactions made the sender more familiar before or alongside a direct message.

WhatsApp was inbound game-changer.

The BDR no longer had to manually add and message every contact, leaving more time for the conversations that followed.

From "does outbound work?" to "how do we scale it?"

Alejandro worried that lemlist would become another big project without results.

It turned out to be, after the research phase, very easy to implement and to start seeing the results.

The difference showed up in the team's Slack channel.

Notifications that had once been mostly auto-replies became actual conversations, with some campaigns generating 40 or 60 replies.

Their best campaigns reached 50% LinkedIn invitation acceptance and 30% conversation reply rates.

With leads, reporting, and campaign setup in one place, Alejandro could replicate campaigns and adjust messages through Claude.

Outbound finally gave the team something to build on.

Now for us, rather than thinking of continuing outbound or now, it’s on how to scale it.

Curious to try Trackdesk's strategy with your team?

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