BuildWitt sources over 40% of booked meetings through 11x in under 3 months

BuildWitt's first five years ran on inbound. Word of mouth, social media, and people coming to them from the brand. As the business scaled into SaaS, the same playbook stopped keeping pace with growth.

The team built out a five-person SDR org to fix the gap. The problem wasn't talent or effort, it was where the time went. Dan spent a full day shadowing each SDR's workflow and saw the same pattern across the team: mornings went to researching companies, then researching the right contacts at those companies, then enrolling them in sequences that often didn't land. Afternoons went to cold calling, with 40 to 60 dials a day per rep. Calling proved effective, but research and sequencing left little of the day for it.

A deeper problem was Dirt World itself. Construction breaks into three categories, residential, commercial, and horizontal (BuildWitt's category), but standard industry codes don't reflect the split. A heavy civil contractor doing dirt work for a residential development gets miscategorized constantly. ZoomInfo and other standard tools couldn't surface the right accounts. The research bottleneck wasn't just about time, it was about accuracy in a category that none of the existing tools understood.

BuildWitt brought in 11x with Alice as the outbound engine. Pato, BuildWitt's CSM, walked Dan through setup over a single call. Dan rebuilt the workflow himself, starting solo and then training the SDR team once the model was proven.

A research engine built for the Dirt World. 

Standard industry codes don't capture heavy civil contractors accurately. Alice does, because the research happens at the source. The platform reads company websites, checks DOT vendor registrations, and identifies whether a business actually owns heavy equipment, not whether they were assigned the right SIC code. Of every tool BuildWitt tested, 11x is the only one that surfaced their ICP accurately.

"We usually struggle with any tool trying to reach our companies. But 11x’s Alice can go to websites, look for heavy equipment, search DOT sites, and find approved vendors. They’re the only thing out of all the tools out there that does it surprisingly well."

One operator, then the whole team.

Dan ran 11x himself first, refining campaigns and messaging until the model worked. Only then did the team roll it out to the five SDRs. As our CSM, Pato put it, the patience to model the workflow before scaling it is what made the rollout stick. By the time the SDRs got their hands on the platform, the playbook was proven, and adoption became something the team wanted, not something pushed on them.

Multi-channel campaigns built for the audience. 

Email volume scaled overnight, and the wins kept compounding. Prospects write page-long responses to two-sentence prompts because the research depth feels personal, not generic. Dan layers organic presence on top of the outbound motion, and the two reinforce each other.

"Some of the surprises were just some of the intelligent responses I've had in response to our outbound. These are conversations I wouldn't have had without 11x."

Time reallocated to where it actually matters. 

Removing research and sequencing as the daily bottleneck freed the SDR team to focus on calling. That created a new bottleneck (calling couldn't keep up with the volume) which BuildWitt solved by adding a dedicated dialer. Two tools, one motion, fully reshaped how outbound runs at BuildWitt.

Within two months of full deployment, 45% of BuildWitt's booked meetings now come from 11x. The team is on pace for 150+ opportunities sourced, with growth tracing back to when 11x went live in March and accelerated again in April. The graph Dan walks his team through shows the same story: pipeline built before 11x was flat, then climbed sharply once the tool was the foundation under the rest of the GTM motion.

The quality matches the volume. Prospects who reply are writing page-long responses because the research feels personal, not because it's been padded with generic personalization tokens.

"I can't tell you how many people have written me a page because of a two-sentence prompt. They're like, ‘I'm completely blown away that you found that out about me.’ "

Dan now has bandwidth to focus on strategy and team development instead of fixing research workflows. Pato still meets the team weekly to iterate on campaigns, share learnings, and unlock new motions like website visitor retargeting. The work that used to be the bottleneck now runs in the background.

"A lot of vendors leave you on your own when you figure out the tool. 11x has been there every week willing to experiment with new campaigns and try out new ideas. They are part of our team.”

Three months from the first email to half the company's pipeline. Five SDRs going from 50 calls a day to 150, with booked meetings more than doubling. A record month, on pace. With 11x as the foundation, the Dirt World has an outbound motion that moves at the speed of the industry it serves.

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