Driving Outbound Lead Generation for a Digital Infrastructure Provider

Exelera, a digital infrastructure provider, partnered with Whistle to support outbound sales development and generate qualified meetings. The engagement focused on prospecting through curated data lists and improving tracking within HubSpot to ensure pipeline accuracy.

6 Months

Campaign Duration

Outbound

Campaign Type

1

No of SDRs

Key Performance Indicators

$720K

$ value of pipeline generated

Meetings Scheduled

60

Number of Meetings Scheduled

Estimated SQL ROI

40X

Estimated Return On Investment

Revenue Growth Realized

$144K

Estimated Revenue Generated

Acquired

Funding Stage

11-50

Headcount

Israel

HQ location

Telecommunications / Digital Infrastructure

Target Industry

Middle East

Target Location

Network Engineers / Telecom Operators

Target Persona

Table Of Content

Overview

Challenges Faced

Our Solution

Results Achieved

Future Outlook

Exelera provides digital infrastructure services based on fiber-optic networks and submarine optical cables, offering fiber and bandwidth connectivity, cloud-dedicated services, and colocation to domestic and global businesses. Their clients include wireless and wireline carriers, media, content, and finance companies, start-ups, and enterprises.

Challenges Faced

  • Requirement for a specialized, Hebrew-speaking SDR to navigate the local market effectively.
  • Need for high-volume outreach, targeting 50–100 calls per day.
  • Balancing cost-efficiency with the need for robust CRM integration and tracking.

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Our Solution

Whistle managed outbound sales development for Exelera using one SDR, focusing on curated intent lead lists and consistent engagement tracking through HubSpot. Campaign management included monitoring meeting outcomes and adjusting outreach strategies to improve connection rates.

Results Achieved

  • Established a performance-based pipeline generating 5–10 qualified meetings per month.
  • Streamlined the lead handoff process by looping AEs into warm introductions and replies.
  • Implemented a rigorous qualification standard where meetings are only counted when a deal is opened in HubSpot.

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Future Outlook

By embedding a dedicated Hebrew-speaking SDR into their weekly operations and leveraging Whistle's automated outreach systems, Exelera has built a sustainable foundation for Middle Eastern market expansion. The successful integration of high-volume AI dialing and refined list-building processes ensures a consistent trajectory for enterprise deal generation.

Key Learning

Localized SDR Specialization

The deployment of a native Hebrew-speaking SDR proved essential for navigating the cultural and linguistic nuances of the Middle East market to drive higher engagement.

Cost-Optimized Tech Infrastructure

Utilizing Whistle’s proprietary outbound systems for initial prospecting instead of a native CRM integration significantly reduced upfront setup costs and accelerated the launch timeline.

Performance-Based Lead Qualification

Aligning success metrics to the creation of a deal in HubSpot ensured that all generated meetings met a high standard of sales readiness and business value.

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