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Lodestar Technologies is a Canadian data and analytics company helping financial institutions transform how they use data. Its platform unifies core, ancillary, and third-party data sources into a single, accessible environment, enabling faster and more confident decision-making. With a strong product and clearly defined ICP, Lodestar partnered with Whistle to scale its outbound efforts and support pipeline growth. The collaboration focused on campaign iteration, event-specific outreach, and building a more predictable top-of-funnel.
No Outbound Engine:
Prior to working with Whistle, Lodestar had not built a formal outbound motion. The team relied heavily on events and referrals for deal generation.
Solution Complexity:
Lodestar’s platform spans data warehousing, analytics, dashboarding, and reporting, requiring a consultative sales approach that clearly connects technical value to operational outcomes for credit union stakeholders.
Internal Capacity Constraints:
The in-house sales team had limited bandwidth to build and run outbound campaigns alongside event follow-ups and existing sales cycles.
Whistle worked closely with Lodestar to build a campaign framework that could support its GTM goals and be adapted around event timing and sales bandwidth. Key strategies included:
Segmented Campaigns:
Campaigns were tailored to different buying groups within the credit union space, ensuring relevance based on role and business focus.
Iterative Messaging:
Whistle tested multiple angles and sequences, including pain-led, value-led, and referral-led copy, adapting quickly based on response data.
Event Support:
During key conference windows, Whistle adjusted messaging and prioritization to maximize pre- and post-event meeting booking.
ICP Deep Dives:
To ensure resonance, Whistle aligned closely with Lodestar’s team on common industry pain points, from fragmented data sources to dashboard usability and regulatory reporting.
Channel Optimization:
LinkedIn and email were the most effective outreach channels, while cold calling was deprioritized based on performance data.
The collaboration with Whistle established outbound as a consistent pipeline driver and successfully complemented Lodestar's existing event-led sales motion. Over a 6-month timeframewith 1 SDR, the campaign delivered the following key outcomes
"Whistle provided us with the structure and support we needed to make outbound a viable and repeatable part of our sales strategy. Their team was responsive, collaborative, and proactive in helping us test and learn what worked best for our audience."
Lodestar plans to continue refining outbound messaging and layering in more personalized outreach at scale. With a working playbook in place, future efforts will focus on increasing conversion rates, building momentum from event follow-up, and turning more meetings into late-stage opportunities.
Solutions
Because Lodestar had a well-defined ICP and understood its buyers well, Whistle was able to ramp up messaging and targeting quickly.
The campaign was most effective when integrated with Lodestar’s event strategy, supporting their team during high-volume periods and keeping the pipeline active between events.
Slack conversations and regular syncs allowed both teams to stay aligned and adjust based on campaign results and field feedback.
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