Challenges

Caravelo needed a scalable lead generation engine without rebuilding their team

Caravelo had strong product-market fit and the internal capacity to support growth. Demand existed, and the team was ready to handle additional customers. What they were missing was a reliable lead generation engine to sustain that growth.

Iñaki Uriz, Co-founder and CEO at Caravelo, identified this as a bottleneck. Accelerating sales was a priority, but without a structured prospecting system in place, growth could not be scaled intentionally.

“Our challenge was that we did not have a well-structured lead generation engine,” Iñaki explains. “There were a number of things not working properly. Well-defined ICP, databases, cadences, flows, messaging. The lead engine was just not there.”

Previously, Caravelo had relied on a small team handling prospecting manually. After a restructuring, that team was disbanded, and lead generation paused. As a result, account executives began handling prospecting alongside their core sales responsibilities, reducing focus and efficiency.

Rebuilding an internal team would have taken months. Instead, Caravelo began looking for an automated system that could generate qualified pipeline without adding headcount. The introduction to Workflows came through the company’s former chief of staff, who had been exploring AI-driven automation and attended a Workflows workshop.

[QUOTE]"With Workflows, it was clear what would be built and how it would create value. The approach was practical and execution-driven."[/QUOTE]

Solution

Workflows built Caravelo’s lead generation engine from the ground up

Workflows helped Caravelo move from ad hoc prospecting to a structured lead generation system. Instead of running isolated campaigns, the focus was on building a foundation the team could rely on.

The first step was fixing the data layer. Workflows cleaned and structured Caravelo’s CRM, removed outdated contacts, and set up live monitoring to keep data current. From there, the database was expanded with new ICP-aligned contacts, improving coverage across priority accounts.

With the foundation in place, Workflows launched automated outreach across email and LinkedIn, fully connected to the CRM. Outreach, replies, and lead qualification flowed through one system, giving sales consistent context and reducing manual work.

Because Caravelo operates in a small, enterprise-focused market, the system was built for precision rather than volume. Manual steps were added where needed, allowing the team to prioritize quality accounts without breaking automation.

By the time the system was live, Caravelo had a lead generation engine they could operate and iterate on. Pipeline creation no longer depended on rebuilding a team or adding headcount. It was built into the system.

[QUOTE]"Workflows made the execution predictable. No delays or chasing. When we needed to move fast, they made it happen."[/QUOTE]

Results

Caravelo increased their pipeline database by 133% with a 60% reply-to-lead conversion rate

With Workflows, Caravelo moved from having no lead generation engine to running a structured, automated system that produces qualified pipeline without adding headcount. What had previously depended on manual effort from account executives is now handled by a repeatable system the team can operate and iterate on.

Caravelo built a lead generation engine designed for precision in an enterprise market:

[TILES]
[TILE top: 133% bottom: net new contacts sourced]
[TILE top: 90%+ bottom: enrichment coverage]
[TILE top: 60% bottom: reply-to-lead conversion rate]
[/TILES]

Moving forward, Caravelo plans to continue working with Workflows to refine targeting, expand campaigns, and scale outbound in a controlled way, using the system as the foundation for long-term pipeline growth.

[QUOTE]"Workflows gave us a system we control. We choose the campaigns, cadences, and messaging, and everything runs through one automated engine."[/QUOTE]