As a pioneer in operations management and frontline automation, Pazo is the digital nervous system for massive physical footprints.
From sprawling retail chains to elite coworking spaces, Pazo allows leadership to maintain peak operational standards across thousands of locations. To scale, they needed an outbound motion as robust as their platform: one that bypassed the noise and landed directly on the desks of decision-makers facing real complexities.
"We always believed outbound could work, but lacked a structured approach. Thyleads changed that by building a repeatable system that delivers high-value meetings. Now, we’re having quality conversations with the right people with real buying intent."
The Challenge: Good Tool, Wrong Buyers, and No Signal.
In Facility Management and Coworking, the difference between a lead and a deal is context. At Pazo, SDRs were sprinting, but they were running toward the wrong finish line: engaging small ops teams instead of the multi-site enterprise chains where Pazo’s true value was sitting.
The Turmoil:
- While the funnel looked full, the sales cycle was dragging.
- SDRs were trapped in conversations with misfit personas.
- Market incumbents were capturing buyer mindshare before Pazo could even get a seat at the table.
- The targeting was based on industry rather than intent.
Without a way to identify pre-pain signals, like regional expansion or organizational restructuring, the team was pitching to everyone and resonating with no one.
The Solution: Building a GTM Lab (Outbound as a Signal System)
Thyleads re-engineered the entire targeting logic into a Signal System. We treated Pazo’s outbound as a precision laboratory:
What changed:
Revenue Reverse-Engineering
We ignored assumptions and studied the DNA of Pazo's past wins. We identified behavioral triggers such as new Ops Head hires, regional site growth, or a change in franchise strategy. In a literal sense, we found the Compliance Debt before the prospect even felt the interest rate.
Structural Lookalike Mapping
We moved beyond vertical matching to behavioral matching. We hunted for organizational complexity: 10+ sites, QA teams, and regional franchise layers, where visibility gaps are a guaranteed pain point.
Friction-Mapped Messaging
We replaced product pitches with Operational Mirroring. Instead of listing features, we asked the questions that keep Ops VPs awake: "Who finds out first when your SOPs fail?"
The Coworking Vertical Lab
We isolated one niche, narrowed the target to 200 high-intent accounts, and exhausted the segment with hyper-personalized, handwritten copy for Tier 1 leads. This deep-dive approach turned one vertical into a high-velocity revenue engine.
Key Results(90 days)
- 37 Total Qualified Meetings generated within the first 90 days.
- 4 Closed-Won Deals (including India’s most prominent coworking chain).
- 80% Lead Qualification Rate, moving from junk volume to Tier 1 precision.
- 3X Reply Rate in the Coworking vertical post-optimization.
- 2X Signal-to-Pipeline Conversion compared to all previous outbound efforts.
Future Outlook
With the Signal-First blueprint now validated, Pazo is moving from a tactical sales motion to a dominant GTM strategy.
The infrastructure is now in place to replicate the Coworking success across Retail and Facility Management global markets. By continuing to treat every reply as a data point in a feedback loop, Pazo isn't just selling software; they are currently owning the operational intent of the enterprise market.