The challenge
Metquay builds calibration management software for commercial calibration labs and the internal quality teams inside regulated manufacturers. It is serious software for a serious problem: staying audit-ready against standards like ISO 17025 and FDA 21 CFR Part 11, generating compliant certificates, and keeping traceability clean.
The problem was reach. Their buyers are quality managers, lab managers, and lab owners, not the kind of software buyers who show up on standard target lists. The market is real but scattered across thousands of small and mid-sized labs worldwide. Growth depended on referrals, reputation, and whoever found them through search. Outreach was manual, the sales cycle was long, and the pipeline never reflected the true size of the market they could serve.
Why GreaterScale
Metquay needed more than a list of leads. They needed a system that could find labs that are genuinely hard to find, reach the right person inside each one, and keep the follow-up going across a long, compliance-driven sales cycle, all without adding headcount. They brought on GreaterScale to build that system and run it end to end.
What we built
We built an AI-powered outbound engine designed around how compliance software actually gets bought:
- AI research agents that surface commercial calibration labs and in-house quality departments, including the ones that never appear on standard prospect lists
- Account scoring so effort concentrates on the labs most likely to be evaluating a change
- Automatic enrichment of the right titles inside each account, reaching quality managers, lab managers, and owners rather than whoever was easiest to find
- Personalized outreach built around the compliance pressures these teams actually feel
- Automation across the full sales cycle, so no deal stalls quietly during a long evaluation
- Pipeline structured so every opportunity, stage, and next step stays visible
The results
Metquay went from manual outreach to a system that consistently puts qualified labs into the pipeline.
- $753K in one-time revenue sourced
- $245K in new ARR added
- Positive ROI within 5 months
- A repeatable outbound engine reaching a market that was previously very hard to access