The challenge
RBS grew by acquiring hospitality technology companies from around the world, bringing property management, hotel, and restaurant platforms under one roof. The products were proven, with thousands of properties running them across dozens of countries. The problem was the United States.
Entering the US market meant starting from nothing. No outbound motion, no sales cadences, no CRM pipelines, and no reporting to show leadership what was happening. They had strong software and no engine to sell it with in their most important growth market.
Why GreaterScale
Building a US revenue operation in-house would have meant hiring a sales leader, reps, and an operations person, then waiting months for any of it to produce a meeting. RBS brought on GreaterScale to build the entire system and hand it over already running.
What we built
We designed and launched the complete US and Canada revenue system:
- AI workflows identifying target accounts across hotels, resorts, ranches, lodges, outfitters, and restaurants in the United States and Canada
- Detection of the property management or point of sale software each account already runs, so every conversation speaks to a specific switch rather than a generic pitch
- Automatic enrichment of the right contacts at each property, including owners, general managers, and operations leadership
- Automated research on every account before any outreach went out
- Multi-channel outreach that books meetings straight to the calendar and passes warm leads to the sales team, with our team making calls where it helps
- A full NetSuite CRM setup with proper pipelines
- Automated reporting that gives leadership a live view of global sales activity
The results
The entire US revenue system was built and live in six weeks: outbound, sales cadences, AI workflows, CRM pipelines, and reporting structure.
- $1.1M added in pipeline over five months
- A complete US revenue operation stood up in 6 weeks, not quarters
- Profitable in under 3 months
$65K in ARR sourced and closed