Enterprise Meetings on Demand, Month After Month
How Clew's marketing team turned MQLs, webinar registrants, and a fresh rebrand into a steady flow of fully qualified enterprise appointments, without hiring an in-house SDR.
Results
| Metric | Outcome |
|---|---|
| Meetings on demand | Five or ten qualified appointments a month, dialled up or down to match Clew's targets |
| Qualification | Every appointment inside Clew's ICP: the right industry, the right job title, the right geography |
| Speed to value | No training period. Results from day one, with the first appointments booked after a couple of briefing calls |
| Webinar engagement | Registrants called before each webinar, so the right prospects show up already engaged and feeling looked after |
| Marketing-to-sales handoff | Inbound inquiries called quickly at every intent level, lifting both the number and the quality of demos sales sits in |
About Clew
Clew is a risk and assurance platform built in Perth since 2010, formerly Corporate Governance Risk (CGR). It serves government, mining, energy, and professional services organisations from a few hundred employees to many thousands, sold as an enterprise solution. The company rebranded to Clew in 2026.
Problem / Challenge
- The 2026 rebrand meant prospects no longer recognised the company name, while the growth targets stayed in place.
- Calling hundreds of qualified prospects takes time and a skill the marketing team should not have to staff. Enterprise B2B adds layers of stakeholders, and reaching the right person is hard.
- The paid alternative was LinkedIn ads at up to $70 a click for a demo request, with inconsistent quality and no way to scale predictably.
Solution
DealFlare runs calling as an extension of Clew's marketing team, sitting between marketing and sales: working MQLs, webinar registrants, and named target accounts, and booking them straight into the sales calendar.
- Slack channels per geography. Clew drops a CSV or a message, "we think this company is a good fit", and DealFlare works it.
- Pre- and post-webinar call sprints around Clew's weekly and monthly webinar calendar, so registrants hear from a person before the session starts.
- Fast follow-up on inbound inquiries at every intent level, so no MQL sits waiting.
- No ramp. Professionals on the phone from day one, after a couple of briefing calls. No training period, no admin overhead.
"Before a webinar starts, a lot of attendees may not be able to make it, or they may have forgotten. By getting DealFlare calling them, they feel like they're being looked after. It's great for the prospect relationship, and it's been working very well."
Impact
- Delivery month after month since November 2025, visible in Clew's own lead-source tracking
- Appointments that open doors to companies squarely in Clew's ICP, accounts that would otherwise have taken long nurturing to reach
- Sales sits in more demos, and better ones: the volume and the quality of appointments both lifted
- Scalability replaced ad spend as the growth lever: appointments scale with targets, not with a cost-per-click auction
"We need scalability. If you want five new appointments this month, they'll get it for us, no problem. If you want ten, they do it too. And the people we sit with are fully qualified: the right industry, the right job title, the right geography."
Julien Sanchez
Looking Ahead
If you run marketing for an enterprise B2B product, generate more MQLs and webinar registrants than your team can call, and want appointments that scale with your targets rather than your ad budget, DealFlare is worth the call.
Outbound services for risk and GRC software companies
The same marketing-led calling motion Clew uses, applied to your category.
Cold Calling for GRC
Direct outreach to risk officers, compliance leads, and audit committees.
Lead Generation for GRC
Systematic coverage of a finite, reachable market.
Email Outreach for GRC
Plain-text email programs for compliance buyers.
Outsourced SDR for GRC
Calling, email, and TAM mapping under one engagement.