Case Studies
How You Lead generated scalable B2B pipeline for AWS and its partner network.
As part of the Horizon project, You Lead collaborated with AWS (Amazon Web Services) and three of its strategic partners to support the growth of the B2B pipeline in the Greenfield SMB segment in Romania.
The objective was clear: generating Sales Qualified Leads (SQLs) by identifying real decision-makers and conducting meaningful discovery conversations that could convert into tangible business opportunities.
Challenge: Quality at Scale
The main challenge was ensuring rigorous prospect qualification based on the BANT criteria (Budget, Authority, Need, Timeline), while simultaneously processing an extensive database of over 10,000 companies.
The competitive landscape, combined with the limited internal resources of AWS partners, required the implementation of an SDR-as-a-Service model capable of delivering consistent, personalized outreach, with strong quality control.
The You Lead Solution: SDR-as-a-Service Model
You Lead ensured a consistent market presence through a mature operational framework, which included:
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Dedicated teams: full-time agents with proven experience in consultative B2B sales.
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Project-specific training: prior to launching the campaign, each agent completed structured training sessions focused on understanding AWS solutions, partner-specific context, and the commercial messaging being promoted. As a result, every agent developed a strong command of the offering, relevant use cases, and the target customer profile.
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Opportunity Card methodology: each SQL was delivered together with a complete set of qualification data, providing the necessary context for an efficient conversion process.
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Quality control: active participation of You Lead agents in the scheduled meetings, ensuring continuous calibration between lead generation and the sales process.
Measurable Results (KPIs)
The Horizon project set a new benchmark for efficiency in B2B lead generation:
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54% conversion rate: more than half of the completed meetings turned into business opportunities.
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+15% ARR pipeline: the Annual Recurring Revenue pipeline target was significantly exceeded.
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102.6% delivery rate: contractual commitments regarding the number of SQLs delivered were exceeded.
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73.2% completion rate: strong validation of the qualification process, reflected in a high attendance rate for scheduled meetings.
International Impact
The success of the Romania campaign directly led to the expansion of the partnership into additional markets such as Austria, Cyprus, and Greece, confirming the scalability and repeatability of the You Lead model.
The Horizon project validates You Lead as a strategic partner capable of turning B2B lead generation into a predictable and scalable growth engine—both locally and internationally.
Nina Michor
Senior Partner Sales Manager, AWS
👉🏻 https://aws.amazon.com/
What was your main challenge in B2B lead generation before working with You Lead?
"Before partnering with You Lead, our main challenge was efficiently scaling qualified lead generation in the Greenfield SMB segment across Central and Eastern Europe. We needed a reliable way to reach decision-makers, conduct meaningful discovery conversations, and generate high-quality Sales Qualified Leads (SQLs) that meet specific criteria for budgetary constraints, decision-making authority, and genuine AWS interest. Traditional approaches lacked the local language capabilities and dedicated resources required to maintain consistent pipeline generation while ensuring our partners remained fully engaged throughout the customer journey."
What was the biggest benefit you noticed from collaborating with You Lead?
"The biggest benefits were the exceptional quality of leads and the impressive conversion rates achieved. You Lead over-delivered on the commitment of customer meetings that converted into opportunities, representing a 54% conversion rate from meetings to opportunities. This generated Annual Recurring Revenue pipeline from our campaign exceeded our goal by 15%. Their professionalism and structured approach—including dedicated full-time agents with local language capabilities, comprehensive opportunity tracking, and joint online meetings with AWS Partners—ensured consistent execution and strong results. The time saved was also significant, as YouLead handled the entire lead qualification process with clear workflows and regular check-ins."
Would you recommend You Lead to other B2B companies? If yes, why?
"Absolutely! YouLead demonstrated outstanding professionalism and performance throughout our campaign. Their ability to understand customer needs, maintain high engagement quality, and deliver measurable results makes them an excellent partner for B2B lead generation. Our partners specifically noted this was "the best campaign we have been running so far" and that "leads increased in relevance based on opportunity size." The success of our initial Romania campaign has directly led us to expand our partnership with YouLead across multiple additional markets, including Austria, Cyprus, and Greece. Their proven framework, local market expertise, and commitment to continuous improvement make them a valuable partner for any B2B company seeking scalable, high-quality lead generation."