Payflow booked 42 meetings in their first 60 days.
How a 120-person fintech team stopped prospecting in-house — and built a pipeline their AEs could finally trust.
Meeting #42 booked
At a glance
- Company
- Payflow
- Industry
- Fintech · B2B payments
- Headquarters
- Stockholm, Sweden
- Team
- 120 people · 6 AEs
- Markets
- DACH, Nordics
- Service
- Outbound + Concierge
- Started
- March 2026
Camille DurandHead of Sales, Payflow
Pipeline
$1.2M
Generated in the first 90 days.
Meetings
42
Qualified, booked in 60 days.
Show rate
94%
Confirmed the day before.
First meeting
11 days
From kickoff to first booking.
The challenge
Payflow had six strong AEs and a calendar that would not fill. Their two SDRs spent most of the day researching accounts and chasing buyers who never picked up or wrote back — and the meetings that did land were often with the wrong people.
By February, pipeline for the quarter was 40% behind plan. Hiring two more SDRs would take four months to pay off, if it worked at all.
| Metric | Before | After 60 days |
|---|---|---|
| Qualified meetings per month | 6 | 21 |
| Show rate | 61% | 94% |
| AE time spent prospecting | 30% | 5% |
What we did
We did not start with outreach. We started by agreeing on who is actually worth a meeting — then built everything around that.
Week 1–2
ICP and list
We interviewed three AEs, pulled their last 20 won deals and scored 3,800 accounts in DACH and the Nordics. 1,150 made the cut.
Week 3
Outreach goes live
On phone, email and LinkedIn, two senior SDRs led with Payflow’s strongest use case: cross-border payouts for marketplaces.
Week 4 onward
Tune every Friday
Every Friday we reviewed calls and replies with Camille, dropped segments that did not convert and doubled down on the ones that did.
“They booked more qualified meetings in six weeks than our in-house team did all quarter. And every single one was someone we actually wanted to talk to.”
Camille DurandHead of Sales, PayflowThe results
Meetings started on day 11. By week six Payflow’s AEs were running a full calendar, and by day 60 the team had held 42 qualified first meetings — 39 with a CFO or Head of Finance.
Meetings booked per week
42 in total
| Week | Meetings booked |
|---|---|
| Week 1 | 0 |
| Week 2 | 0 |
| Week 3 | 3 |
| Week 4 | 4 |
| Week 5 | 5 |
| Week 6 | 5 |
| Week 7 | 6 |
| Week 8 | 7 |
| Week 9 | 6 |
| Week 10 | 6 |
What’s next
Payflow moved to Concierge in May. We now run DACH and the Nordics end to end, and open the UK in Q4 with the same two SDRs who know the product best.
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