A two-person sales team, no marketing staff, a stalled outbound motion
Vutility builds smart submeter hardware that helps campgrounds, universities, multi-family properties, and commercial buildings monitor energy consumption in real time. Their value proposition is compelling: one customer with 60 campground locations improved profitability from -19% to +15% after deploying real-time visibility. But getting that story in front of the right people was the hard part.
Two people ran the entire sales function. The company had lost its marketing coordinator, leaving nobody to manage outreach lists, run email sequences, or keep SDR activity going. Previous campaigns through ZoomInfo and vertical associations produced inconsistent results, and an earlier AI-calling experiment exposed quality issues.
Meanwhile, thousands of potential buyers were quietly visiting vutility.com — competitors, private equity firms managing RV park portfolios, facilities managers — and leaving without a trace. The team had no way to know who had visited, no system to prioritize follow-up, and no content engine to build organic visibility over time.
Visitor intelligence, managed SDRs, and an AI content engine
MarketBetter deployed three interlocking capabilities. First, Visitor ID: by integrating with Demandbase and enabling personal-level identification, the platform surfaced every company — and, where identifiable, every individual — visiting vutility.com. Companies were scored by visit frequency and recency, triggering outreach above a threshold. This immediately revealed high-value activity, including a major energy account with a 95+ score and multiple named contacts.
Second, MarketBetter's managed SDR service replaced the failed AI-calling program with human SDRs operating inside the platform. SDRs ran 50–100 calls and 50–100 emails per day, four days per week, working from scripts built around Vutility's actual value proposition. When a prospect confirmed interest, the SDR copied the founders directly. Within the first month, a private equity firm managing 300+ RV parks responded asking to discuss further.
“MarketBetter handled the sourcing, the outreach, the content — even our cookie-compliance fix. Our two-person team just had to show up for the meetings.”
Third, MarketBetter launched an AI SEO program to build organic visibility. With Vutility's domain ranking in the low 20s and no active SEO program, MarketBetter set up Google Search Console, audited outdated content, and began generating AI-written articles daily — each tied to a specific product and vertically relevant pain point. By May 2026, 109 articles had been staged for publication.
When Vutility received a cookie-consent compliance notice mid-engagement, MarketBetter identified the root cause, removed the non-compliant scripts within hours, and coordinated a fix that brought the site back into compliance — unblocking the chatbot and visitor tracking simultaneously.
A live pipeline, 2,000 identified prospects, a content engine ready to scale
Over roughly twelve months, MarketBetter identified more than 2,000 ICP companies that had visited Vutility's website, giving the sales team a prioritized, scored list of warm accounts. Twenty-six qualified leads came through the AI chatbot and went directly to sales. The managed SDR program made 493 calls in its first active month, surfacing a private-equity opportunity that Stephen Prince described as justifying the entire cost of the engagement on its own.
The SEO program produced 109 blog articles staged for publication and already driving early traffic improvements. With compliance resolved and outreach fully re-enabled, MarketBetter added LinkedIn prospecting on top of the email sequences — giving the SDR team a third channel to work.
All of this ran on a two-person sales team with no dedicated marketing hire. MarketBetter handled the sourcing, the outreach, the content, and the compliance — Vutility's team just needed to show up for the meetings.