Executive Summary
Ocean Bottle had already built a successful international brand, generating £12.3 million in annual revenue in 2024 while funding the collection of millions of kilograms of ocean-bound plastic.
To unlock this opportunity, Ocean Bottle partnered with Noord50 to build a structured B2B outbound sales operation.
We identified high-potential industries, mapped relevant decision-makers and developed targeted outbound campaigns around specific business use cases.
Rather than approaching every company with the same proposition, we built an account-based prospecting strategy tailored to the needs of different industries and buyer personas.
Within just three months, the campaign generated €300,000 in qualified B2B sales pipeline and established a repeatable outbound framework for future growth.
About Ocean Bottle
Ocean Bottle is a sustainability-focused brand offering reusable bottles designed to help address ocean plastic pollution.
While the brand has a strong consumer proposition, its products also have clear applications in the B2B market.
Companies can use Ocean Bottles as corporate gifts, employee onboarding presents, event merchandise or part of broader sustainability initiatives.
The opportunity was significant, but reaching the right companies and decision-makers required a focused B2B sales strategy.
The Challenge: Turning a Consumer Brand Into a B2B Growth Opportunity
Having a strong consumer brand doesn’t automatically translate into a predictable B2B sales pipeline.
Ocean Bottle needed to identify which companies would benefit most from its products, understand their purchasing motivations and reach the people responsible for making buying decisions.
There were three main challenges.
1. Identifying the right target market
Potential B2B customers existed across multiple industries, but their reasons for purchasing Ocean Bottles differed significantly.
A hotel considering guest gifts has different priorities from an HR team organizing employee onboarding packages or a company planning a large corporate event.
2. Finding the right decision-makers
Purchasing decisions could sit with procurement, marketing, HR, sustainability or other departments, depending on the organization.
Reaching the right people required more than a generic company database.
3. Building a scalable outbound sales process
Ocean Bottle needed a structured approach to prospecting that could generate opportunities consistently while maintaining the authenticity of its sustainability-focused brand.
Our Approach: Building a Targeted B2B Outbound Sales Engine
Noord50 developed an outbound strategy combining market research, ideal customer profile development, decision-maker identification and tailored prospecting.
1. Defining the Ideal Customer Profile and B2B Use Cases
We started by understanding where Ocean Bottle’s products could create the most value for business customers.
Rather than targeting companies solely based on their size or industry, we focused on specific purchasing situations.
These included:
- Corporate gifting: companies looking for meaningful, branded gifts for clients and business partners.
- Employee onboarding: HR and People teams seeking sustainable welcome gifts for new employees.
- Events and conferences: organizations purchasing merchandise for attendees and corporate events.
- Hospitality: hotels and hospitality businesses looking for premium, reusable guest gifts.
- Sustainability initiatives: organizations wanting their purchasing decisions to reflect their environmental commitments.
These use cases formed the foundation of our targeting strategy.
2. Segmenting the Market and Mapping Decision-Makers
Once the most relevant use cases were identified, we translated them into actionable target segments.
Our data team researched companies across Europe and mapped the decision-making units responsible for potential purchases.
Depending on the segment, this meant identifying contacts within marketing, procurement, HR, sustainability and corporate partnerships.
Each segment received its own targeting logic and outreach angle.
This allowed us to approach prospects with a relevant business proposition rather than a generic product pitch.
3. Building and Enriching Target Account Lists
High-quality outbound starts with high-quality data.
Our team used sales intelligence tools, including Clay, to build and enrich prospect lists across the selected industries.
We identified relevant organizations, researched decision-makers and validated business contact information to support targeted outreach.
By investing in prospect research before launching campaigns, we created a structured foundation for B2B lead generation.
4. Developing Industry-Specific Outbound Messaging
Ocean Bottle’s environmental mission was a valuable differentiator, but the messaging still needed to connect with each prospect’s commercial priorities.
For corporate gifting prospects, the conversation centered around meaningful gifts and brand experience.
For HR teams, the focus was on employee onboarding and company culture.
For events and hospitality businesses, the proposition was adapted to their specific customer and guest experiences.
This approach helped connect Ocean Bottle’s sustainability mission with practical business applications, making outreach more relevant to each target audience.
The Results: €300,000 in Qualified Pipeline in 3 Months
Within the first three months, the campaign generated €300,000 in qualified B2B sales pipeline.
But the impact extended beyond the immediate opportunities created.
Ocean Bottle gained a structured outbound sales framework that could be used to continue developing its B2B channel.
Key Outcomes
€300,000 in qualified sales pipeline
Generated through targeted B2B outbound prospecting within three months.
A clearly defined B2B target market
Relevant industries, purchasing use cases and decision-maker profiles identified and structured for future campaigns.
A repeatable outbound sales process
Target account research, enriched prospect data and industry-specific messaging brought together in one coordinated approach.
Greater visibility into market opportunities
The campaign provided insight into which target segments and propositions generated the most promising commercial conversations.
Why This Campaign Worked
The key was treating B2B sales as its own growth channel rather than simply extending Ocean Bottle’s existing consumer marketing.
Every part of the campaign was designed around the companies and people most likely to see value in Ocean Bottle’s products.
By combining carefully defined target markets, relevant decision-maker data and industry-specific outbound messaging, we helped Ocean Bottle create qualified commercial opportunities in a new customer segment.
The result was €300,000 in qualified pipeline in three months, supported by an outbound process built for continued B2B growth.
Looking to Build Your Own B2B Sales Pipeline?
Whether you’re entering a new market, launching a new B2B proposition or looking to accelerate your existing sales efforts, Noord50 helps you identify the right companies, reach decision-makers and generate qualified sales opportunities.
From ICP development and prospect research to outbound execution, we help turn your target market into a structured pipeline.
Ready to grow your B2B sales? Book a meeting with Noord50.
