Customer story · Consumer brand (B2B channel)
Upliance.ai: From Shark Tank Buzz to US Retail Conversations
Upliance.ai is a consumer appliance brand that wanted a B2B export channel after its Shark Tank push. Starting with no B2B outbound motion, it opened 20–25 conversations with US retailers.
20–25
conversations opened with US retailers
Customer
Upliance.ai
Sells to
Retailers, distributors and export partners (B2B channel)
Market
United States retail
Challenge
Build a B2B channel from scratch with no prior outbound motion and an unclear ICP
Consumer attention doesn't reach retail buyers on its own
Upliance.ai sells appliances to consumers, and its Shark Tank push brought the brand attention. The next step was a different kind of customer: a B2B export channel through retailers, distributors and export partners.
That channel had to be built from nothing. Upliance.ai had no prior B2B outbound motion to extend.
Two different channels
Where Upliance.ai started
- Consumer appliance brand
- Attention from its Shark Tank push
- No prior B2B outbound motion
- No clear picture of which B2B buyer to approach first
The channel it needed
- Buyers segmented by type and geography
- Outreach written for each buyer type
- Qualification set before any call was booked
- 20–25 conversations opened with US retailers
Three possible buyers, and no way to know which was real
Retailers, distributors and export partners each buy for different reasons. The ICP was unclear across all three, so there was no obvious place to start.
Time was the other constraint. Leadership needed relevant conversations without losing bandwidth to poor-fit calls.
In that position, the first job of outreach is to find out which buyer is real. Scale only makes sense once that answer is clear.
“20–25 retail conversations opened with US retailers. We needed a B2B export channel off the back of our Shark Tank push, and RevFirst built it.”
Shubham Soundankar
Head of Business, Upliance.ai
Segment first, then let responses decide
Sending one message to everyone loosely connected to distribution would have produced noise and taught nothing. RevFirst split the market before writing a word.
Each segment got its own campaign, so each could be judged on its own responses. Qualification criteria were written up front, which kept poor-fit calls off leadership's calendar.
- Segmented buyers by type and geography
- Wrote outreach specific to each buyer type
- Defined qualification criteria before any meeting was booked
- Ran outreach as a learning system, not a volume play
A US retail channel that didn't exist before
The outreach opened 20–25 conversations with US retailers. For a brand with no B2B outbound history, that became the start of a new export channel.
Because qualification came first, those conversations were with the buyer type the market showed was real, rather than everyone who replied.
Verified results
What Changed.
20–25
retail conversations opened with US retailers
A new B2B export channel built with no prior B2B outbound motion
Figures from the approved case study. Results vary by market and offer.
What this shows
When the ICP is unknown, more sending is the wrong first move. RevFirst segmented the market, wrote to each segment and set qualification up front, so the results showed which buyer was worth pursuing.
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