Referrals as the only channel
In a SparkToro survey of 612 agencies, referrals were the most important source of new business for two thirds, while active sales played hardly any role.
Industries · Consultancies & Agencies
New business that doesn't depend on chance.
Most consultancies and agencies live on referrals – until the pipeline runs dry. We deliver your target market with decision-makers and the triggers that make outreach relevant: new management, succession, rebranding or expansion.
The challenge
What holds back sales in this industry.
Prospecting happens on the side
Projects come first. Prospecting happens when utilisation drops – and by then it's too late, because mandates need lead time.
Pitches without a guarantee
According to a 2026 survey by the Fachgruppe Werbung Wien, a third of agencies invest 50 to 100 hours per pitch, and another third even more – often without a fee and without feedback.
Little predictability
According to the GWA Spring Monitor 2026, only around half of agencies' annual revenue was secured at the beginning of March. A predictable pipeline is the best safeguard.
Your market
Who you're looking for – and why databases don't find them.
Typical target customers
- Owner-managed mid-sized companies
- Larger mid-sized companies and corporate subsidiaries
- Companies with their own marketing and sales function
- Industries in which you have specialist knowledge
Decision-makers and stakeholders
- Management and owners
- Head of Marketing and CMO
- Head of Sales
- CDO, CIO and COO
- Shareholders and CFO for succession and M&A
Not in any filter
- Changes in management and marketing leadership
- Name changes and new legal entities
- Succession situation and age of the owners
- Whether there is in-house marketing or sales
- Growth phase and expansion
These are exactly the attributes we check for every company individually – on websites, in job ads and in registers.
Signal radar
The signals that matter in this industry.
Click a point on the radar to see what we detect, why it points to a need and how your sales team can open the conversation.
Signal 1 of 9Press, company websites
New Head of Marketing
Change in marketing leadership or the CMO position.
Why it matters: New leaders review their agencies and service providers in the first few months.
“Congratulations on your new role – which projects would you like to get off the ground in the first few months?”
Why now
What is moving your market right now.
The succession wave
According to KfW, around 109,000 mid-sized companies a year are aiming for a succession until the end of 2029. A large market for succession, M&A and strategy consulting.
AI is changing demand
According to the GWA, 61% of agencies see AI expertise as the fastest-growing customer requirement. If you can deliver here, you need the customers who are rethinking right now.
Customers decide more cautiously
According to the BDU, customers are obtaining more quotes and deciding more slowly. If you reach out early with a relevant trigger, you're in the running before the tender comes out.
What matters
Your questions, our answers.
Our business runs on relationships.+
And so it should. Signals don't replace relationships, they provide the trigger: you see who currently has new management, a succession or a rebranding – and can use your network in a targeted way.
Cold outreach doesn't fit our positioning.+
Outreach with a specific trigger doesn't come across as cold outreach, but as attentiveness. Whether you call, send an invitation or share content is up to you.
We don't have time for prospecting.+
That's why we don't deliver volume, but your market in the order in which a conversation is worthwhile – the companies with the strongest trigger first.
Is the outreach legally sound?+
For every contact, we supply the source and verification status. A specific, factual trigger – which is exactly what signals are – is the basis for relevant and permissible outreach in B2B. How you set up your outreach from a legal perspective is something you should agree with your legal advisers.
How big is your market really?
Describe your ideal customer – the free Market Check gives you your market size and 25 example companies.