Building a Qualified Sales Pipeline for LeDoc – AI-Powered Export Documentation Software
Problem Statement
LeDoc, an AI-powered SaaS product designed to simplify and automate export documentation, entered the Indian market with the vision to transform how exporters manage compliance-heavy paperwork.
As a completely new product, LeDoc faced multiple challenges:
Zero Market Awareness
Exporters were not familiar with AI-driven export documentation solutions. The category itself was new.
Entrenched Traditional Methods
Most exporters continued using manual paperwork or generic ERP systems, making it difficult to drive adoption.
Specific Target Audience
The product was only relevant to exporters and export professionals, which required highly focused campaigns instead of broad digital marketing.
LeDoc partnered with Addinfi to establish market presence, educate the audience, and build a strong MQL-to-SQL pipeline within a span of 3 months.
Findings
LeDoc, an AI-powered SaaS product designed to simplify and automate export documentation, entered the Indian market with the vision to transform how exporters manage compliance-heavy paperwork.
Exporter Pain Points
- Documentation consumed hours daily and errors caused shipment delays or compliance penalties.
- Small and mid-size exporters did not have customized tools for export compliance, relying on ad-hoc solutions.
Audience Segmentation
- Decision-makers: Business Owners, Operations Heads, and Export Managers.
- Industries: Textiles, engineering goods, pharmaceuticals, and agri-based exporters.
- These professionals were most active on LinkedIn and also responded well to direct outreach through email.
Market Opportunity
- Limited competition in the AI-for-export space meant first-mover advantage could be achieved with fast execution.
- Exporters were highly ROI-driven, so messaging had to focus on time-saving, compliance accuracy, and error reduction rather than technical AI details.
Solution
1. LinkedIn InMail Campaigns
- Targeted Export Managers, Operations Heads, and CXOs with personalized InMail messages.
- Messages highlighted LeDoc as a new-age AI-powered solution with clear ROI benefits: reduced errors, faster documentation, and compliance readiness.
- A/B tested subject lines and CTAs to improve response rates.
2. Email Outreach
- Built and segmented a curated database of exporters across India.
- Designed personalized cold email sequences with case examples and problem-solution narratives.
- Nurtured interested prospects with follow-up emails offering product demos and free consultations.
3. Google Ads
- Ran Search campaigns around high-intent keywords such as “export documentation software”, “export compliance solution”, and “AI for exporters”.
- Used Display retargeting to re-engage decision-makers who had interacted with InMails or emails but not yet converted.
- Optimized landing pages with concise value propositions and demo-request forms to capture MQLs.
4. Meta Ads (Facebook & Instagram)
- Launched awareness campaigns explaining the challenges of manual documentation vs. AI automation.
- Ran retargeting ads for users who visited the website from InMail, email, or Google campaigns.
- Creatives showcased before vs. after scenarios to make the complex product easy to understand.
Scaling & Results
In just 3 months, LeDoc transitioned from a zero-awareness product to a dominant presence in its niche, achieving results that exceeded expectations:
- 400+ MQLs Generated – Qualified leads captured from targeted exporters.
- 120 SQLs Generated – Sales-ready leads requesting demos, engaging with sales teams, and entering advanced discussions.
- 30% SQL Conversion Rate – A high benchmark for a newly launched B2B SaaS product.
- Strong Brand Recall – Exporters began associating LeDoc with AI-powered documentation leadership.
Key Drivers of Success
- Hyper-Targeted Outreach – Instead of broad campaigns, precision targeting ensured only relevant exporters were reached.
- Category Creation Messaging – Education-driven content explained “why AI for export documentation” instead of only “what LeDoc offers”.
- Multi-Touch Approach – Prospects saw LeDoc across InMail, email, Google, and Meta, building trust through repetition.
- Agile Optimization – Weekly performance analysis led to faster tweaks in audience, creatives, and messaging.
Conclusion
LeDoc’s journey is a testament to how a completely new SaaS product can dominate a niche market within 90 days. With Addinfi’s integrated approach combining LinkedIn InMail campaigns, targeted email outreach, and Google & Meta advertising, LeDoc successfully educated the market, built a brand presence, and generated a high-quality sales pipeline.
The result: 400 MQLs and 120 SQLs in just 3 months – proving that with the right strategy, even a brand-new product can achieve rapid traction and measurable ROI.
