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How Voltis Cut Customer Acquisition Cost by 58% While Scaling to 500+ Buildings
Real estate energy management platform transformed from outbound grind to inbound machine—generating 89 qualified opportunities in 90 days
89
Qualified Demos
in 90 days
58%
CAC Reduction
$3,200 → $1,350 per customer
$6.8M
Pipeline Generated
documented attribution
How Voltis Cut Customer Acquisition Cost by 58% While Scaling to 500+ Buildings
Real estate energy management platform transformed from outbound grind to inbound machine—generating 89 qualified opportunities in 90 days.




✔️ 89 Qualified Demos in 90 days

✔️ 58% CAC Reduction: $3,200 → $1,350 per customer

✔️ $6.8M Pipeline Generated documented attribution

The Company Profile

Voltis provides cloud-based energy management and smart building analytics for commercial real estate portfolios. Their platform helps building owners reduce energy waste, optimize HVAC systems, and achieve ESG goals through real-time monitoring and AI-powered recommendations.

  • Industry

    PropTech / Energy Management

  • Challenge & Timeline

    Lead generation drought, 18-month sales cycles; 90-day pilot program

The Company Profile

Voltis provides cloud-based energy management and smart building analytics for commercial real estate portfolios. Their platform helps building owners reduce energy waste, optimize HVAC systems, and achieve ESG goals through real-time monitoring and AI-powered recommendations.

  • Industry

    PropTech / Energy Management

  • Challenge & Timeline

    Lead generation drought, 18-month sales cycles; 90-day pilot program
The Challenge
Stuck in Outbound Quicksand
Voltis had a powerful product with proven ROI, but their go-to-market was broken. Their 8-person sales team spent 80% of their time on cold outreach with diminishing returns.

  • $3,200 customer acquisition cost — too high for SaaS economics to work at scale
  • 22-month average sales cycle — burning cash while prospects "evaluated options"
  • 4-5 inbound demos per month — completely reliant on expensive outbound
  • Generic PropTech positioning — indistinguishable from 20+ competitors
  • No ESG content strategy — missing the #1 buying trigger post-2023
The Challenge
Stuck in Outbound Quicksand
Voltis had a powerful product with proven ROI, but their go-to-market was broken. Their 8-person sales team spent 80% of their time on cold outreach with diminishing returns.

  • $3,200 customer acquisition cost — too high for SaaS economics to work at scale
  • 22-month average sales cycle — burning cash while prospects "evaluated options"
  • 4-5 inbound demos per month — completely reliant on expensive outbound
  • Generic PropTech positioning — indistinguishable from 20+ competitors
  • No ESG content strategy — missing the #1 buying trigger post-2023
“
"We had Series B funding and pressure to scale, but our CAC was unsustainable. Sales reps were burning out on cold calls. We needed inbound leads—quality ones—or we'd never hit our growth targets."
Alma Jensen, VP of Marketing, Voltis
What We Did in 90 Days
Strategic Repositioning:

❌ Old Positioning: "Cloud-based energy management platform for commercial buildings."

✅ New Positioning: "Turn every building in your portfolio into an ESG-compliant, high-performing asset—without CapEx or tenant disruption."
  • Month 1: Foundation
    Asset #1: "The GRESB Readiness Calculator"

    An interactive assessment tool where portfolio managers input their building data and get a personalized GRESB score prediction with specific improvement recommendations.

    Why it worked:
    • Addressed the #1 institutional investor requirement (GRESB scores)
    • Showed immediate value before any sales conversation
    • Collected detailed building data (perfect qualification)
    • Naturally led to: "Want to improve your score? Here's how..."

    Results: 127 completions, 94 leads, 23 immediate demo requests.

    Asset #2: "The Building Performance Standards Survival Guide"

    Comprehensive white paper analyzing building performance laws in 12 major cities (NYC Local Law 97, DC BEPS, Boston BERDO, etc.) with compliance roadmaps and penalty calculations.

    Strategic insight:
    Building owners face $100K-$5M in annual penalties if they miss compliance deadlines. This was urgent, high-stakes content that created immediate action.

    Results: 218 downloads, 67 leads, 31 marked as "urgent compliance deadline"

    Asset #3: Video Case Study Series (3 videos)
  • Month 2: ABM to REITs & Institutional Owners
    ABM Campaign

    Targeted 50 dream accounts with 247 personalized outreach touches across LinkedIn and email. 36% connection acceptance rate.

    Multi-Channel Execution

    Week 5-6: LinkedIn connections to VPs of Real Estate, Sustainability Officers, and Asset Managers (180 contacts total). 42% acceptance rate.

    Week 6-7: Personalized email sequence highlighting their specific compliance deadlines + GRESB calculator link. 38% open rate, 12% click-through.

    Week 7-8: LinkedIn Sponsored Content targeting decision-makers at 40 accounts. Case study ads with building-type matching their.

    Week 8: Direct mail: Physical "GRESB Benchmark Report" for their portfolio (custom-designed, high-quality) with QR code to personalized landing page.
  • Month 3: Conversion Optimization
    Sales Enablement

    Created BMS Integration Matrix that eliminated the #1 objection and reduced integration scoping time from 3 weeks to 3 days.

    Final Push Tactics

    • Free building performance audits (27 demos)
    • Direct mail to top 15 accounts (6 demos)
    • Personalized video outreach
The Results
  • 89
    Qualified Opportunities
  • $6.8M
    Pipeline Generated
    Documented attribution
  • 58%
    CAC Reduction
    $3,200 → $1,350
✅ Lead Generation

Total Leads: 512
Marketing Qualified Leads: 164
Qualified Demos: 89
Proposals Sent: 31
Deals Closed (90 days): 8 ($1.2 M)
📊 Content Performance

GRESB Calculator Uses: 127 → 23 demos
BPS Guide Downloads: 218 → 31 demos
Video Case Studies Views: 487 → 12 demos
Free Audits Completed: 43 → 38 demos
LinkedIn Posts: 41K impr. → 14 inquiries
✅ Lead Generation

Total Leads: 512
Marketing Qualified Leads: 164
Qualified Demos: 89
Proposals Sent: 31
Deals Closed (90 days): 8 ($1.2 M)
📊 Content Performance

GRESB Calculator Uses: 127 → 23 demos
BPS Guide Downloads: 218 → 31 demos
Video Case Studies Views: 487 → 12 demos
Free Audits Completed: 43 → 38 demos
LinkedIn Posts: 41K impr. → 14 inquiries
6-Month Follow-Up Results
  • $2.8M
    Closed Revenue
    From 90-day campaign
  • 18
    Total Deals Closed
    Average $155K contract
  • $4M
    Still in Pipeline
    Active negotiations
  • 27%
    Inbound Mix
    Was 8% before
6-Month Follow-Up Results
  • $2.8M
    Closed Revenue
    From 90-day campaign
  • 18
    Total Deals Closed
    Average $155K contract
  • $4M
    Still in Pipeline
    Active negotiations
  • 27%
    Inbound Mix
    Was 8% before
“
We went from begging for meetings to having REITs reach out to us. The GRESB calculator alone generated more qualified leads than our entire sales team did in Q2. Our board couldn't believe the CAC improvement—they thought we'd made a reporting error. This completely changed our growth trajectory.
Alma Jensen, VP of Marketing, Voltis
90-Day Performance Guarantee • No Long-Term Contracts Required
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If you're a building technology or energy management company struggling with lead generation, long sales cycles, or overwhelmed marketing teams, let's talk.
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244 5th Ave
New York, NY
10001
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244 5th Ave
New York, NY
10001
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