Impossible Cloud
In-house setup project (concluded)
At a glance
Client | Impossible Cloud GmbH |
Industry | Cloud storage |
Champion | Armin Rachwalik, VP Business Development |
Engagement type | In-house setup project (concluded) |
Channels deployed | Email + LinkedIn |
Markets covered | DACH pilot, then US scale-out |
The challenge
Impossible Cloud is a cloud storage platform competing in the Wasabi and AWS S3 backup-and-storage market. The product had a clear positioning hypothesis (cheaper, more sovereign, better margin for ISVs and resellers) and customer references in Europe. The constraint was converting those advantages into top-of-funnel pipeline at speed, especially for a planned US expansion. Cold outbound in cloud infrastructure is hard: the audience is cynical, inboxes are crowded, and the value proposition has to land in three sentences against incumbents with multi-billion-dollar marketing budgets.
Impossible Cloud's strategic preference was clear: outbound as an in-house function long-term, not a permanent agency dependency. They needed a partner to design, build, and validate the system, then hand it back.
What Scalantec built (and handed back)
The engagement opened with a German-language pilot to validate the channel in a familiar market. Two parallel campaigns targeted competitor switchers and channel-partner economics. Within month one, the pilot generated a six-digit ARR pipeline and validated automated outbound as a successful channel.
The validation bought a US scale-out mandate. Scalantec then ran six distinct positioning angles in parallel rather than betting on a single hypothesis: cost-replacement messaging, technical-buyer messaging, migration-risk-reversal, data-sovereignty, vertical-specific plays for high-storage industries, and a channel-partner angle for backup ISVs. LinkedIn outreach ran on the same target accounts as email, so prospects saw connection requests and relevant emails in the same week.
By the end of the engagement, the full operational stack was in Impossible Cloud's accounts: sequences, lead lists, deliverability infrastructure, and learnings on which positioning angles worked. The internal team picked it up and ran it forward.
The numbers
METRIC | RESULT |
ARR pipeline generated in month 1 | Six-digit (€800k+) |
Time to channel validation | Month 1 |
Campaigns designed and launched | 11 |
Distinct positioning angles tested in parallel | 6 |
Markets covered | DACH pilot + US scale-out |
Channels deployed | Email + LinkedIn (combined deployment) |
In their words
"We generated significant six-digit in ARR pipeline in our first month with Scalantec. They immediately validated automated outbound as a successful channel for us."
Armin Rachwalik, VP Business Development, Impossible Cloud
The engineers and stack
Engineers: Nicolas Schell, Co-Founder & CEO of Scalantec. David Weidner, Senior GTM Engineer (lead delivery on the Impossible Cloud engagement). Senior delivery throughout, no account-manager intermediary.
Stack: EmailBison, HeyReach, Clay, Bettercontact, OpenAI, Claude.
