Case studies Maritime Tier 2 12 months
Maritime sailing operator — twelve months at Tier 2
An anonymized maritime-sailing engagement (Crafoord-precedent vertical): twelve months of editorial-grade LinkedIn cadence across the Sydney → Solent → Med port-cluster triangle.
Before → after metrics
| Metric | Before | After |
|---|---|---|
| 1st-connections / month | 12-18 (manual, ad-hoc) | 55-70 (TTPA cadence, saved-search-driven) |
| InMail reply rate | 3.2 % (cold scripts) | 8.4 % (A/B-tested, voice-matched) |
| Discovery calls / quarter | 5-7 (referral-only) | 14-22 (LinkedIn + newsletter cross-channel) |
| Saved-search delta surfacing | Manual, monthly at best | Weekly, with port-cluster segmentation |
Numbers reproduced from the buyer’s own engagement-review deck with written permission. Buyer name and specifics anonymized at the buyer’s standing request.
“The TTPA understood that a Sydney refit yard and a Solent surveyor are two different conversations. We stopped sending one message and started sending two.”
Engagement context
The buyer is a mid-sized sailing-yacht brokerage and refit-management operator with desks in Sydney, Cowes (UK), and Antibes (France). Annual GMV in the brokerage line is in the AUD 25-40 m band; the refit-management line generates a smaller but stickier recurring-revenue tail. Eighty per cent of historical lead origination came from in-person events and referral; LinkedIn was a maintenance channel handled by a virtual assistant whose engagement was purely reactive (replies, not initiated conversations).
The pre-engagement state was familiar: the saved searches existed, but were not being touched; InMail allocation was reset and lost monthly; the partner committee had a backlog of ten unposted draft articles that had never cleared the editorial review.
What the TTPA actually did, month by month
Months 1-2 (intake + voice-match). A 45-minute voice-match interview captured the partner-committee tone of voice (educational, dry-witted, deeply technical on naval-architecture topics — never colloquial). The TTPA then ran the existing four saved searches against the buyer’s Sales-Navigator seat, segmented by the AU / UK / Med port-cluster triangle, and produced a 12-week rolling editorial calendar pegged to:
- AU east-coast — Sydney Boat Show (Aug), Sanctuary Cove (May).
- UK south-coast — Southampton Boat Show (Sep), London Boat Show.
- Med — Cannes Yachting Festival (Sep), Monaco Yacht Show (Sep), Boot Düsseldorf (Jan).
Months 3-6 (cadence rampup). Per-port-cluster InMail micro-batches (5-7 messages each) tested two hooks per cluster — a refit-cycle hook and a brokerage-listing hook. Tone-radar matched every draft against the buyer’s last 25 long-form posts. Reply rate climbed from 3.2 % to 6.1 % by month 4 and reached 8.4 % by month 6.
Months 7-12 (steady state + handoff). The partner committee’s ten-draft article backlog was cleared in three calendar months (four posts per month). Two long-form pieces were syndicated by a specialty sailing publication after the TTPA pitched them; that syndication produced four inbound discovery calls, three of which converted to fee-bearing engagements within six weeks.
Operating discipline that survived audit committee review
- No automation on the buyer’s account. The TTPA operated on a Toptronic-issued laptop with dedicated egress IP. The fraud-graph saw one stable operator; no suspension event over twelve months.
- Sequential approval workflow. The buyer’s senior partner had final OK on every long-form piece; the editorial calendar reflected that timing constraint and never tried to ship a draft on a sailing-week.
- Monthly CSV export. End-of-billing-month CSV (1st-connections added, InMails sent, InMails replied, calls booked) imported directly into the buyer’s HubSpot instance.
- Quarterly mandate-rotation review. Forty-five-minute call; outputs the next quarter’s editorial focus. The Med cluster was promoted from “maintenance” to “focus” in Q3 after a Cannes-week spike in saved-search yield.
What the buyer asked us to anonymize
The brokerage, the partner names, the syndication outlet, and the specific deals are not named here at the buyer’s standing request. The metrics above are from the buyer’s own quarterly review deck and have been reproduced with the buyer’s written permission.
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If your engagement profile reads like the above, Tier 2 is the matching fit. See pricing →