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How Kaster generated $400k in pipeline in 2 months using Valley

Expanded Pipeline

$400K

AVERAGE ROI

More Meetings

4x

MEETING BOOKED

Higher Quality Leads

0

LEAD GEN

Kaster is a U.S.-based platform that streamlines subcontractor compliance and administrative workflows for construction projects, offering automation for tasks like certified payrolls, lien waivers, and COI tracking. kaster.ca +4 LinkedIn

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Challenges

Solutions

Results

Challenges

Solutions

Results

“

"If you don't have an active, engaged LinkedIn pipeline and you have a clearly defined ICP and persona, you need to add Valley to your tech stack immediately to supplement your sales."

Joe Leiva

Co-founder

CHALLENGES

Early-stage startup needed to unlock LinkedIn as a scalable outreach channel

As an early-stage construction tech startup with limited resources, Kaster faced significant constraints on their outreach capabilities. Their team was primarily focused on cold calling and leveraging personal industry connections, but these methods weren't scaling effectively.

"With limited resources, you can only approach and utilize so many outbound outreach channels," explains Joe Leiva, Co-founder at Kaster. "We were primarily focused on cold calling and using my network in the construction industry."

Before Valley, Kaster's LinkedIn outreach was entirely manual and ad-hoc:

Team members would share leads through Slack
Only leveraged existing connections
No systematic process for scaling outreach

What's more, they had identified that their target persona was more receptive to LinkedIn messaging than email campaigns, but they lacked an efficient way to tap into this channel.

"Our persona we found is more receptive to LinkedIn messaging communication as opposed to an email drip campaign," Joe explains. "We needed to find a partner solution that would be an easy low lift but yield the most effective amount of outbound demos scheduled for us."

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"Before Valley, LinkedIn outreach was just something we handled manually, when applicable. We'd share leads internally through Slack and say, 'Hey, you should reach out to this person.'"

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"Before Valley, LinkedIn outreach was just something we handled manually, when applicable. We'd share leads internally through Slack and say, 'Hey, you should reach out to this person.'"

SOLUTIONS

Valley enables a "middle-up" approach that unlocks previously untouchable accounts

After evaluating several outbound solutions, Kaster selected Valley based on its low-lift implementation, competitive pricing, and LinkedIn-specific focus. The team was particularly impressed with Valley's ease of use.

"I like that you can just log in, copy and paste a LinkedIn URL, and then boom, you can just start tweaking things and learning as you go along," Joe shares. "There wasn't an onboarding call or a 20-step process to get it going."

Implementation was straightforward - Joe began using Valley in December, and despite the holiday season, booked two enterprise demos within the first month. Seeing these early results, Greg joined the effort to expand their outreach.

Most surprisingly, Valley unlocked an entirely new ICP that had previously been inaccessible to Kaster:

"Valley unlocked a whole new ICP for us," explains Greg, a team member at Kaster. "There was a specific ICP with very little success making calls - VPs in risk, finance, accounting, and compliance. With LinkedIn outreach, it's a whole new game."

This created a powerful "middle-up" approach to enterprise sales:

Traditional approach: Top-down, targeting directors and VPs who then bring in their teams
Valley-enabled approach: Start with business users who then bring in decision-makers

“

"It opened up a channel that was locked to us. Now we can actually start with the people who will be the business users, and they'll bring in the decision makers - a middle-up approach. It's a totally new way to approach the game."

“

"It opened up a channel that was locked to us. Now we can actually start with the people who will be the business users, and they'll bring in the decision makers - a middle-up approach. It's a totally new way to approach the game."

RESULTS

Kaster broke into enterprise accounts that were previously out of reach

n just two months of optimized usage, Valley has transformed Kaster's outreach capabilities and pipeline generation:

4 enterprise-level demos booked in 2 months (2 in a single week)
$400K in pipeline from previously untouchable accounts
Top 40 construction companies now accessible (with ACV potential of $50K-$500K)
Expanded target list to include all Top 400 construction companies

Most impressively, Valley helped them break through to a $10 billion global construction company that had previously been unresponsive to traditional outreach.

"This is an enterprise company doing over $10 billion a year in construction contract work. I know their senior team personally, but that path didn't work," Joe reveals. "We said, let's try the ones in the middle who are the real business users. That ended up booking a demo, which yielded her bringing in the people at the top for an executive corporate demo. That never would have happened - we would have written that deal off as dead."

The solution has become a passive pipeline generator that complements their existing sales efforts while enabling them to target companies they previously couldn't approach effectively.

"These weren't people we were calling in our cadences," Greg notes. "The size of the companies was just too large - we simply weren't reaching out to these people because of the size of the company."