Clipper Defense
How Clipper Defense got a map of the defense-tech market and an outbound engine to work it.
The situation
Clipper Defense connects VC-backed dual-use and defense-tech startups with COCOMs, PEOs, and prime contractors. They are a federal growth accelerator for companies whose real bottleneck is who they know.
The federal and defense markets are relationship-driven and compliance-heavy. Breaking in usually means expensive hires, months of ramp time, and a network that may or may not open the right doors. When Clipper came to us, they had zero outbound motion: no TAM database, no systematic way to find or reach the buyers who needed what they were brokering.
Thank you guys, we're about to close 3 companies this month that you guys sourced for us.
What we built
We built a full TAM database from scratch, mapped and prioritized against Clipper's ICP, using scraping and enrichment we tuned to the defense-tech world, instead of buying a list off the shelf.
On top of that we built and ran the outbound engine end to end: sequences, deliverability infrastructure, and a reply-handling system so every response gets triaged and routed, nothing falls through, and Clipper's team spends its time on relationships instead of admin.
The results
The build
Full TAM database, from nothing
Built Clipper's entire target account and buyer database from scratch with custom scraping and enrichment. There was no outbound infrastructure to start from.
The motion
23 meetings a month, average
The outbound engine now runs on its own, generating an average of 23 meetings a month with ICP-fit buyers across the defense-tech ecosystem.
To date
5+ deals closed, 2 new service lines
Pipeline sourced directly from the engine has closed 5+ deals and generated enough volume that Clipper launched 2 new service lines.
Ready to build yours?
Most companies don't have an outbound problem. They have a system problem. Let's figure out yours.