Client Success Story

How GrowthSpree Helped Legistify Identify & Scale in New International Markets

Name: Legistify International Outbound Results by Phase
Creator: GrowthSpree
Published: 2026-05-28

A discover-then-scale outbound program across email and LinkedIn — engineered for deliverability — that reached 4,652 senior legal buyers and earned a 13% MQL rate with just two seats.

4,652

Prospects Reached

12%

MQL Rate

SQLs

Legistify

Fast-growing legal technology platform

Founded

2015

Headquarters

Gurugram, Haryana

Company Size

51–200 employees

Sector

Legal Technology

Legistify × GrowthSpree — At a Glance

Client Legistify — fast-growing legal technology platform, founded 2015, Gurugram, India

Problem Five unvalidated international markets, no outbound engine, and a niche senior ICP to reach — all with a two-seat team

Result 4,652 prospects reached, 559 MQLs (12%, peak 13%), and 63 SQLs

Scope Two-phase outbound: global discovery → Africa scale

GrowthSpree reached 4,652 senior legal buyers and earned 559 MQLs, a 12% blended MQL rate peaking at 13.04%, with a two-seat team.
A global discovery phase validated Africa, the Indian subcontinent, and SEA based on real responses, then outreach scaled in Africa.
Africa nearly doubled MQL-to-SQL conversion, from 8.6% in discovery to 16.0% at scale, confirming it as the market to pursue.
Domain warming with Lemwarm plus Lemlist campaigns kept cold outreach landing in the primary inbox.
The program surfaced 63 sales-qualified leads to feed booked calls, the primary KPI.

The Mission

Legistify is one of the world's leading and fast-growing legal technology companies. Its goal: identify the right international markets to scale into, then build a repeatable outbound engine to win customers there — with calls booked as the primary KPI.

The Challenge

The objective was to discover which international markets to scale in — exploring the Middle East, Africa, SEA, USA, and APAC — and validate demand before committing. Legistify then needed an outbound motion that could reach senior legal buyers, land in their inbox, and convert interest into booked calls, all run efficiently by a lean two-seat team.

Key Challenges Identified

✕Unvalidated markets: five broad regions in play, with no clarity on where to focus.

✕No outbound engine: deliverability, personalization, and tracking had to be built from scratch.

✕Lean team: just two seats to run both discovery and scale.

✕Niche, senior ICP: reaching Heads of Legal and Legal Counsels at companies with legal teams.

Baseline: Where Legistify Started

Baseline snapshot — before the international outbound program
Spend / channels	No outbound engine existed — deliverability, personalization, and tracking all had to be built from scratch before any prospect could be reached.
CAC / cost model	Not a paid-media CAC — the KPI was booked calls, measured by MQL and SQL yield per outreach rather than ad cost.
Conversion / market fit	Five broad regions were in play (Middle East, Africa, SEA, USA, APAC) with no clarity on which would actually convert.
Deliverability & tracking	No warmed sending domain and no campaign tracking, so cold email risked the spam folder and results couldn't be measured.

Our Strategy

Discover, then scale. We ran a global discovery phase to validate demand across regions, narrowed to the markets that actually responded — Africa, the Indian subcontinent, and SEA — then moved into a development phase concentrated on Africa. The motion was multi-channel cold outreach across email and LinkedIn, engineered for deliverability and personalization at every step.

The GrowthSpree Approach

GrowthSpree built Legistify's international outbound engine end to end. We targeted Heads of Legal and Legal Counsels at companies with in-house legal teams, and ran multi-channel cold outreach across email and LinkedIn.

To protect deliverability, we warmed the sending domain with Lemwarm, then executed personalized outbound campaigns in Lemlist — landing in the primary inbox, A/B-testing variations, and tracking every campaign — first to validate markets globally, then to scale in Africa.

Strategy at a Glance

Targeting

A precise, senior ICP — Heads of Legal and Legal Counsels at companies with in-house legal teams — across the regions being validated for expansion.

Channels

Multi-channel cold outreach across email and LinkedIn in parallel, reinforcing the same messaging to thousands of senior buyers.

Deliverability

Sending-domain warming with Lemwarm, then Lemlist campaigns built for primary-inbox landing and per-prospect personalization.

Testing & tracking

A/B testing of message variations with full campaign tracking and reporting — first to validate markets globally, then to scale Africa.

How GrowthSpree Saved the Day

Targeting

We focused on Heads of Legal and Legal Counsels at companies with in-house legal teams — a precise, senior ICP — across the regions being validated for international expansion.

Heads of Legal

In-House Legal Teams

Multi-Channel Outreach

Cold outreach ran across both email and LinkedIn, reaching thousands of senior legal buyers in parallel and reinforcing the same messaging across channels.

Email + LinkedIn

Multi-Channel Cold Outreach

Deliverability & Process

We warmed the sending domain with Lemwarm, then ran Lemlist campaigns built for primary-inbox deliverability, per-prospect personalization, A/B testing of variations, and efficient tracking and reporting.

Lemwarm + Lemlist

Primary-Inbox Deliverability

Our Plan of Action: Discover, Then Scale

Validate the right markets first, build an outbound engine that lands in the inbox, then concentrate it on the winning region.

Discover & Validate Markets

Ran a global discovery phase across the Middle East, Africa, SEA, USA, and APAC to validate demand, then narrowed to Africa, the Indian subcontinent, and SEA based on real response data.

Engineer Deliverability

Warmed the sending domain with Lemwarm and built personalized outbound campaigns in Lemlist for maximum primary-inbox deliverability, with A/B testing of variations and full performance tracking.

Scale the Winning Market

Moved from discovery into development, concentrating the two-seat outbound engine on Africa to drive MQLs, surface SQLs, and feed booked calls.

The Results: A Validated Market and a Working Engine

4,652

Prospects
Reached

559

MQLs
Earned

SQLs
Surfaced

Across a global discovery phase and an Africa scale phase, a two-seat team reached 4,652 prospects and earned 559 MQLs — a 12% blended MQL rate, peaking at 13% — surfacing 63 SQLs to feed booked calls.

The Business Impact

What the outbound engine delivered where it counts — pipeline, qualified demand, efficiency, and a validated market to scale.

Pipeline — SQLs 63 SQLs surfaced to feed booked calls, the program's primary KPI, from cold outreach into brand-new markets.

Qualified demand — MQLs 559 MQLs from 4,652 prospects — a 12% blended rate that peaked at 13.04% in discovery.

CAC — team efficiency Two seats ran both discovery and scale, and MQL-to-SQL conversion rose from 8.6% to 16.0% as the market was validated.

Revenue — market validated Africa validated as the market to scale, giving Legistify a repeatable outbound engine to expand internationally.

Performance Breakdown

How the outreach engine converted, and how MQL rates held up as the program moved from discovery to scale.

The Outreach Engine

From thousands reached to a focused set of qualified, sales-ready prospects.

4,652

Prospects Reached

12% MQL rate ↓

559

MQLs

qualified ↓

SQLs

Combined across the discovery (2,752 reached) and Africa scale (1,900 reached) phases. Funnel widths are illustrative.

MQL Rate by Phase

Strong MQL rates for cold outbound into brand-new international markets.

Discovery (Global)

13.04%

Scale (Africa)

10.5%

359 of 2,752 became MQLs in discovery; 200 of 1,900 in the Africa scale phase.

Prospects Reached by Phase

A broad global discovery sweep, then concentrated volume in the validated market.

Discovery (Global)

2,752

Scale (Africa)

1,900

4,652 prospects reached in total across both phases, run by a two-seat team.

MQL → SQL Conversion by Phase

Africa nearly doubled MQL-to-SQL conversion — the clearest signal it was the market to scale.

Discovery (Global)

8.6%

Scale (Africa)

16.0%

SQLs as a share of MQLs: 31 of 359 in discovery, 32 of 200 in the Africa scale phase.

Phase-by-phase results in text (chart data)
Phase	Prospects reached	MQLs	MQL rate	SQLs	MQL → SQL rate
Discovery (Global)	2,752	359	13.04%	31	8.6%
Scale (Africa)	1,900	200	10.5%	32	16.0%
Total	4,652	559	12%	63	—

Frequently Asked Questions

Across a global discovery phase and an Africa scale phase, a two-seat team reached 4,652 prospects, earned 559 MQLs (a 12% blended MQL rate, peaking at 13.04%), and surfaced 63 SQLs to feed booked calls.

To identify which international markets to scale in — exploring the Middle East, Africa, SEA, USA, and APAC — validate demand, and build an outbound engine to book calls with senior legal buyers.

The discovery phase pointed clearly to Africa, the Indian subcontinent, and SEA based on real responses. The team then moved into a development phase and scaled outreach in Africa.

GrowthSpree warmed the sending domain with Lemwarm to boost deliverability, then ran personalized outbound campaigns in Lemlist — landing in the primary inbox, A/B-testing variations, and tracking performance — across both email and LinkedIn.

Heads of Legal and Legal Counsels at companies with in-house legal teams, across the validated international markets.

Legistify is one of the world's leading and fast-growing legal technology companies, founded in 2015 and headquartered in Gurugram, offering legal solutions for businesses.

For cold outbound into brand-new international markets, Legistify earned a 12% blended MQL rate that peaked at 13.04% in the global discovery phase — strong for cold outreach to a niche, senior ICP like Heads of Legal.

Warm the sending domain before scaling volume (Legistify used Lemwarm), then run personalized campaigns built for the primary inbox (via Lemlist), A/B-test variations, and track every campaign so deliverability and reply rates can be measured and improved.

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