How EM1 Used Pursuit to Break Into Public Sector Sales and Scale Faster

Challenge

As a second-time founder, Tyler Felous, Co-founder & CEO, faced a unique challenge when starting EM1: breaking into the emergency management sector with zero existing connections. Unlike traditional markets, the public sector landscape was unfamiliar territory, with thousands of emergency management offices scattered across the country.

The challenge wasn't just identifying potential customers—it was understanding their needs, pain points, and daily operations from scratch.

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Solution

EM1 recognized that accelerating learning would be crucial to their success. Tyler and his team implemented a two-pronged approach using Pursuit as his foundation:

1. Data-Driven Cold Outreach: Using Pursuit's database and integration with HubSpot, EM1 created targeted outreach campaigns to emergency managers across the country.
2. Engagement-Based Prioritization: By monitoring email engagement metrics, EM1 could identify and prioritize warm leads for direct phone outreach, maximizing the efficiency of his sales efforts.

The system allowed EM1 to:

• Track engagement across thousands of contacts
• Automate email sequences while maintaining personalization
• Focus phone calls on prospects showing genuine interest
• Maintain a systematic approach to market research and sales

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Results

EM1's multi-channel approach powered by Pursuit delivered impressive results:

• Sent 7,500+ targeted emails
• Achieved 50% email open rates
• Generated a 10% click-through rate
• Secured a 30% connection rate on cold calls
• Converted 20% of cold call connections into meetings
• Established three effective customer acquisition channels, each driving approximately one-third of meetings: cold email; cold calls; warm introductions.

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Testimonial

Tyler Felous, co-founder and CEO of EM1, emphasized the importance of Pursuit's solution: "If you can increase velocity on learning, at the end of the day, you will surpass whoever else you're up against. And so to scale that, it's conversations. That's why Pursuit was the first tool we bought. Being data-driven in how you do those cold calls and having a system that you can find grain, target who you're gonna talk to, makes you more efficient. I adopted that from the start."