$2.1M Pipeline from Funnelyn Leads

Company Overview

Nusa Cloud Solutions is a Jakarta-based cloud infrastructure provider offering private cloud, hybrid cloud, and managed Kubernetes services to enterprises across Indonesia and Southeast Asia. With data centers in Jakarta, Singapore, and Surabaya, Nusa Cloud serves 120 enterprise clients including government agencies, financial institutions, and large manufacturers. The company employs 210 engineers and cloud architects.

Competing against global hyperscalers like AWS and Azure, Nusa Cloud differentiates through data sovereignty compliance, localized support, and competitive pricing for the Indonesian market.

The Challenge

Nusa Cloud's sales cycle was long and complex, typically involving 6-12 months from initial contact to contract signing. Their $85,000 average deal size meant each opportunity required significant sales engineering investment. The company needed a way to identify and engage enterprises at the early stage of their cloud evaluation journey, before they defaulted to a hyperscaler.

Their existing pipeline of $800K per quarter was insufficient to meet their $5M annual growth target. The marketing team was generating awareness through events and content, but the connection between marketing activity and qualified sales opportunities was weak.

The Solution

Nusa Cloud implemented Funnelyn with an enterprise-focused strategy:

• **Cloud Evaluation Intent Tracking**: They configured intent monitoring for signals like "cloud migration strategy," "data sovereignty Indonesia," "private cloud vs public cloud," "managed Kubernetes," and "hybrid cloud architecture." These signals identified enterprises in the early stages of cloud evaluation.
• **Decision-Maker Targeting**: Funnelyn's enrichment engine identified CTOs, VPs of Infrastructure, and IT Directors at intent-qualified companies, providing direct contact information and professional context.
• **Technical Content Sequences**: Outreach included links to Nusa Cloud's technical whitepapers on data sovereignty, cloud cost optimization, and hybrid architecture, establishing credibility before the sales conversation.
• **ABM Integration**: High-value prospects were flagged for account-based marketing treatment, with coordinated outreach from sales, marketing, and cloud architects.

Results

In their first full quarter using Funnelyn, Nusa Cloud achieved breakthrough pipeline growth:

• **$2.1M in qualified pipeline generated**, a 162% increase over the prior quarter
• **47 enterprise-qualified leads** from companies actively evaluating cloud solutions
• **Average deal size increased to $112K** as intent-qualified leads tended to have larger, more defined cloud initiatives
• **Sales cycle compressed by 28%** for Funnelyn-sourced leads, as prospects were already educated on their needs
• **3 deals worth $340K closed within the quarter**, directly attributable to Funnelyn leads

> "Cloud infrastructure is a considered purchase. Enterprises do not switch providers on a whim. Funnelyn gave us visibility into which companies were beginning their evaluation journey, allowing us to position Nusa Cloud as a trusted advisor from day one. The $2.1M pipeline we built in Q1 has fundamentally changed our growth trajectory." -- Arief Wibowo, Chief Revenue Officer, Nusa Cloud Solutions

Key Takeaways

• **For high-ACV products, early engagement is everything.** Reaching enterprises at the start of their evaluation journey dramatically improves win rates and deal sizes.
• **Technical content builds trust faster than sales pitches.** Leading with whitepapers and architecture guides established Nusa Cloud as a peer, not a vendor.
• **Data sovereignty is a powerful differentiator.** Intent signals related to Indonesian data residency requirements helped Nusa Cloud identify prospects where hyperscalers could not compete.
• **ABM and intent data are natural partners.** Combining account-based strategies with real-time intent signals creates a focused, high-impact pipeline motion.