Case study
Blue Light Card, case study
Phone first outbound that supported Blue Light Card's APAC expansion, booking consistent partnership meetings with unions and groups representing frontline workers.
The client
Who we worked with
Blue Light Card is a member benefits platform that partners with organisations serving frontline communities to provide exclusive offers and discounts.
The challenge
What made this difficult
Blue Light Card was expanding into APAC from the UK and needed a repeatable outbound motion to secure partnership conversations with groups and unions representing frontline workers. The target buyers were relationship driven, time poor, and not easily reached through email alone.
New market with no existing pipeline
Relationship driven buying group
Email alone insufficient for partnerships
The approach
How we executed
Targeting
Defined the profile across unions, groups, and member organisations with frontline workforces.
Messaging
Built talk tracks focused on partnership value, member engagement, and rollout simplicity.
Execution
Consistent calling with fast follow up across the APAC region.
Qualification
Qualified conversations before booking to ensure partnership alignment.
Results
What this campaign delivered
Contract length
4 months
Meetings booked
2 to 3 per week
Target segment
Unions and groups representing frontline workers
APAC expansion support
Led by Nousu
2 to 3 qualified partnership meetings per week across the APAC market.
Methodology
Why it worked
Phone first approach for relationship driven buyers
Partnership value messaging, not product pitching
Structured qualification to ensure buyer fit
Fit check
This approach is best suited for
Organisations expanding into new geographic markets
Teams selling partnerships to unions or member organisations
Businesses needing structured outbound to enter APAC
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More results
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