How Link11 Built a Precision Outbound Engine for Enterprise Cybersecurity Buyers with Bitscale

About Gorelo

Gorelo is an all-in-one RMM (Remote Monitoring & Management), PSA (Professional Services Automation), and Helpdesk platform built specifically for Managed Service Providers. Founded in 2022 and operating with a lean founding team in the US, Gorelo combines the features of multiple MSP tools into a single streamlined platform.

Despite competing against established incumbents with large sales teams, Gorelo entered the market with a strong product and an ambitious, scrappy go-to-market mission — and needed GTM infrastructure to match.

The Challenge

As a 1–10 person startup, Gorelo faced an asymmetric challenge: they needed enterprise-quality pipeline generation to compete with well-funded incumbents, but had no dedicated sales development resources. The founding team couldn't afford to spend hours each day manually researching MSP companies, finding the right contacts, and crafting individual outreach messages.

Those same activities were critical to generating enough pipeline to sustain growth — creating a painful bottleneck between product development and revenue generation that Mikel and the team needed to solve without adding headcount.

The Solution

1. MSP ICP Targeting

Gorelo uses Bitscale to identify managed service providers by company signals — technology stack usage (existing RMM/PSA tools), LinkedIn job postings for MSP engineers, company size, and firmographic filters — building highly precise ICP lists at scale without any manual research effort.

2. Decision-Maker Enrichment

For each identified MSP company, Bitscale enriches contact details for the key decision-makers — typically the MSP Owner, IT Director, or Operations Manager — using waterfall phone and email enrichment across multiple data providers for maximum coverage.

3. Personalized Outreach Generation

Bitscale's AI generates hyper-targeted outreach messages for each MSP contact, referencing their specific tool stack, company size, and operational pain points around ticketing, helpdesk, and RMM efficiency — making cold outreach feel immediately relevant.

4. Pipeline Automation

All qualified leads with enriched data are automatically pushed to Gorelo's CRM with intent scores, enabling the small sales team to focus exclusively on high-probability outreach with full contact and company context already prepared by Bitscale.

The Results

Within 90 days, Gorelo tripled their qualified MSP lead volume and generated over $50,000 in tracked pipeline — all without hiring a single SDR. Manual prospecting time dropped by 80%, freeing Mikel and the founding team to focus on product development and closing deals.

Bitscale's ability to identify and enrich niche MSP-specific contacts proved critical to Gorelo's early GTM success and gave them a scalable foundation to grow from — competing directly with vendors 10x their size.

Before vs. After Bitscale

What's Next

Gorelo plans to expand their Bitscale usage into automated intent monitoring — triggering outreach campaigns when MSPs show signals of evaluating new tools, such as job postings referencing competing platforms, G2 review activity, or leadership changes at target accounts.