Compass Box Whisky

Direct-to-Account Sampling & SDR Outreach for US On-Premise Growth

4 months - ongoing

Campaign Duration

Outbound

Campaign Type

1

No of SDRs

Key Performance Indicators

1,200

Contacts on target list

Revenue Growth Realized

Estimated Revenue Generated

Tastings Delivered

145

Sample tastings completed with prospects

% of List Reached a Tasting

12%

Share of the target list converted to a tasting

Private

Funding Stage

11-50

Headcount

United Kingdom

HQ location

Restaurants/Cigar Lounges

Target Industry

USA

Target Location

Owner/Manager

Target Persona

Table Of Content

Overview

Challenges Faced

Our Solution

Results Achieved

Future Outlook

Compass Box is a boutique Scotch whisky producer looking to expand its presence across US on-premise accounts by bypassing slow traditional distributors. Whistle partnered with Compass Box to implement a targeted outbound SDR model, focused on direct-to-account sampling outreach to high-end venues. Through direct telephonic outreach and structured sample fulfillment across target regions, Whistle helped accelerate account acquisition and establish a repeatable sales funnel.

Challenges Faced

  • Traditional US distributors were moving too slowly to add new on-premise accounts, creating a bottleneck to growth.  
  • The US market presented significant financial drag due to high overhead and marketing expenses.  
  • Existing outlet lists lacked crucial contact information, and automated AI enrichment proved ineffective for this niche market.  
  • Traditional agency models were cost-prohibitive given the target account size.  

    • ‍

    Our Solution

  • Launched a phased outreach campaign starting with a 3-month pilot to test phone-based direct sampling.  
  • Targeted specific regional contact lists to secure sample deliveries before passing leads to the client's AE team.  
  • Adopted a regional rollout strategy to systematically execute outreach region by region.  

    • ‍

    Results Achieved

  • Secured 145 agreed tastings during the campaign period.  
  • Successfully initiated outreach targeting 1,200 contact leads across Texas.  
  • Validated the direct-to-account sampling framework across the initial pilot phase.  

    • ‍

    Future Outlook

    Building on the success of the initial Texas campaign and the process established for sample fulfillment, Compass Box is positioned to roll out this direct outreach playbook into new geographic regions month by month. With a structured SDR-to-AE pipeline now operational, the company can systematically scale direct account acquisition, securing high-margin menu placements across target US markets.

    Key Learning

    Direct Sampling Bypasses Distributor Bottlenecks

    Direct-to-account telephonic outreach combined with product sampling serves as an effective mechanism to engage boutique venues without relying on distributor push.

    Flexible SDR Models Provide Cost Efficiency

    Utilizing a Plug & Play SDR model yields the necessary flexibility and direct management control required for specialized manual research at a fraction of full agency costs.

    Regional Phasing Drives Focused Outreach

    Tackling defined geographic regions sequentially allows for precise campaign management, clearer metric tracking, and efficient conversion tracking.

    Proven success with companies
    in your industry

    Real world results from companies that partnered with Whistle to generate qualified pipeline faster.
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