Challenges

Weber Saint-Gobain had a strong inbound engine, but no predictable way to create demand

Weber Saint-Gobain is a construction materials manufacturer with more than 127 years of history and over $100M in revenue.

For years, growth came from what many companies aim to achieve: a strong brand, trusted relationships, trade shows, distributors, and inbound demand.

But as the company continued to grow, a challenge appeared.

Inbound was unpredictable by nature. Some months created strong pipeline, while others did not. There was no repeatable system to forecast demand or accelerate growth when the business needed it.

The sales team had the capacity to generate more business, but they were primarily reacting to inbound opportunities rather than proactively creating new ones.

The challenge was not the market opportunity—it was building a scalable way to identify the right companies, reach the right decision-makers, and create demand without increasing headcount.

Jordi Rius, General Director at Weber Saint-Gobain, had already tested two outbound providers. Both reached the same conclusion: the construction industry was too complex for outbound.

"We had tried 2 other firms before Procredis. Both told us our industry was too complicated. Procredis was the only one delivering results."

Jordi Rius

General Director, Weber Saint-Gobain

Solution

Procredis built Weber Saint-Gobain's outbound engine from the ground up

Procredis helped Weber Saint-Gobain create something they had never had before: a repeatable system to generate demand instead of waiting for it.

The construction industry presented a unique challenge. Companies were difficult to identify, decision-makers were not always obvious, and buying decisions were traditionally driven by existing relationships.

This is exactly where Procredis specializes: complex markets where creating opportunities requires a combination of data, strategy, and systematic execution.

The first step was defining the foundation of the outbound engine.

Together with Weber's team, Procredis:

• Defined the ideal customer profiles for different product lines

• Identified the specific pain points each solution addressed

• Refined the value proposition for each segment

• Mapped buying moments that indicated potential purchase intent

• Built the process to convert engagement into sales opportunities

From there, Procredis launched more than seven outbound campaigns across different Weber product lines.

Each campaign was built around specific segments, relevant messaging, and the right decision-makers—creating a personalized outbound motion instead of generic outreach.

The result was a scalable demand generation system capable of creating opportunities in one of the most difficult industries for outbound.

Results

Weber Saint-Gobain added a predictable outbound channel to complement their existing inbound motion

In just nine months, Procredis generated 203 qualified opportunities, creating more than €9M in pipeline for Weber Saint-Gobain.

But the biggest impact was not only the pipeline generated.

Weber moved from relying primarily on inbound, relationships, and distributors to having a proactive outbound engine capable of consistently identifying companies with potential demand and creating conversations with new accounts.

The opportunities generated through this system translated into major construction projects with some of Spain's largest companies, including UVESA, Lidl, Consum, Pescanova, and Jamones Enrique Tomás.

The partnership generated more than 10x return on Weber's investment in Procredis and continues today as both teams expand the outbound engine across additional products and markets.

Key outcomes:

• €9M+ pipeline generated

• 203+ qualified opportunities created

• 10x+ return on investment

• 20+ hours/week saved through a more efficient outbound process