How we helped Harbor Compliance get 108+ positive replies by spotting a donate button

Introduction

Harbor Compliance handles licensing, registrations and filings for organisations in all 50 US states, so they stay compliant without the headache. More than 40,000 clients use it, from businesses to nonprofits that need to register before they can raise money.

The Challenge

Harbor Compliance can help almost any organisation that operates across state lines, which makes it hard to know where to start.

Too many possible markets → CPAs, accounting firms, logistics companies and nonprofits could all need Harbor, and nobody knew which would respond best.
Compliance needs are invisible → an organisation rarely announces that it’s behind on registrations, so standard lists can’t show who needs help now.
Outbound had to last → the goal was a motion Harbor could keep running itself, not a one-off campaign.

What We Built

We tested Harbor’s market segment by segment, found the signal that worked best, then handed the motion over.

1. Twelve segments, tested side by side. Outbound went to twelve segments, including CPAs, accounting firms, 3PLs and nonprofits, to find where demand really was.

2. A buying signal in plain sight. For nonprofits, we looked for a donate button on their website. A nonprofit taking donations online may need to register for charitable solicitation, and 41 states require it.

3. Brought in-house. We set up Harbor’s own outbound and trained a dedicated team member to run it.

The Outcome

Harbor Compliance found its strongest segment and kept outbound running in-house.

• 108+ positive replies → across the campaigns.

• 6% reply rate on nonprofits with a donate button → using the donate button as the reason to write.

• Outbound owned in-house → a trained team member now runs it day to day.

Why It Worked

1. Test before you scale. Twelve segments showed where to focus instead of guessing.

2. A signal tied to the need. A donate button points straight at the registration Harbor sells.

3. Built to hand over. Training an in-house owner meant the results didn’t stop when the campaign did.

Ready To Own Your Pipeline?

If your product fits many markets and you don’t know which one to start with, this is the exact gap we close. We test your segments side by side, find the buying signals that work, and build outbound your own team can run.

Book an outbound strategy call and we’ll map what an owned outbound channel would look like for you.