Don’t Become A GTM Engineer In 2026 ft. Enzo Carasso
About this episode
Enzo Carasso discusses shifting focus from B2B SaaS to professional services and logistics, sharing insights on lead conversion strategies.
In today's episode, I chat with Enzo Carasso, founder at C17 Lab, about why he's actively steering away from B2B SaaS clients and going deep on professional services, manufacturers, and logistics—industries that represent 80% of US GDP but get ignored by most outbound agencies chasing the same SaaS slice. The campaign story is one of the best on the show: a client getting 500 leads a month but converting at 5% because their prospects—traditional business owners—were responding to emails at 6-7am from their phones, then disappearing into the field all day. The fix wasn't better copy. It was switching device: email replies triggered an SMS prompt that moved the conversation to the SDR's phone, where these owners were already comfortable. The result was a dramatically higher show rate. Enzo has since built SMS and iMessage directly into the post-reply funnel and is pulling heavily from B2C info product playbooks—abandoned cart logic, newsletters for anyone who replies regardless of outcome, multi-channel nurture sequences—and applying them to B2B. His background is corporate outbound at Booking.com and Square, where he was leading acquisition records quarter over quarter before…
People in this episode
Host: Saurav Gupta
Guest: Enzo Carasso
Topics covered
- B2B SaaS
- professional services
- logistics
- outbound marketing
- SMS marketing
- lead conversion
Mentioned in this episode
Organizations: C17 Lab, Booking.com, Square
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