How a Digital Agency Went From Referral-Only to 37 Qualified Calls in 60 Days

Media.co.uk, a premier media booking agency based in Dubai, had built an impressive foundation—sophisticated technology, relationships with governments and universities across the UK and Saudi Arabia, and a track record of securing premium media placements for global brands. Despite their capabilities, they faced a critical challenge: hardly anyone knew they existed.

About Media.co.uk

Media.co.uk operates one of the most advanced media booking platforms in the Middle East and UK markets. Their network includes partnerships with government agencies, leading universities, and major media outlets across multiple regions. They specialize in helping global companies advertise in Africa, the Gulf Coast, and the Middle East, as well as connecting American and British universities with audiences in Saudi Arabia and the UAE.

Despite their impressive capabilities and established relationships, the agency relied almost entirely on referrals for new business—an unpredictable and limiting growth strategy.

The Challenge

Media.co.uk's primary obstacle wasn't capability—it was visibility. Their business development challenges included:

• Zero awareness in target markets: Despite being one of the best-positioned agencies for cross-border media campaigns, potential clients had no idea they existed or what they offered.
• Referral dependency: 100% of their business came from existing relationships and word-of-mouth, creating an unpredictable and slow-growing pipeline.
• No systematic outbound process: They had never implemented a structured outreach system, leaving significant revenue opportunities untapped.
• Diverse ideal client profiles: Their services could benefit multiple distinct segments—universities, governments, fashion brands, technology companies, and healthcare organizations—but they had no way to reach them at scale.

"We knew we had something special," said Marwan Al-Hashimi, founder of Media.co.uk. "Our platform and relationships could deliver results that most agencies simply can't match. But we were invisible. If a brand didn't know someone who knew us, they'd never find us."

The Clearhaven Solution

After analyzing Media.co.uk's positioning and market opportunity, Clearhaven developed a multi-ICP outbound campaign designed to create awareness and drive qualified conversations.

Hyper-Targeted Outreach Across Five ICPs

Rather than casting a wide net, we identified five distinct ideal customer profiles and built tailored campaigns for each:

1. Universities: Focused on international student recruitment and brand awareness in the Gulf region
2. Government agencies: Targeting public awareness campaigns and international partnerships
3. Fashion brands: Emphasizing market entry and brand building in emerging markets
4. Technology companies: Highlighting B2B software and enterprise solution marketing in the Middle East
5. Healthcare organizations: Positioning specialized medical services and international patient acquisition

Messaging That Spoke to Specific Pain Points

For each ICP, we developed messaging that addressed their unique challenges:

• We avoided generic sales pitches
• We spoke directly about the specific problems they faced when trying to advertise in unfamiliar markets
• We highlighted Media.co.uk's unique positioning and proven track record in those exact scenarios
• We demonstrated understanding of their market dynamics and regulatory considerations

Multi-Channel, Multi-Touch Campaign

Clearhaven deployed a systematic outbound approach that combined:

• Personalized email sequences tailored to each ICP's pain points
• LinkedIn outreach with value-driven messaging
• Follow-up sequences that provided relevant case examples and market insights
• Calendar booking automation to make it frictionless for interested prospects to connect

The Results

Within 90 days of launching the campaign, Media.co.uk saw transformational results:

• 37 qualified sales calls from their target accounts
• £180,000 in closed revenue from new clients acquired through the campaign
• 4.5x ROI on their investment in the first 90 days alone
• Predictable pipeline replacing their previous referral-only dependency

Beyond the immediate numbers, the campaign fundamentally changed how Media.co.uk approached business development. They now had a repeatable system for generating awareness and booking meetings with ideal-fit prospects—without waiting for referrals.

"Clearhaven didn't just get us meetings—they helped us build a scalable growth engine. For the first time, we're not sitting around hoping someone refers us. We're having conversations with exactly the types of clients we want to work with, and they're coming to us because we reached them first. The ROI has been incredible, but the real value is knowing we can turn this on whenever we need more pipeline."

— Marwan Al-Hashimi

The partnership continues to drive growth for Media.co.uk as they expand their services and reach new markets across the Middle East, Africa, and Europe.