"We've grown this business on relationships and referrals for almost 40 years. We never had a sales system. Meetra built it."
The challenge
For four decades, JK Janitorial expanded the way most service companies do, one relationship at a time. Operators dined with clients at lunch, performed well, and obtained referrals. It worked: under that model, JK expanded from about $2.5M to $13M in the past sixteen years.
There was a ceiling to that growth, and a new opportunity didn't fit the old rules. JK wanted to go after larger single-site corporate accounts known as facilities, the type of clients who don't rotate through the same referral circles that lined the property-management accounts that JK knew. These were bigger deals, a new buyer, and a sales motion the company had never made.
"Felix will be the first to admit that he didn't know how to go after these facilities because we have never done it before. We built this business solely building relationships with property managers - facilities are a different animal."
The instinct was to hire a salesperson and hope it worked.
"My plan was to go hire a salesperson for a hundred grand and hope it worked. Then Michael and I had lunch, and I learned that he had a playbook. It made a lot more sense to build a system than to gamble on a hire."
What Meetra built
Meetra built JK's outbound sales infrastructure from the ground up: a CRM, a subscribed data source, and, most importantly, a repeatable process for working enterprise prospects over a long sales cycle.
"Enterprise sales doesn't happen overnight. You build the database, cold call, develop the relationship, and continue to follow up. Then one day, your prospect has a bad day, they're finally ready to make a change, and you hope you're the one they are going to call. You can't run that sales pipeline in your head. You need a system."
The infrastructure did more than organize contacts. It gave JK's Business Development manager, Sara, the structure and confidence to work a brand-new motion, and gave the executive team the metrics to manage it.
"It gave Sara a lot more confidence to do her job. And it gave us metrics. How many people did you contact, how many did you connect with, and how many of those turned into meetings. Without a system, you just don't have answers to those questions."
Partway through setup, the original CRM couldn't support what JK needed. Meetra moved the entire build to HubSpot, fast.
"At the thirteenth hour we had to switch CRMs. That could have been a several-week disaster, but it wasn't. Meetra worked around the clock, the transition was quick and smooth, and it's a thing of the past now. Honestly, that's what impressed me most through the whole process."
The results
Five months in, JK has generated about $1M in qualified pipeline — opportunities that didn't used to be there. Target account meetings are starting to take place, and the company now has a sales engine to drive revenue growth.
"We feel like we're getting so much more value out of our team. We had this capability sitting right there, and now it's pointed at growth."
For Andrew, the value wasn't just the pipeline. It was building a foundation the business never had.
"The old-school mentality was go bust your balls and shake as many hands as possible. That works to a point. But it's not efficient, and it's brutal for anyone new to a market. A system makes the whole thing less overwhelming."
Would you recommend Meetra?
"Absolutely. If you're selling at the enterprise level, something that takes real strategy and process, this is a very good fit. I knew Michael would do exactly what he said he'd do. We needed a system, and this was the right one."
