How Utop!a attracts clients
According to CEO Zakhar, networking is the most effective client acquisition channel. He previously worked at Sber, where he built many connections with people in other studios and large companies. From time to time, they send projects his way.
Clients also come through word of mouth and a partner program, but these sources are hard to predict. Sometimes the team has more work than they can handle, while other times half the team is sitting idle.
In spring, they experimented with publishing four case studies on VC.RU. Clients haven’t yet come from this channel, but Zakhar expects to see the first results by mid-autumn.
They had no prior experience with cold outreach.
How they started with Coldy
We found Utop!a through their VC.RU article and decided to send Zakhar a cold message on Telegram.
He replied with healthy skepticism, but the conversation led to a call where we presented our tool. Zakhar decided to give it a try.
“I’ve been wanting to test cold outreach for my agency, so Vlad’s message was a good reason to finally do it. Plus, the cost of the experiment was low—just one client would cover all the expenses.” — Zakhar, CEO of Utop!a
The outreach process
Step 1. Email infrastructure setup
Zakhar didn’t want to involve his team in building the email setup, so he outsourced it to us. The service cost 3,000 RUB.
We registered 3 domains similar to Utop!a’s main domain.
Each domain got 2 corporate emails via VK Workspace.
All DNS records were configured, accounts connected to Coldy, and a 2-week warm-up was launched to build sender reputation.
👉 Final setup: 6 accounts, each sending 50 emails/day = 300 emails/day total.
Domains cost 360 RUB, and VK Workspace mailboxes were free.
Step 2. Audience selection & database building
Given Utop!a’s MedTech focus, we targeted medical companies. Using Kontur Compass, we applied these filters:
OKVED codes — all related to medicine
Vacancies — companies hiring developers (likely to need IT services)
Revenue — 155M to 18B RUB annually (ensures budget for agency services)
Contacts — only companies with websites, emails, and phones
This produced a list of 362 companies, with 1,138 emails after cleaning via BulkEmailChecker.
Step 3. Crafting the email sequence
While emails were warming up, Zakhar spent 2 weeks preparing his outreach sequence.
We recommended resources:
Our cold outreach guide
Taras Altunin’s Telegram & VC.RU posts
Key advice:
Write about the client and their problem, not just about yourself
Avoid fake compliments (“Your clinic is amazing”). Instead, use a trigger explaining why you’re reaching out
Run texts through glvrd.ru to remove clutter
👉 Final sequence: 4 emails
Intro email — Why we reached out, who we are, and what we offer. Mentioned MedTech expertise, past clients, and pointed out a common website problem in clinics. CTA: ask for the relevant contact.
Case study email — Sent 2 days later. Shared a VC.RU article with a site audit of a medical clinic. Offered a free consultation.
Bump email — Sent 3 days later. Short nudge: “Just checking if you had a chance to review my previous emails or forward them to the right person?”
Feedback + irresistible offer — Sent 5 days later. Asked for feedback on the article, explained Utop!a’s working model, and re-offered a free site audit with minimal time commitment.
Results
In the first 2 weeks, Utop!a contacted 428 recipients:
47% open rate
13 replies
6 interested leads
From these, 2 companies moved forward:
A medical clinic serving one of Russia’s largest automakers
One of the largest private clinics in Russia with over 1B RUB revenue
A contract has already been signed with the first company (NDA prevents sharing details). The second deal is in the final approval stage.
ROI
Zakhar only used ~400 emails (from the 1,138 collected) before pausing outreach — the team became fully booked and needed to hire new people.
Total campaign costs:
Domains + email setup: 3,360 RUB
Database export: 1,247 RUB
Coldy subscription: 2,000 RUB
Total: 6,647 RUB (~$70)
The final revenue from projects is more than 50× higher than the costs.
