# Who Runs Your Outreach Campaign

Your outreach campaign is run by a five-role team: campaign lead, data researcher, deliverability engineer, copywriter and reply operator. Each owns a defined part of the work and hands over a measurable result—from a clean contact list and approved copy to qualified replies—while your sales team takes over commercial conversations.

**Figures:** 3,224,000 — emails sent; 811,200 — companies contacted; 5.93% — of contacted companies replied

## Five roles, one campaign team

We do not publish made-up team profiles or stock portraits. Your campaign is handled by real specialists in defined roles, available to you in working chats and calls. OT9 was built on KAP Group’s own campaigns, so the infrastructure, data work, copy and reply handling come from operating in the Russian and CIS market—not theory.

- **Campaign lead.** Runs the briefing, defines your ideal customer profile and offer, and makes decisions on segments and channels. This is your point of contact for any campaign issue.
- **Data researcher.** Builds a company and decision-maker list against the agreed ICP, then removes unusable contacts.
- **Deliverability engineer.** Prepares sending domains and mailboxes, configures authentication, and monitors the reputation of our 1,100 sending mailboxes.
- **Copywriter.** Creates the opening outreach and follow-ups for each segment. Nothing is sent before you approve the copy.
- **Reply operator.** Reviews incoming replies, qualifies interest and moves suitable conversations toward a request for details, proposal or meeting.

> One campaign has one accountable team. If a team member needs to be replaced, the campaign lead introduces the replacement before the handover.

## What each role delivers

We measure responsibility by the result handed over, not hours spent. This follows the same structure as our [campaign launch process](/en/how-we-work/).

| Role | What you receive | How you check it |
|---|---|---|
| Campaign lead | Campaign plan: segments, channels and outreach waves | Reviewed with you before launch |
| Data researcher | A validated decision-maker list aligned with your ICP | Spot-check companies and contacts from the list |
| Deliverability engineer | Prepared sending domains, mailboxes and authentication | Deliverability reporting; 97.7% of addresses accepted our emails |
| Copywriter | An approved email sequence for each segment | You approve the texts before sending |
| Reply operator | Qualified replies and meeting-ready conversations | Handover to your CRM and a summary after each wave |

If a part of the work is not ready, we tell you before you need to ask. See [what counts as a lead and a delivered result](/en/guarantees/) for the definitions we use.

## Where people decide and automation helps

Automation handles repetitive work such as deduplication, sending queues and bounce monitoring. People make the decisions that require judgment: selecting a segment, shaping the offer and responding to an unusual reply.

Across our campaigns, 48,100 companies replied out of 811,200 contacted. A person reads and handles every one of those replies; no script is left to improvise on your behalf.

## When this team model is not for you

A clear fit matters more than forcing a sale. OT9 may not be the right choice if:

- you need to select individual contractors from public profiles and CVs rather than work with accountable roles;
- you want one generalist to handle data, deliverability and copy—these are deliberately separate disciplines here;
- you cannot participate in approving the ICP and messaging; the campaign does not begin without agreement on both;
- you need an immediate launch and cannot allow time to prepare the outreach setup properly.

If you need an in-house sales development representative instead, compare the operating model and cost with our [B2B outreach pricing](/en/pricing/).

## Frequently asked questions

**How many people actually work on my campaign?**

Five roles are involved. Some specialists support multiple campaigns, while the campaign lead and reply operator stay accountable throughout your outreach wave.

**Can I speak directly with the people running the campaign?**

Yes. You work with the campaign lead in the regular chat and calls. The copywriter and reply operator join when copy or live conversations need their input.

**What happens if a key team member is unavailable?**

Another trained specialist covers the role, with campaign access and procedures maintained for continuity. Your campaign lead tells you about the handover before it takes place.

**Is the outreach copy written by a person or AI?**

AI may assist with drafts and variants, but a copywriter writes and edits the final version. You approve the messaging before any outreach is sent.

**Who replies to prospects in my name?**

The reply operator works from agreed response guidelines and qualifies interest; they do not attempt to sell in your place. Complex or non-standard replies are escalated to you rather than answered improvisedly.

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Source: https://ot9.ru/en/team/ · OT9 (KAP Group) · updated 2026-08-10