From Zero to $16.3M: A First-Ever Membership Program, Built in 90 Days.

At a Glance

A Fortune 500 hospitality company had trusted Gold Mountain with its outbound sales for 15 years. When it decided to launch its first membership program, it brought the work to the partner it already knew could deliver. Gold Mountain built a dedicated team in 90 days and generated $16.3M over three years, with sales growing every year.

Results

• $16.3M total revenue (3 years)
• 62,900+ memberships sold
• 90 days from contract to production
• 100% of campaign volume owned by Gold Mountain
• Sustained year-over-year growth

The Client

A Fortune 500 hospitality company with a global portfolio of hotel and resort brands, and a 15-year Gold Mountain partner. For over a decade, Gold Mountain had run its outbound sales campaigns — driving reservations and loyalty enrollments and generating more than $40M in cumulative revenue. So when the Client launched its first membership program, it didn’t run a competitive search. It returned to the team that had already proven it could sell.

The Challenge

The membership program was a net-new revenue stream, which created three challenges:

• No existing sales motion: There was no benchmark, playbook, or internal team to execute it.
• Speed to market: The Client needed a trained team in production within 90 days.
• Sustained performance: Most outsourced sales programs peak early and decline. The Client needed results that improved year over year.

The Approach

• Talent built for sales: Gold Mountain by Hugo used structured assessments to hire for sales propensity, empathy, and coachability.
• Consultative training: Agents completed a customer-first curriculum focused on listening, asking the right questions, and personalizing each conversation. All earned program-specific certification before entering production.
• Coaching from real call data: The quality team, trained on the same methodology as the agents, reviewed calls to flag missed personalization, unaddressed objections, and early drop-offs. Feedback was timestamped and delivered to sales leaders for bi-weekly coaching; agents applied it and submitted follow-up calls.

Outcomes

Gold Mountain by Hugo owned 100% of campaign volume. Year One was a deliberate ramp to establish and prove the model. Once validated, the program scaled sharply.

• Year One: ~4,000 memberships | ~$1.0M revenue
• Year Two: 25,700+ memberships | ~$6.7M revenue
• Year Three: 33,200+ memberships | ~$8.6M revenue

Three-year total: $16.3M in new sales revenue (excluding renewals)

Similar Solutions Offered by Gold Mountain by Hugo

• Inbound/Outbound Sales Support
• Membership & Subscription Sales
• Customer Retention Campaigns

Scaling a sales program? Book a Demo with Gold Mountain by Hugo.