Your 1-on-1 outreach efforts should be defined by a quota and your key pivotal indicators.

An example of a set of Key Pivotal Indicators are: Emails, Calls, Meetings, Demos, Pilots and Referrals. Your KPIs are the currencies that lead to a new customer or partner. They will be subjective to your product.

Define what these are and stick to a quota (attached template to follow) in maximizing these KPIs each week. By the end of 3 months, you should be able to judge how many new customers you can expect 20% based on how much of your quota you are meeting.