At a Glance

This client had a very lackluster brand presence in their category of focus with a weak pipeline to match. With a good product market fit, this brand dialed in on the opportunities awe created for them and realized heavy topline gains from net new logos.

Key Metrics

This business needed to increase the number of ICP focused leads they saw. Factoring in historical pipeline conversion ratios and a knowledgeable sales team we knew the revenue would follow.
Increase in SQLs
Year-Over-Year
0 %
Increase in
Revenue
0 %

Challenges

Recognized as a trusted brand, they needed to scale visibility into their high barrier to entry SaaS offering. As a low-hanging fruit, they didn’t have the right visibility in the market or which prospects would be the right fit for the product. Brand-based bidding and low 3rd party brand presence kept them narrow-focused without realizing the market demand potential for the product in question, leaving pipeline and opportunities on the table.

Solutions

We did thorough research on their Total Accessible Market (TAM), Ideal customer profile (ICP) and prospect pain points using the categorized target audience personas we developed go-to-market strategy. Built TOFU and BOFU thought leadership content and distributed it across the website to enhance organic traffic quantity and quality. We set up paid search to run beyond ‘Brand’ but capture cold traffic and leads to nurture throughout the pipeline, keeping the product UVP top of mind. Driving further awareness through optimizing its presence on online referral sources and trusted websites helped this brand generate demand from new prospects at an accelerated pace.

Supporting Factors

Alignment with Marketing, Product and Sales teams

Quarterly Business Reviews Strategy

Timely Communication + Account Management

Benefits

New customer list for future expansion

New customer list for future expansion

Net new customers, we're put into nurture lists that we're used in up-selling lower commitment products at a much lower ACV in a different category, improving CLV.

Brand Authority

Brand Authority

Increasing revenue in a low-performing category allowed the business to establish a better authority over its other categories.