Building a Growth Engine for a Mid-Market SaaS Company

We started with a complete go-to-market audit, mapping every marketing activity to its pipeline impact (or lack thereof). We then defined their ICP with precision, not just industry and company size, but specific buyer personas, their jobs-to-be-done, and the triggers that move them from status quo to active buying. From there, we built a content engine targeting their three JTBD clusters, launched an account-based program focused on their top 200 target accounts, and redesigned their lead scoring to reflect actual buying signals rather than vanity metrics.

Over 12 months, the compounding content engine produced 150+ assets across blogs, research briefs, and expert Q&A. Pipeline from marketing-sourced leads increased 180%. The sales team reported significantly higher quality conversations because prospects were arriving pre-educated by the content. Most importantly, growth became predictable, the engine produced consistent results month over month rather than the boom-bust pattern of campaign-driven marketing.