Client

B2B SaaS platform specializing in marketing attribution

Context

The company had strong product-market fit but was struggling to turn interest into scalable revenue. Leadership suspected inefficiencies in the GTM motion and wanted a focused engagement to diagnose friction and prioritize next steps.

Challenges

• Misalignment between PLG (Product-Led Growth) and SLG (Sales-Led Growth) efforts

• Unclear ICP and messaging strategy created confusion in marketing and sales execution

• Inconsistent lead qualification, compensation, and pipeline visibility limited conversion

Approach

• Conducted a GTM audit to identify friction across positioning, pricing, sales process, and buyer journey

• Delivered a strategic roadmap with prioritized quick wins and longer-term growth levers

• Refined buyer personas and created messaging aligned to decision stages and use cases

• Recommended incentive and lead scoring updates to improve sales efficiency and focus

Impact

• Clarified commercial strategy and aligned sales/marketing efforts

• Equipped leadership with tactical and strategic next steps for near-term growth

• Identified long-term opportunities to evolve packaging and pricing toward higher-value segments