B2B SaaS Company – $2.5M to $12M+ ARR

Overview‍

A sales‑enablement SaaS platform was plateaued at $2.5 million ARR. Revenue depended on the founder, churn was painful, and outbound motion was nonexistent. They asked us to design a repeatable sales engine that could scale without the founder’s day‑to‑day involvement.

Our Approach

1. Deep Audit & Journey Mapping
   • Re‑examined the lightweight HubSpot instance, charted every customer touchpoint, and surfaced a 9 % monthly churn driver.
2. HubSpot Rebuild & Data Foundation
   • Custom pipelines, lifecycle stages, automated follow‑ups, and dashboards for CAC, LTV, pipeline value, and churn.
3. Multi‑Channel Outbound Engine
   • Cold‑email and LinkedIn cadences for four ICPs, powered by Apollo + Clay and synced to HubSpot for attribution.
4. Hiring & Enablement
   • Added two SDRs and two AEs, delivered onboarding playbooks, objection‑handling guides, call‑review loops, and KPI scorecards.
5. Retention Uplift
   • New onboarding emails, CSM success playbooks, plus quarterly check‑in and re‑activation campaigns.

Results After 13 Months

• ARR accelerated from $2.5 M → $12 M.
• Pipeline grew to 300+ qualified demos per month; 67 % originated from outbound.
• Monthly churn fell from 9.1 % → 3.4 %.
• The founder handed off sales and refocused on product innovation.