Your first customers came through your network. The next hundred need a system.
Marketing leadership for B2B SaaS and tech companies ready to move from network-driven sales to pipeline they can forecast.
Get in touchRelationships got you here. They don't scale.
Most B2B SaaS companies reach their first few million in ARR through the founders, the first sales hires, and their networks. It works, until it doesn't. An experienced head of marketing gives you senior judgment on where to start, before you commit to a full-time hire.
- The network that closed your first customers is running dry.
- Your AEs spend half their week prospecting, and still miss quota.
- The board asks about pipeline coverage, and nobody can answer with confidence.
- An agency or a junior marketer is busy, but pipeline has not moved.
What the first 90 days look like.
01Find where you win.
Talk to your best customers and your AEs, and look at the deals you won and lost. That gives you a sharper ideal customer and the message that earns a first meeting.
02Test before you scale.
Put the message in front of the market on a small budget. Keep what produces qualified meetings. Drop what doesn't.
03Launch one channel properly.
One that fits your buyers and your budget, run well enough to forecast from. Not five channels run badly.
04Agree with sales on what counts.
One definition of a qualified meeting, a clean handoff, and one pipeline number both teams report to the board.
By day 90, you have a go-to-market plan the board can read, early evidence of what produces pipeline, and a clear answer on what to do next.
A Series A automation platform building its US market
Two very different buyers: developers who wanted to try the product, and enterprises that wanted to be sold to. I built the demand team, including SDRs, and a developer sign-up motion that fed enterprise sales instead of competing with it. I also led messaging and positioning, testing value propositions in a crowded market.
A workforce software company where marketing had to carry more of the number
I rebuilt demand around inbound buyers, launched targeted programs for the enterprise accounts sales cared about most, and agreed with sales leadership on what a good lead looked like, so marketing could source a growing share of pipeline.
Get in touch.
Tell me what you're working on. I read every message myself and reply within a day.