Case Study (detail template)
How an enterprise software company turned scattered campaigns into $38.4M in forecastable pipeline.
A RevOps and demand-generation engagement that connected outbound, CRM, and attribution into one motion the revenue team could measure end to end.
The context. and the problem.
The client is an enterprise software company selling into a defined set of accounts, carrying an aggressive pipeline target. Their outbound lived in disconnected tools with no line of sight into the CRM, so leads leaked between systems and no one could say which motion produced revenue.
The LinkedIn target was a 95M-person audience, far too broad to convert. Paid spend ran without attribution. Post-event and partner leads fell through the cracks. The result was a revenue team that could not forecast, and a marketing function that could not defend its contribution to the board.
What we did.
We rebuilt the go-to-market motion as one connected system, from account selection through to CRM-driven follow-up and reporting.
- 1
Narrowed the audience to real-fit accounts
We replaced the 95M-person LinkedIn audience with roughly 10,000 real-fit accounts built from technographic data, so every dollar of effort went to accounts that could actually buy.
- 2
Connected outbound into CRM nurture
Cold email and LinkedIn were coordinated into one sequence feeding the CRM, with SDR tasks and nurture so prospects moved through follow-up instead of leaking between tools.
- 3
Captured demand with interactive offers
Lead magnets reduced friction at the top of the funnel and synced cleanly into the CRM, so new demand entered the pipeline with source and owner attached.
- 4
Wired attribution end to end
We mirrored marketing events and campaign touches into the CRM and built the lifecycle and reporting so the numbers held from first touch to closed deal.
The results.
Why it held together.
The pipeline number came from solving the seams, not from a single campaign. Account selection, outbound, lead capture, and CRM lifecycle were built as one system, so data passed cleanly from first touch to closed-won and the reporting reconciled.
That is the difference between disconnected deliverables and an integrated revenue system: the team could see what produced pipeline, defend it to the board, and forecast the next quarter with confidence.
Services used.
This engagement drew on two connected pillars. The same senior team scoped and delivered both.
CRM, MarTech and RevOps
Clean CRM data, reliable lifecycle and routing, and attribution that holds end to end, so sales trusts the pipeline.
Learn moreGo-to-Market and Demand Generation
Precise account targeting, coordinated outbound and paid, and lead capture wired into CRM-driven follow-up.
Learn moreQuestions, answered.
- Yes. It is a verified pipeline proof point from a RevOps and demand-generation engagement with an enterprise software company. The client name is redacted pending clearance, so we frame it by sector.
What to read next.
Go-to-Market and Demand Generation
The pillar this result proves: pipeline you can actually forecast, from precise accounts to CRM-driven follow-up.
Continue Related serviceCRM, MarTech and RevOps
Clean, connected CRM data and attribution that holds, so the pipeline your team sees is the pipeline they can trust.
Continue More resultsSee all work
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