Client Snapshot
Scaling B2B SaaS data platform delivering cross‑device audience insights
GTM Challenge
Needed to accelerate new‑logo growth in core verticals while curbing churn and building a scalable, insight‑driven sales engine.
Key Moves
- Sales Execution: Designed and ran a vertical strategy across Media, Local, and E‑commerce; closed 30 clients in 18 months and delivered 7× YoY revenue growth.
- Customer Retention: Refined onboarding “moments of truth” and instituted data‑driven QBRs, cutting Tier 1 churn ‑11 %.
- Operational Efficiency: Streamlined forecasting cadence, CRM hygiene, contract flow, and pricing approvals—eliminating 2.5 hours of weekly internal meetings.
- Team Development: Recruited and mentored a 7‑person sales / AM team; built a one‑week onboarding curriculum and ongoing training materials.
Impact Delivered
- Revenue momentum accelerated with improved retention, boosting Net Retention Rate and valuation.
- Cleaner processes freed reps for more selling time and gave leadership accurate, board‑ready forecasts.
- Operational efficiencies unlocked ~15 % more selling capacity without additional headcount.
Institutionalized processes positioned the company for predictable, investor‑friendly scaling.
- A fully ramped, well‑trained team positioned the company for predictable scale.
CEO Takeaway
A sharp vertical focus, disciplined retention playbook, and process efficiency add up to explosive, sustainable growth.
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Cross‑Device Audience Targeting GTM Transformation