Cross‑Device Audience Targeting GTM Transformation
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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