B2B SaaS
B2B SaaS: $80M ARR pipeline in 12 months
Full-funnel paid + SEO + AEO program targeting net-new accounts in the enterprise segment.
Client
Confidential enterprise SaaS
Services
Demand Generation · Paid Media · SEO · AEO
ARR pipeline
MQL-to-opp rate
Marketing-sourced %
The challenge
A late-stage B2B SaaS in the data infrastructure space had strong product-market fit but was missing predictable enterprise pipeline. Inbound was sporadic, paid was attributed only to demos, and SEO/AEO had no strategic owner.
Our approach
We deployed a full-funnel program coordinating intent-based paid media (LinkedIn, Google), an SEO content engine targeting buying-committee searches, and a new AEO program optimizing for ChatGPT and Perplexity citations in the category.
Sales-pipeline attribution was rebuilt from scratch with multi-touch modeling tied to opportunity stage progression.
The outcome
In 12 months, the program generated $80M+ in net-new ARR pipeline, with marketing-sourced opportunities making up 47% of total enterprise pipeline — up from 12% prior year.
Next step
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