Enterprise Platform Go-to-Market Strategy That Scaled to $112M ARR
Built an integrated platform, go-to-market engine, and conversion model that helped scale a new business unit to $112 million in ARR in 3 years
The Challenge
The newly created business unit brought together acquired technologies and teams. Once the integration work was complete, the business needed a unified market story strong enough to compete with the largest brands in the category.
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The challenge extended well beyond messaging. The portfolio needed to be positioned as a coherent platform, enterprise SaaS launches needed an integrated demand strategy, sales needed to learn a new conversation, and pricing had to shift from fee-for-service models to SaaS packages. At the same time, slow lead assignment and fragmented handoffs were creating friction between buyer engagement and sales action, limiting the business’s ability to convert demand into new-logo growth.
The Action
We crafted the go-to-market and integrated demand strategy that transformed a collection of technologies into a market-ready SaaS platform built around five critical use cases.
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The work connected positioning, packaging, enterprise product launches, demand creation, lead management, SDR conversion, and sales enablement into one scalable growth system.
STORYTELLINGÂ
Repositioned the portfolio around the problems businesses most needed to solve focusing on five clear use cases.
FULLY INTEGRATED SALES AND MARKETING APPROACH
Crafted a fully integrated demand strategy, heavily focused on organic channels, for enterprise SaaS product launches.
ENABLED SALES TO TELL THE STORY
Enabled sales to lead with business problems and outcomes rather than individual product features.
COACHED SALES ON PRICING MODEL SHIFTS
Coached sales on how to explain value in the new pricing model that moved from fee-for-service approaches to SaaS platform offers.
NEEDED LEAD SPEED
Significantly reduced lead assignment time from more than 300 days to fewer than 10 days.
ANALYST CREDIBILITY
Established a presence with key industry analysts and participated in core evaluations to illuminate product capabilities.Â
The Results
$112M
Annual Recurring Revenue
5,000+
Organic ICP Leads GeneratedÂ
$51M
New Pipeline Created
120%
Increase in Annual Contract Value
The impact
Why it worked
The integrated platform and growth strategy helped build the business unit from inception and no revenue to $112 million in annual recurring revenue in under three years.
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The business also won two of the world’s top retail pharmacies, several major global banks and insurance companies, and industry leaders in cable and telecommunications.
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The new conversion motion shortened the path from inquiry to sales action, while the AI-powered campaign system increased the speed and scalability of integrated campaign development across the marketing organization.
The strategy connected the full growth system.
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Clear use-case positioning made the platform easier to understand and buy. Integrated launches created demand. Faster qualification, routing, and Marketing-to-SDR coordination turned engagement into timely sales action. Intent and behavioral data focused teams on the accounts most likely to convert, while AI increased the speed and consistency of campaign development.
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Together, these changes gave buyers a clearer path to value and the business a scalable way to compete at enterprise scale.