Situation
The company had product-led adoption but no outbound motion, no product marketing function and no reporting that connected activity to pipeline.
The question
How do you add a full pipeline motion in one quarter without hiring a team to run it?
What LeadStrategus did
- Built the target universe and the messaging for each persona.
- Set up a buyer-first digital funnel alongside a managed outbound pod.
- Instrumented the motion so every stage was measured weekly.
- Used an interactive quiz as the entry point to the digital funnel.
Evidence and deliverables
- Target universe and persona messaging
- Digital funnel and outbound sequences
- Weekly pipeline reporting
Outcome
23 qualified meetings in the first quarter and $1.9M in pipeline within six months.
What changed in the GTM motion
Pipeline became a measured motion with weekly numbers rather than a by-product of product usage.