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Growth Stages
Growth Stages

Moving from Founder Driven Sales to a Digitised Sales Funnel

How a B2B SaaS subscription tech platform found a more sustainable way to grow.

A phase by phase insight into how I worked with a B2B SaaS subscription company to expand in the UK. We utilised AI tools to increase the effectiveness of the sales and marketing pipeline. We worked collaboratively and long term to ensure success of our work. 

I am still working with this client now to grow further, into their next new market.

Step 1: AI Driven Problem Solving

Finding the Barrier to Growth

The core issue stemmed from a sales and marketing model heavily reliant on existing networks, which proved insufficient for achieving scalable expansion. By identifying the disconnect between their traditional approach and the need for a more systematic, data-driven strategy, we pinpointed why their current efforts weren’t reaching new, broader markets.

 

Using AI driven research we analysed their buyer profile, messaging and route to market. The project focused on transforming their go-to-market strategy to enable sustainable, repeatable growth beyond their initial network.

Step 2: Evidence Based Strategy Testing

Identifying the Path to Growth

We meticulously worked to identify the optimal path forward, focusing on understanding the target audience, their needs, their value, their behaviours and priorities.

 

With supportive AI tools we worked together to develop and test company positioning and messaging. Until we had evidence of the most lucrative path forward. 

 

A crucial element of this strategy was rigorous testing, ensuring that every refined element contributed to a scalable and sustainable growth model.

Step 3: Coordinated Strategy Testing

Testing the Path to Growth

I worked with the client to identify the optimal path forward, focusing on understanding the target audience, their needs, their value, their behaviours and priorities.

 

With supportive AI tools we worked together to develop and test company positioning and messaging. Until we had evidence of the most lucrative path forward. 

 

A crucial element of this strategy was rigorous testing, ensuring that every refined element contributed to a scalable and sustainable growth model.

Step 4: Data Driven Pipeline Design

Feeding Into the Sales Funnel

Once we had data based confidence in the positioning, messaging, audience and approach we developed resources to strengthen the weakest part of the sales pipeline.

In this scenario the point of weakness was awareness of product capabilities due to unclear messaging and lack of coordinated promotional activity.

Working with the commercial team we developed a series of communications to reach out to an extremely targeted audience. 

Step 5: Data Driven Adaptation and Improvement

Securing Sales Funnel Stability

We worked together to manage and monitor the campaign. Keeping a close eye on campaign analytics we adapted and refined our approach so that we could repeat it with other audience groups.

 

The campaigns then fed prospects into the sales funnel to provide the commercial team with more and better quality leads. 

 

Working with the commercial team and with the help of AI tools we developed resources to enable the smooth transition from marketing, to lead, to demo, to sale.

Step 6: The Journey Never Ends

Ensuring Continual Growth

I continue to work with this client to further strengthen their growth. With the use of AI I work with the commercial lead to continually refine their positioning and increase ROI from marketing spend. 

We are expanding our approach now into a new market. Our data driven approach has provided us with confidence in how to best establish the software in this new market. The collaboration with the sales function has additionally strengthened the conversion from product awareness to sale.