SaaS · India + SEA
Rebuilding a pipeline engine from scratch in two quarters
A funded SaaS company with strong product and flat pipeline. We took over marketing leadership, rebuilt positioning, and turned paid into a predictable engine.
+186%
Qualified pipeline
vs. prior two quarters
-38%
Blended CAC
at higher spend
-24 days
Sales cycle
average close time
-90%
Reporting effort
hours per week
The challenge
Three agencies, no shared thesis, and a pipeline that had been flat for four quarters.
Positioning described features, not outcomes — so every deal became a price conversation.
Reporting took two people two days a week and nobody trusted the numbers.
What we did
- Embedded Fractional CMO to own strategy, budget and agency alignment.
- Repositioned the category story around a single measurable outcome.
- Rebuilt paid around three tested theses and killed 11 legacy campaigns.
- Consolidated reporting into one source of truth refreshed daily.
Engagement flow
Diagnose
Position
Build
Scale
Compound
Results
- Pipeline coverage moved from 1.4x to 3.6x of quarterly target.
- Two channels retired; budget redeployed into the two that compounded.
- Leadership now runs a weekly decision meeting off one dashboard.
"We didn't get another vendor. We got a marketing leader who owned the number with us."
VP Growth, Series-B SaaS
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