From Unknown to Unstoppable
Repositioned a $450M Services Company for Explosive Growth

The Challenge

The company was facing one of the most difficult years in the industry’s recent history. Despite a strong operational foundation, it remained virtually unknown in the market—averaging fewer than 30 website visitors per week.

Growth was entirely organic, fueled by a small number of loyal, long-standing clients—many of whom had been with the company for over a decade.

Leadership set a bold objective: dramatically increase revenue through new logo acquisition. However, several obstacles stood in the way:

  • No go-to-market strategy or demand generation engine

  • Minimal brand visibility, with no presence in analyst rankings or comparison sites like G2 or Everest

  • Incongruent sales messaging and weak proof points (e.g., below-average Glassdoor rating despite claims of high agent engagement)

  • A generic website lacking a compelling digital experience to showcase differentiation or client dedication

  • Sales and marketing misalignment that slowed execution and limited effectiveness

The Solution

To address these issues, I conducted a full GAP analysis, revealing critical weaknesses in positioning, messaging, and marketing infrastructure. From there, I implemented a multi-phase transformation to build a scalable, data-driven revenue engine:

  • Go-to-Market Realignment: Rebuilt the GTM strategy from the ground up, aligning it with business goals, sales priorities, and market dynamics.

  • Demand Generation Blueprint: Created the company’s first enterprise-wide demand gen program, including multi-channel campaigns, account-based marketing, and targeted outreach.

  • AI-Enabled Sales Activation: Facilitated onboarding of a modern AI-powered sales platform to improve intent targeting, lead scoring, and engagement workflows.

  • Content Strategy & Sales Enablement: Developed a content roadmap to support both lead generation and sales—covering persona-specific messaging, case studies, and sales battlecards.

  • Ideal Customer Profile (ICP) Development: Built and operationalized a data-backed ICP to guide segmentation, targeting, and campaign design.

  • Data-Driven Decision Making: Introduced a marketing analytics framework to support optimization, performance tracking, and ROI analysis.

  • Momentum-Driven Messaging: Crafted a cadence of press releases and corporate comms to build credibility and market traction.

The Results

In just 17 months, I led a complete marketing overhaul that drove the company’s best growth year in history:

  • +3,500% increase in brand awareness

  • +440% increase in new business pipeline

  • $122M in new pipeline revenue

  • Highest new logo acquisition rate in company history