How a B2B SaaS Company Built a Predictable Pipeline in 90 Days
Client Profile
- Industry: B2B SaaS
- Stage: Growth-stage
- Market: India + Global
- Sales Model: Demo-led
The Challenge
The client was generating leads, but:
- No predictability in monthly pipeline
- Low MQL → SQL conversion
- Sales team wasting time on poor-quality leads
- High CAC with inconsistent ROI
Our Strategy & Execution
We focused on pipeline quality, not volume.
Key actions:
- Defined Ideal Customer Profile (ICP)
- Implemented lead qualification framework
- Rebuilt funnel tracking (MQL → SQL → Demo)
- Balanced outbound + paid acquisition
- Introduced speed-to-lead & follow-up cadence
Execution
- Funnel audit & data cleanup
- New messaging aligned to buyer pain points
- Paid + outbound campaigns with SQL filters
- Weekly pipeline review & optimisation
Results (90 Days)
- 2.5× increase in SQLs
- 40% improvement in MQL → SQL conversion
- 30% reduction in CAC
- Predictable monthly pipeline established
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