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Read the issueBuild pipeline
Pipeline Engine
Demand gen your sales team actually wants. Pipeline-first demand generation: digital performance campaigns, ABM and positioning built on your ICP and customer journey.
What you get
The work, in plain terms.
- Digital performance campaigns aimed at accounts that fit your ICP
- Account-based marketing (ABM) coordinated with sales
- Positioning that names your buyer’s problem
- Reporting on pipeline and revenue, not vanity metrics
Best when
Your ICP is clear, but pipeline is thin or the leads you get don’t convert.
Expected outcome
Qualified conversations with the right accounts.
Other ways to work together
Not quite right?
Go deeper
From the Brief on this topic.
ICONIQ published its annual software growth report this month, and then did something unusual with it.
ICONIQ’s study of 137 software companies shows two populations instead of one curve, and a median that no longer works as a planning number.
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Read the issue
FAQ
Straight answers.
The questions people ask before they book, answered plainly.
Demand gen your sales team actually wants. Pipeline-first demand generation: digital performance campaigns, ABM and positioning built on your ICP and customer journey.
Your ICP is clear, but pipeline is thin or the leads you get don’t convert.
Digital performance campaigns aimed at accounts that fit your ICP. Account-based marketing (ABM) coordinated with sales. Positioning that names your buyer’s problem. Reporting on pipeline and revenue, not vanity metrics. Expected outcome: Qualified conversations with the right accounts.
It covers Prey, Trail. The framework has three moves: the Prey (your ICP), the Trail (the customer journey) and the Hunt (cross-functional execution).
Book a call at pveloso.com and share where your revenue engine stands today. Paulo will find a time to connect and help you pick the right starting point.
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