How We Drove $8M in Pipeline for Cloud Msg
Filling an Empty Pipeline For a Conversational A.I. Company
“Whatever it is, the way you tell your story online can make all the difference.”
What you’ll learn:
The growth experiments that generated $8M in pipeline for Cloud Msg
Tactics we used for ads, content, & email outreach to engage CXOs
The step-by-step process that sparked conversations and pipeline
The backstory
Cloud Msg came to us as a B2B technology startup facing some growing pains. While it was too early for a full-time marketing team, they were at a point where driving revenue was imperative.
Up until this point, growth came mostly from referrals and smaller local clients.
But they had an opportunity with a new conversational AI system they had developed.
Here’s a snapshot of their pitch deck:
They wanted to sell their conversational AI solution to large enterprises where deals could be worth anywhere from $100k ARR all the way up to $1m+ ARR.
In short? They needed to build a sales pipeline.
The Challenge: Getting in Front of Fortune 1000 Companies
How do we capture the attention of decision-makers at Fortune 1000 law and consulting firms? These are prominent, established companies. They are constantly approached by numerous competitors for their IT business.
The Solution: Rapid Growth Experiments
CloudMSG brought us on to help them rapidly learn and identify a winning formula for driving sales pipeline through digital channels.
The first thing we did was create an experiments ledger. We didn't go in assuming we knew exactly what would work. This was an unproven market with an unknown product, so we knew rapid experimentation was needed.
The ledger ended up in Asana after migrating from Google sheets, and that let us:
Track our hypotheses
Monitor the budget for each experiment
Measure key KPIs
Set specific goals
Record the results of each test.
The growth experiment dashboard we built and managed.
