3.4x pipeline growth in year one

Meridian Software

Snapshot

About this engagement

Meridian Software, a UK SaaS vendor, is the published client on this Go-To-Market Strategy engagement, and year one is the window both of its published figures cover. Pipeline grew 3.4x in year one, and referral dependency fell from the 80% of new revenue the engagement started on to 31% over the same year. A Go-To-Market Strategy engagement is the work of agreeing the ideal customer profile (ICP), the message, and the channel mix a sales team sells on. A plan only counts when a sales team can run it, so the ICP, the message, and the channel mix reach the reps in the form they use.

Challenge

What we were asked to solve

A go-to-market plan has to answer three questions before any budget moves: which companies to sell to, what to say to them, and where to reach them. 80% of new revenue came from referrals, the published starting point for the engagement.

Solution

How we approached it

A Go-To-Market Strategy engagement starts with the ideal customer profile, because the message and the channel mix only work once the companies they point at are agreed. The channels and systems this engagement ran on are not published.

The message follows the ICP, so every rep makes the same argument to the same buyer. The channel mix comes last, after the buyer and the message are settled.

Results

The numbers that tell the story

3.4xpipeline growth in year one

6wksto first mid-market opportunity

80%→31%referral dependency reduced

Why us?

Why clients choose xpandly

Built on verified data

Every program targets from the data platform: 2.2 million verified data points across demographic, firmographic, intent, and behavioral datasets, updated daily.

Four published results

Each case study names the client, the service, and the published result, from 184 qualified Microsoft Copilot leads in 90 days to 57% lower cost per lead on LinkedIn.

What qualified means

A qualified lead is a verified decision-maker who is evaluating now, delivered with the buying trigger, the stakeholder map, and the intent history. Each one reaches your sales team in that form.

A published guarantee

The xpandly guarantee covers Microsoft Copilot leads. The Microsoft Copilot Lead Generation program page states its number, its window, and its remedy in full.

More work