M+R Growth Co.

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Zero-to-One GTM Build → $1M+ Revenue in 7 Months

Zero-to-One GTM Build

$1M+ in 7 Months

Built and launched a multi-product GTM engine across Sales, Ops, Customer Success, and Partnerships.

New revenue line, workflows and team → Stood up in <90 days

The Why

A strategic acquisition unlocked access to a global media product line — but the GTM team wasn’t built to support it. No pricing. No delivery plan. No clear motion.
Massive market upside, but no system to catch it.

The Situation

  • Scale-up SaaS company post-acquisition
  • Global product layered onto NA-centric team
  • Existing GTM engine not built for this motion

The Challenge

  • No GTM plan, no team or delivery model. Starting from scratch
  • New ICP, longer delivery path, operations not aligned
  • High upside — but risk of missing the timing window

What They Needed

  • Build a new GTM engine alongside the existing one
  • One operator to own sales, messaging, enablement, cs, ops — end to end
  • Launch fast. Make it stick across teams, workflows, time zones

The GTM & Company Snapshot

  • Industry: B2B SaaS | HR / Recruitment
  • Stage: 100–200 employees, $15M–$35M ARR
  • Product: Media + SaaS + Services
  • Team: 30+. Multi-function GTM
  • Sales Motion: Outbound, Channel, Marketplace
  • Buyer: Enterprise TA, HR, Ops (VP, C-level, multi-threaded)
  • Deal Type: Net-New & Expansion. $5K–$1M+ contracts, 1–4 month cycles
  • Competition: Crowded, legacy incumbents + agencies
  • Marketing: No inbound — GTM execution-led

What Was Delivered

GTM Architecture + Product Activation

Problem: Misaligned targeting and workflow friction risked a messy launch.

  • Mapped ICP gaps, lead handoffs, sales friction — fixed before launch.
  • New targeting, pricing, SOPs, and offer frameworks launched across four sales motions.
  • Wired revenue motion into dashboards, forecasting, and leadership systems.

Impact: Faster pipeline generation, less friction to revenue.

Unified Messaging & Market Fit

Problem: Early-stage messaging was fragmented across teams.

  • New product sub brand launched to align new positioning
  • Built enterprise buyer stories, outbound decks, and messaging frameworks.
  • Tightened positioning based on live buyer feedback mid-launch.

Impact: Unified the story — accelerated buyer trust and shortened sales cycles.

Sales Execution

Problem: New tool. Fast moving machine. Don’t break

  • Deployed end to end GTM engine and support, lead gen to close.
  • AE and SDRs coached via async deal reviews and live training loops.
  • Embedded growth playbooks for CS to drive renewals, upsells, expansions.

Impact: Revenue engine scaled independently

Team Enablement

Problem: Teams weren’t ready to execute new GTM motions.

  • Stood up small GTM team covering Sales, CS, Ops.
  • Sales, CS, marketing teams ramped through live & async enablement programs.
  • Centralized playbooks, SOPs, and best practices into one cloud-based hub.

Impact: Well supported revenue team closes more deals

Project Management

Problem: Execution drag kills speed in GTM launches.

  • GTM operating infrastructure deployed across NA, UK, and EMEA
  • Managed 10+ parallel GTM projects without execution drag.

Impact: Fast, organized execution unlocked early market capture.

The Business Impact

  • $1M+ ARR within 7 months
  • 20+ new logos closed (2× $250K+) within first two quarters
  • Multi-million dollar pipeline built — 60+ qualified opps generated in 60 days
  • New business line launched with 4 distinct sales motions — fully embedded into existing enterprise GTM structure
  • 5-person GTM team hired, trained, and running independently
  • 50+ global partners activated through expanded channel program

Built from zero, the motion scaled to $3M+ ARR — and opened doors to some of the company’s largest customers.

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