$200K to $3.4M in Pipeline Opportunities in One Quarter

A Nashville-based venture-backed climate tech startup serving top CRE organizations had experienced early success through a founder-led sale approach for five years, but they were ready to accelerate their growth.

After raising their Series A, I was hired as Head of Marketing (eventually becoming Head of Growth) — the first in-house marketing leader. Tasked with developing the GTM strategy, I followed the same process outlined here as premeditated growth’s signature strategy.

KEY GTM ACTIVITIES:

Developed new ICP to sell to CRE organizations rather than individual commercial buildings, increasing deal size and efficiency amongst sales team

Rebranded, including new brand name and new visual brand (and redesigned website) to better align with ICP

Created key messaging guide, including newly established value props and objection handling

Implemented marketing distribution through strategic press releases and media outreach, gated whitepapers, SEO-driven blog content, digital advertising, and social media

Implemented sales distribution through targeted BDR outreach, account-based marketing (ABM), and event marketing strategies