Proof

Specificity beats prestige. The numbers do the talking.

Historical engagements and reported findings. Five are on the record by name — Quovant, Avaya, Accela, Kimco, Convergent. Active clients stay anonymized until they clear their names. Pipeline opportunities are distinct from booked revenue; later acquisitions are company outcomes.

Named case studies

QuovantMSP for legal departments~80% of cold calls were outside the buying market; sales-effectiveness redesign. Quovant was later acquired by Miratech.

AvayaPandemic-era UCaaS launchTAM-led pipeline development: 20,000+ companies engaged, ~$80M in pipeline opportunities over two years.

AccelaCivic-technology platform (SLED)Five-year prospect-development program: ~4,600 agencies qualified down to who decides. “The leads never stopped.” — SVP Marketing

ConvergentDigital signageEquipment business reinvented as industry-first Digital-Signage-as-a-Service — T-Mobile + Home Depot at $20–30M/yr, 80% non-recurring → 80% recurring → acquired by Sage Networks.

KimcoFacility servicesLead-gen engagement became the audition: interim sales leadership in 90 days, data build + Salesforce cleanup, sales org rebuilt → acquired, successful investor exit.

Pattern cases · identity withheld

Financial servicesCorporate-payments fintech · RevOps assessment47% of CRM activity aimed outside the ICP while 82% of ARR came from 34% of deals — the concentration finding that became the growth plan.

CybersecurityServices firm · Pipeline development · 2022The program the client terminated early — no notice, terms broken — because it was “more business than we can handle.” We let them out. Reluctantly.

Marketing servicesNational marketing-leadership firm · Channel buildIts best channel — PE/VC referrals — was running by accident. Mapped as a ~600-account dealmaker market, worked deliberately, plus a productized diligence offer for the partners themselves.

Enterprise softwareGlobal vendor, post-acquisitionA finite account set with one or two real decision-makers per account — more contacts was never the answer; coverage discipline was.

Run · RevOps-as-a-Service

A $50M+ IT services firm pursuing $150M

Only 24% of its 18,775-account market was in Salesforce; as much as half of BD effort was wasted on wrong contacts and accounts. Now runs governed TAM, AI research, signal-driven campaigns, and a live RevOps portal across four partner alliances.

Run · Managed ABM Programs

An industrial software company

40,000 calls produced 4 leads under the volume model — not because the callers were bad, but because nobody governed who they called. Rebuilt as tiered, corporate-first ABM with buying-committee mapping. The starting baseline informed a redesign around target accounts and buying committees.

Run · Pipeline-as-a-Service

A creative-services firm

No CRM, no data — a content-led motion (whitepaper → LinkedIn → sequences) stood up from scratch on the platform. Now the live test bed for enrichment effectiveness.

Diagnose · Coverage-Gap Analysis · Channel motion

A global compliance provider (via white-label partner)

A 35,500-company managed market across 15 countries; coverage-gap + customer suppression + 900 verified contacts per month into the reps' dialer. The initial lists were delivered in two weeks in that engagement; timing and access are scoped separately for each client.

Platform economics

Cost reporting for covered research and data work. The engagement defines which sources and actions are included. Compare vendor charges, implementation and client or partner effort together when evaluating total cost.

What's the number for your market?

The coverage-gap analysis finds it.

Request the analysis