---
title: "Fueling the Funnel: 3,000% Funnel Growth in 12 Months | LeadCoverage Case Study"
---

[ Back to Case Studies ](https://leadcoverage.com/case-studies/)

Case Study  ·  GTM & Demand Generation

# 3,000% Funnel Growth in 12 Months

How a referral-grown FreightTech company built a full GTM engine on HubSpot and turned scattered effort into measurable, compounding pipeline.

+3,308%

middle-of-funnel growth in 12 months (118 to 4,021)

+1,189%

bottom-of-funnel growth in 12 months (9 to 116)

132

PR mentions vs. competitors

$270K

in publicity value

77

qualified leads from paid media at a 13.71% CTR

The Challenge

## Noise, but no sustained growth

Despite a strong market presence, the company operated without a centralized CRM or marketing platform and had limited success with digital campaigns. Disconnected outbound efforts, weak paid media ROI, and unmeasured PR created noise but no sustained growth.

The Opportunity

## A go-to-market engine built for scale

Leadership needed a go-to-market engine built for scale, visibility, and pipeline impact: a single, measurable system to replace scattered tactics and turn the company's strong reputation into compounding growth.

The Solution

## The Revenue Engine Framework, end to end

LeadCoverage deployed its proven Revenue Engine Framework, Share Good News, Track Interest, Follow Up, to guide the transformation.

Share Good News

### Build the PR Engine

Built a PR engine around partnerships, thought leadership, and TMS market influence to put the brand in front of the right audience.

Track Interest

### Stand Up the Stack

Deployed the full HubSpot stack, CRM, CMS, and MAP, with lead scoring, lifecycle tracking, and data hygiene for a single source of truth.

Follow Up

### Automate & Enable

Automated workflows, optimized handoffs to sales, and delivered ongoing enablement so the engine kept running after launch.

A comprehensive training program empowered the sales team to leverage the new platform, building on their existing CRM experience, and a domain warming campaign prepared the company's domain for optimal performance in future initiatives.

The Results

## A funnel rebuilt for scale

In 12 months, the engine turned scattered activity into compounding, measurable growth across the funnel:

- **A full HubSpot stack implemented** across CRM, CMS, and MAP, with lead scoring, lifecycle tracking, and data hygiene.
- **Middle-of-funnel volume grew from 118 to 4,021** (a 3,308% increase) and bottom-of-funnel from 9 to 116 (a 1,189% increase).
- **132 PR mentions and a 39% share of voice** against competitors, worth $270K in publicity value.
- **77 qualified leads from paid media** at a 13.71% click-through rate, 448% above the industry average.

Learn More

## Explore more from LeadCoverage

[LeadCoverage: Leader in GTM in Supply Chain at-a-Glance Deck ](https://the-gtm-operating-layer--i42jb7h.gamma.site/) [LeadCoverage | HubSpot Implementation Partner ](https://leadcoverage-6tcko58.gamma.site/) [Lead the Market with an Index ](https://lead-the-market-rn7rgxv.gamma.site/) [Three Strategies Working in Supply Chain Marketing ](https://three-proven-strategies--aopdmjj.gamma.site/) [Why PR Matters in Supply Chain ](https://leadcoverage-pr-tu7p524.gamma.site/) [Understanding Intent Data ](https://understanding-intent-dat-zr7h1wq.gamma.site/) [Analyst Relations: Where Market Leadership is Earned ](https://analystrelations-where-m-14eomi8.gamma.site/) [The Revenue Engine Workshop with CEO, Kara Smith Brown ](https://the-revenue-engine-works-1ng6coj.gamma.site/)

## Ready to build your revenue engine?

We make market leaders.

[Visit LeadCoverage](https://www.leadcoverage.com) [The Revenue Engine](https://www.therevenueengine.com)