From Zero to Pipeline in 90 Days | LeadCoverage Case Study

The Challenge

Strong capabilities, no GTM engine

The company had strong capabilities but no scalable GTM strategy. They operated without defined marketing automation, a structured demand generation engine, or visibility into ICP engagement. Sales and marketing were misaligned and lead generation was inconsistent. Leadership needed speed, structure, and a scalable pipeline strategy.

The Opportunity

Stand up the engine in 90 days

The company partnered with LeadCoverage to build a full-funnel demand generation program from scratch. The initial 90-day scope spanned GTM strategy, HubSpot deployment, ICP definition, content, PR, and paid campaigns, all mapped to pipeline growth and attribution.

The Solution

The Revenue Engine Framework, deployed fast

LeadCoverage deployed its Revenue Engine Framework, Share Good News, Track Interest, Follow Up, to launch a full GTM engine quickly.

Share Good News

Build Visibility

Developed foundational brand messaging and StoryBrand positioning.
Published content tied to ICP verticals, including thought leadership, blogs, and gated assets.
Activated PR and podcast placements to build executive visibility.

Track Interest

Capture Demand

Implemented a net-new HubSpot instance with lead scoring, lifecycle stages, and engagement tracking.
Defined ICP segmentation and launched cold and retargeting paid media campaigns.
Built unified dashboards for real-time campaign and funnel visibility.

Follow Up

Convert & Hand Off

Created RevOps processes between HubSpot and Salesforce.
Enabled lead routing and SDR handoff from MQL to SQL.
Provided training and dashboards for executive and ops teams.

The Results

A scalable GTM engine, in one quarter

In just 90 days, LeadCoverage delivered a fully operational demand generation engine:

HubSpot CRM implemented with lead scoring, lifecycle stages, and automated workflows.
4 sales-ready MQLs, plus executive dashboards and SDR handoff processes in place.
Live campaign infrastructure connected to Salesforce for real-time pipeline visibility.
A full-funnel GTM motion across content, PR, email, paid media, blog, and lifecycle automation, built to scale.

In 90 days, LeadCoverage helped transform a tactical marketing function into a strategic GTM engine, equipped with the tools, content, visibility, and execution to scale.

Learn More

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LeadCoverage: Leader in GTM in Supply Chain at-a-Glance Deck LeadCoverage | HubSpot Implementation Partner Lead the Market with an Index Three Strategies Working in Supply Chain Marketing Why PR Matters in Supply Chain Understanding Intent Data Analyst Relations: Where Market Leadership is Earned The Revenue Engine Workshop with CEO, Kara Smith Brown