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title: From Zero to 130+ MQLs in Six Months | LeadCoverage Case Study
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Case Study  ·  The Revenue Engine

# From Zero to 130+ MQLs in Six Months

How LeadCoverage built a global 4PL's revenue engine from the ground up, from no CRM to a repeatable demand machine.

130+

marketing-qualified leads generated

2×

the prospect target hit (1,074 companies)

6,300+

contacts in the demand funnel

169.1M

earned media views, none paid

The Challenge

## A strong reputation, no engine to grow it

The company had a strong product and a strong reputation among customers, and no engine to grow beyond them. There was no CRM, no demand generation, and no media or analyst program. Marketing was inconsistent, and the pipeline relied on relationships and referrals. In a category where buyers trust analysts and trade press, they needed a scalable, repeatable way to generate demand and be seen as the leader they already were.

The Solution

## The Revenue Engine Framework, built from scratch

LeadCoverage built the full Revenue Engine Framework from the ground up as one coordinated motion, not scattered tactics.

Step 01

### Share Good News

Positioned the client's executives as the authoritative voices in their category, building press narratives around hard industry data. Ran earned media and analyst relations as one motion, landing tier-one and trade placements while briefing the most influential analysts covering the space.

Step 02

### Track Interest

Stood up HubSpot from scratch, defined the Ideal Customer Profile, and launched coordinated demand generation across email, social, web, and paid media, with engagement scoring on every interaction.

Step 03

### Follow Up

Built a stage-gated marketing-to-sales handoff with lead scoring, a dedicated sales review queue, and automated workflows that keep reps focused on warm, high-potential opportunities.

The Results

## Market authority, earned. A demand engine, built.

A strong company does not grow on reputation alone. LeadCoverage built the engine that turns expertise into demand, taking the client from zero to 130+ MQLs in their first months live while earning executive visibility in Forbes and briefings with the analysts who define the category.

- **130+ marketing-qualified leads** generated from a standing start.
- **1,074 target-fit companies engaged**, 2× the goal, with 6,300+ contacts in the funnel.
- **HubSpot built and live**, running a full-funnel program across email, social, web, and paid media.
- **A live marketing-to-sales handoff** so reps work warm opportunities, not cold lists.
- **A bylined executive placement in Forbes.**
- **Tier-1 Gartner analyst briefings completed**, plus a Nucleus Research platform briefing.
- **28 media placements and 169.1M earned views**, none paid.

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)