industry
duration
new customers
Impact
Pipeline
EFFICIENCY
Outcome
A fast-growing PM Saas platform had proven product-market fit in SMB – but kept losing enterprise deals to incumbents on credibility, not capability. With no outbound infrastructure and no enterprise playbook, Funnl was brought in to build the motion from scratch.
Buyers defaulted to incumbents without targeted, trust-building outreach.
Unclear whether to target mid-market ($10-50M) or true enterprise ($100M+) accounts scattered effort.
Enterprise deals required longer evaluation windows, budget alignment and pipeline planning several quarters in advance.
5-7 decision-makers across IT, PMO, Finance and the C-suite required coordinated consensus.
Zero SDR processes, sequencing tools or enterprise playbacks were in place.
Enterprise buyers demanded quantified productivity ROI and compliance-grade proof.
Meetings Delivered (SQMs)
63
Opportunities Created
45 SQLs
New Enterprise Customers
11
Opp-to-Close Rate
24.4%
Overall Close Rate
17.5%
Monthly Meeting Velocity
7.9 / mo
Enterprise Revenue Target ($50M+)
68%
VP OF SALES - LEADING PROJECT MANAGEMENT SAAS PLATFORM
Pipeline Created
Mtg-to-Opp Rate
New Enterprise Logos
Enterprise ICP ($50M+)
400+
Accounts
Targeted
97%
Valid
63
Meetings
SQMs
71%
Conv.
45
Opps
SQLs
24.4%
Opp-to-close rate
17.5%
Overall close rate
11
Enterprise customers
FunnL built the outbound motion from scratch, validated the enterprise ICP, and turned consistent meeting volume into real pipeline and closed revenue.
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