A Y Combinator-backed B2B SaaS AdTech platform hired RCKT's founder to overhaul its go-to-market engine and achieve aggressive ARR goals, shifting from founder-led sales to predictable, scalable growth. Over 12 months, the founder redesigned the entire growth system—including positioning, demand generation, partner ecosystem, PLG, retention, and analytics—driving rapid, measurable traction.
The Challenge
The company lacked ICP clarity, had generic messaging, an unaligned brand, inconsistent demand, onboarding friction, and disjointed sales, resulting in fragmented RevOps visibility and a missing predictable growth engine.
RCKT’s Approach
- Positioning & ICP Clarity: Refined ICP to SMB Amazon/eCommerce brands and established a value-driven narrative.
- Demand Generation Engine: Launched a new conversion-focused website, rebuilt landing pages, and implemented a unified system (AEO, SEO, content, webinars, paid acquisition) with new lifecycle journeys.
- Partner Co-Marketing Ecosystem: Created a co-marketing program with complementary partners, consistently yielding 3–4X monthly lead volume via co-branded assets and integrated campaigns.
- Sales-Led Growth (SLG): Installed a revenue engine with consistent follow-up, structured discovery, and repeatable sales motion, aligning sales and marketing to convert high-quality, predictable leads into revenue.
- Retention & Customer Experience: Redesigned onboarding, rebuilt intake workflows, developed new productized service tiers, and improved alignment across sales, CS, and product to reduce churn.
- Analytics & RevOps: Implemented HubSpot and Looker for full attribution, funnel visibility, activation tracking, and performance measurement, enabling predictable forecasting and faster decision-making.
Execution Highlights
- Complete rebrand with ICP-aligned messaging
- New conversion-focused website + re-engineered landing pages
- AEO + SEO content engine with marquee eBook lead magnets
- Co-marketing webinars and integrated partner campaigns
- Paid search, social, and programmatic advertising
- New social influence strategy across IG, FB, LinkedIn
- Sales enablement + lead handling processes
- Productized service tiers and revamped onboarding
- HubSpot + Looker dashboards and full-funnel analytics
Results
The integrated growth system delivered step-change improvements across every lever:
- 587% increase in lead generation
- 495% organic traffic growth
- 3.5X ARR expansion
- Partner engine delivering 3–4X monthly lead volume
- $1.5M marketing-attributed ARR through PLG activation
- Churn reduced from 7% → 3%
- Improved activation and retention across free and trial experiences
- Predictable, scalable monthly demand
Why It Worked
The transformation aligned positioning, demand, SLG, partner marketing, lifecycle, and RevOps into one cohesive system. By establishing clarity, cross-functional alignment, and full-funnel visibility, the company unlocked sustainable, repeatable growth—becoming a foundational example of the RCKT Growth System Framework in action.
The RCKT Takeaway
The systems proven here—ICP clarity, full-funnel demand, lifecycle excellence, SLG, partner ecosystems, and retention—now form the backbone of how RCKT helps early-stage B2B SaaS founders build predictable, investor-ready traction.
