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Casestudies.

Two companies with sales that depended on referrals. One went from 8 webinar signups to about 200. The other got inquiries rising after cutting its marketing team.

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Engineering software and B2B software

Two case studies.

An engineering software company got every contract through its founder’s network. Five months later 200 people signed up for its webinar.

Engineering software company

The company sells six-figure contracts. It spent $500 on ads to get 8 people to its first webinar. Five weeks later a webinar with an industry partner drew 113 signups with no ad spend, and the third had about 200 before it ran. In the first month of paid lead ads, a bidding change cut cost per lead from more than $330 to about $70. The company’s sales cycle is long, so these are early measures and the case reports no revenue yet.

Where it started

Sales were referral-based. The company published about one blog post a month and had never run an event or an ad. The website did not track a single form fill or download.

What ran

More & Faster built a webinar series and found industry partners to co-host it. One partner was the head of safety at a global standards body. Paid lead ads started on LinkedIn in the third month. The blog moved to about five posts a month. A trade publication with more than 200,000 monthly readers featured the company at no cost.

What changed

Webinar signups went up with each event: 8, then 113, then about 200. Paid ads produced 7 leads in their first month, and the last 5 cost about $70 each after the bidding change. Visits from other sites more than quadrupled in the month of the press feature. The website now records every demo request and case-study download.

8 signups / 113 signups / about 200 signups / cost per lead down 78%

A B2B software company cut its marketing team and a $30,000-a-month agency. Three months later inquiries were rising.

B2B software company

The company had cut an eight-person marketing team and ended a $30,000-a-month agency contract. In four months, monthly closed sales fell from more than $160,000 to under $10,000, and inbound interest dropped by two thirds. More & Faster ran its marketing for three months, starting with about 1,200 customers and prospects who had never received a regular email. New-business inquiries rose. Four months after the work ended, the company came back and signed again.

Where it started

The company had no marketing staff and no agency. It sent no newsletter, had published no blog posts the month before, and had no podcast. Most of its sales funnel went unmeasured.

What ran

More & Faster moved the email program to a new platform and lost 2 contacts out of about 1,200. A newsletter went out every two to three weeks. Three blog posts, three videos and a webinar shipped in the first month. A podcast launched in the second. A weekly scoreboard of 14 measures was set up to update itself.

What changed

The first three newsletters averaged 41% opens against the company’s own 25% target. New-business inquiries rose, which the company confirmed. The work ran for three months, so the case reports no closed revenue. The company signed a new agreement four months after the first one ended.

About 1,200 dormant contacts / 41% opens against a 25% target / client signed again

How The Build measures progress.

The Build sets the measure before the first outreach. The first measure is a qualified conversation with a clear next step. Accepted opportunities and signed work show later progress.

Weekly activity stays visible, and each monthly review ends with a decision about what continues or changes.

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