During my collaboration with CloudNC, I executed a comprehensive transformation of their go-to-market strategy, transitioning from a product-led growth (PLG) model to a sales-led approach, while simultaneously building a strong demand generation foundation to drive scalable growth.

Month 1-2: Transitioning to a sales-led model

• Conducted a product-market fit (PMF) assessment, identifying misalignments in the PLG model with CloudNC’s Ideal Customer Profile (ICP).

• Recommended a shift to a sales-led or sales-assisted model, gated by demo forms for higher conversion potential.

• Created a detailed sales playbook and script for business development representatives (BDRs) to improve lead engagement and conversions.

• Revamped the sales productivity stack by introducing tools like JustCall for scaled phone outreach and SendSpark for personalized demos.

• Launched lead generation campaigns on RB2B! and Clay, generating qualified leads through de-anonymized website visitors, LinkedIn, and Google Maps.

• Designed a sales productivity revenue model to plan for headcount increases as the new sales-led model scaled.

• Developed an email deliverability guide to prepare domains for outbound email scaling.

• Set up HubSpot demo forms and automated lead nurturing and activation flows.

• Created a reseller enablement kit, including emails and bundling strategies to empower external software reseller sales teams.

Month 3-4: Building demand generation and scaling deal flow

• Refined product marketing messaging based on customer research and insights from the newly implemented sales processes.

• Hired a designer to revamp key product landing pages on Webflow to align with updated messaging.

• Established the foundation for a demand generation strategy across social media, newsletters, blogs, ads, content, and PR.

• Prepared cross-functional launches for new products in alignment with the demand generation strategy.

Month 5-6: Content production and scaling demand generation

• Managed a team of two content creators (a videographer and a subject matter expert) to produce weekly technical video content.

• Created extensive visual references and channel-specific guidelines to streamline content distribution across five social platforms.

• Automated video clip production and distribution using Swell.ai, ensuring efficient and consistent content output.

• Supported the hiring of a full-time Head of Growth to take ownership of the foundations and strategy implemented.

This strategic engagement positioned CloudNC for scalable growth by aligning their sales model with their ICP, building a robust demand generation engine, and laying the groundwork for sustained content and revenue growth in the competitive B2B SaaS manufacturing space.