REVENUE OPERATIONS ENGINE BUILT FROM SCRATCH
5,000+ MQLs Generated for SaaS Platform
Manycore Tech, a PLG-driven platform, faced a critical growth ceiling. Its B2B SaaS business, accounting for 90% of revenue, was stalling. The core problem was a strategic disconnect: the PLG engine was brilliant at attracting users but failed to convert them into high-value enterprise accounts.
The result? A sales funnel leaking at every stage, a lead-to-customer conversion rate below 2%, and a CRM holding 500,000 dormant leads—a massive cost center where 98.5% of our acquisition budget was being wasted. My mission was to build a system to turn this dormant database from a liability into our most valuable revenue engine.
My Architecture: A Three-Layered Revenue Engine
I acted as the strategic architect for the B2B demand engine. I identified systemic flaws in our lead lifecycle, designed a modern, multi-stage nurturing framework, and drove cross-functional alignment among Marketing, Sales, and a newly formed SDR function to turn strategy into measurable revenue.
The Blueprint: Diagnosis & Validation
→ Diagnosed funnel drop-offs through cross-functional journey mapping
→ Designed MVP pilot to validate approach before full-scale rollout
→ Partnered with Convertlab (equivalent to HubSpot + Segment) to architect a tech solution
The Technology: Building the Data & Automation Engine
→ Unified behavioral and identity data across website, CRM, and social platforms into Convertlab CDP
→ Built automated nurture flows on the enterprise messaging platform integrated with CRM and content touchpoints, triggered by engagement score & funnel stage
→ Defined 7-stage lifecycle model with tagging, scoring, and persona-specific messaging
The Process: Establishing the SDR Function & RevOps Alignment
→ Built a dedicated SDR team to manage hot leads surfaced by nurturing flows
→ Designed processes for SDRs to support trial activation, Q&A, and intent qualification
→ Developed warm lead routing logic and handoff triggers to sales team
→ Conducted stakeholder workshops to drive adoption and alignment across marketing, SDR, and sales functions
The new Revenue Operations engine fundamentally transformed our growth trajectory, delivering multi-million dollar impact:
Nuturing Database
200,000
MQL Generation
↑5000+ annually
Conversion Rate
↑16% (lead-to-customer)
Revenue Growth
↑11% YoY (multi-million USD impact)
Sales Efficiency
Shorter cycles, reduced manual touchpoints
Funnel Visibility
Full lead journey traceability with CDP & SDR notes
Prevention > Reactivation
Reactivating cold prospects is rarely as effective as preventing dormancy in the first place. A strong engagement infrastructure ensures leads remain warm and conversion-ready, yielding better ROI over time.
From Funnel to Flywheel
A linear sales funnel is obsolete in a saturated market. We built a 'no prospect left behind' flywheel, where rejected leads are systematically re-engaged. This transforms sales rejection from an endpoint into a long-term cultivation opportunity."
Technology + Human Intelligence
Sophisticated MarTech amplifies your strategy, but it's the human intelligence from SDRs that sustains it and drives long-term results. The winning combination creates compound growth effects that exceed traditional acquisition approaches.
Intelligence over Brute force
This project proved that in a budget-constrained environment, the winning strategy is not to shout louder (more ad spend), but to listen better. By combining the scale of marketing automation with the nuanced intelligence of an SDR team, we created a compound growth engine that consistently outperformed raw lead acquisition.