40% of pipeline was invisible. Three positioning gaps. Sprint started the following week.
Strong product, good NRR, but new business acquisition had plateaued for two quarters. They'd hired a growth lead six months prior with no material change in the trend. The board was asking whether the plateau was a strategy problem, an execution problem, or a market problem, and the team didn't have a confident answer. They needed a clear read before committing to more headcount or spend.
40%
Pipeline hidden in misattribution
3
Positioning gaps uncovered
5 days
Audit duration
2
Positioning plays now live
The situation
Strong product, good NRR, but new business acquisition had plateaued for two quarters. They'd hired a growth lead six months prior with no material change in the trend. The board was asking whether the plateau was a strategy problem, an execution problem, or a market problem, and the team didn't have a confident answer. They needed a clear read before committing to more headcount or spend.
What we did
Standalone signal audit, no sprint commitment required upfront. In five days we mapped every traffic and pipeline source against actual closed revenue. We identified a content channel responsible for 40% of historical pipeline that had been consistently misattributed to direct traffic in their analytics setup. We also ran a structured competitor positioning analysis and found three gaps no one in the market was clearly addressing. We delivered a sprint readiness recommendation with ranked opportunities and confidence scores for each. They proceeded to a full growth sprint the following week.
- 1
Full channel-to-revenue attribution mapping across all traffic sources
- 2
Analytics audit: identified misconfigured UTM tracking and direct traffic misattribution
- 3
Historical pipeline source reconstruction: 18 months of closed-won data re-attributed
- 4
Competitor positioning matrix: six direct competitors, 14 positioning dimensions
- 5
Gap analysis: three unaddressed positioning spaces with supporting search intent data
- 6
Sprint readiness report: ranked opportunities with effort estimates and confidence scores
“The audit gave us more strategic clarity in five days than six months of internal analysis. We went from debating whether to hire another growth person to knowing exactly where to focus the team we already had.”
CEO
Series B SaaS, US
Results
Channel driving 40% of pipeline (previously untracked) identified
Three positioning gaps confirmed, two now in market
Proceeded to full growth sprint on completion of audit
Results like these start with 30 minutes.
No deck, no pitch. We'll tell you what an audit would surface and whether a sprint is the right move.
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