Do you handle B2B SaaS performance marketing?
Yes, when performance marketing is treated as a revenue system, not a media-buying task. The work starts with ICP cohort analysis, CAC payback by segment, offer-message fit, and buying-committee content. Paid channels are adjusted after the buyer and proof system are clear.
What ARR stage is the right fit for your B2B SaaS engagements?
Series A through Series C between $2M and $50M ARR where execution capacity exists and the next growth direction has to be built. The most common profile is a Series B company post-raise that has a marketing team running campaigns and needs a coherent 90-day build connecting spend to ARR targets.
What does the SaaS Growth Plan produce for a B2B SaaS company?
A 20-30 page growth build document covering positioning work, ICP definition by cohort, go-to-market motion, paid acquisition architecture, and 90-day priorities with named actions. Delivered with a 90-minute executive session. The output is a growth plan your team executes from, not a presentation that expires.
How do you approach CAC payback for SaaS companies?
CAC payback is the scoreboard, not the whole cause. The build begins with channel attribution, cohort analysis by segment, and ICP validation. Most SaaS CAC growth questions trace to one of three sources: a lower-value ICP being targeted at scale, a handoff that needs stronger marketing-to-sales context, or paid channels built for volume rather than close rate. The growth build names the move.
Do you work with PLG (product-led growth) SaaS companies?
Yes. PLG motion requires different positioning and acquisition architecture than sales-led SaaS. The growth build addresses both the self-serve acquisition layer and the enterprise expansion motion that typically runs in parallel at Series B. The build identifies where the PLG motion is ready to scale and where the sales-assist layer should activate.
What is the marketing offer for B2B SaaS engagements?
The SaaS Growth Plan, delivered in 10 business days. The deliverable is a 20-30 page growth build document plus 90-minute executive session. From there: in-house execution, a scoped project, or the Quarterly Growth Partnership.
How do you handle competitive positioning in crowded SaaS categories?
Crowded SaaS categories are won by vertical specificity and ICP precision, not feature differentiation. The positioning work narrows the claim to a specific buyer in a specific workflow, creates a category narrative that positions against the closest incumbent on a dimension you win, and builds messaging architecture that survives a competitive comparison without defaulting to feature lists.
Bay Area B2B SaaS at $8M ARR. CAC payback hit 22 months. Where do we focus?
ICONIQ Growth State of the Cloud research puts the median B2B SaaS CAC payback near 15 months, elite under 12. At 22 months bid tuning is usually too small a lever. The build starts with three growth levers: the ICP being targeted at scale, the handoff between marketing and sales motion, and paid channels built for volume instead of close rate. ICONIQ Capital's 2024 State of the Cloud sales efficiency and magic number data helps show which lever to build. Every wasted dollar at $8M ARR shows up twice on the next forecast.
Series B SaaS. The committee killed our last two deals. How do we stop that?
McKinsey's 2024 B2B Pulse Survey is direct: the average B2B buying committee is 10 people across 10-plus interactions on hybrid channels. Gartner's 2024 Future of B2B Sales research adds that ~70 percent of the buying journey is complete before the buyer talks to a vendor. The deals don't die at the demo. They die in the Slack threads you never see. Build: write multi-role content (operator, champion, economic buyer, security/IT), drop it where each role looks, and arm the champion with internal-defense language. The page does the work the rep used to do.
What does a fractional CMO cost vs a growth partnership at our stage?
Pavilion's 2024 compensation data puts fractional CMO retainers at $12-15K at $2-5M ARR, $15-20K at $5-15M, and $20-25K at $15-30M. The Growth Partnership does not replace your operating team. It sits on growth direction and build next to it. The right answer depends on whether you need a leadership replacement, a build layer, or a specific growth build your team can execute.
