Beacon

6mo

Full transformation

2×

Pipeline velocity

Blog

Referenced at close stage

The challenge

Beacon came to us with two interconnected problems. Their CRM was a mess — deal stages were inconsistently applied, lifecycle data was unreliable, and the revenue team couldn't trust their own pipeline forecast. At the same time, their content was sporadic and generic, producing no organic traffic and no inbound. Neither problem was dealbreaker on its own. Together they were making growth impossible to predict.

What we built

We treated this as a single system problem. We started with the CRM — auditing every open deal, rebuilding lifecycle stage definitions, cleaning historical data, and setting up automated triggers for stage transitions. Chloe Martin, Head of Revenue, now has a weekly pipeline report that takes five minutes to read and is actually trustworthy.

In parallel we built a content engine around three themes that matched Beacon's ICP: CRM hygiene, revenue forecasting, and sales-marketing alignment. We produced bi-weekly blog posts, a monthly deep-dive, and a quarterly benchmark report. Each piece was built to rank and to equip sales reps with something concrete to share.

The results

Six months after the engagement, Beacon's pipeline forecast accuracy had improved significantly, content was generating consistent organic leads, and the sales team was actively sharing blog posts in late-stage deals. Three deals in the period mentioned a specific Beacon article during the closing conversation.

Chloe described the overall shift: "We went from guessing to knowing. The CRM tells us where deals are. The content gives us credibility at every stage. It sounds simple, but getting both right at the same time changed everything."