Client Overview
Industry: Industrial Dispensers & Consumable Systems (tape, adhesive, fluid control)
Team Size: Solo founder with deep manufacturing ops background
Target Market: Tier-2 manufacturers, contract packagers, auto parts refurbishers across the Midwest and Southeast
Sales Complexity: Custom product specing, low initial AOV but high reorder potential, technical buyers who demand proof before price
This client was running a successful OEM parts supply business and had just secured exclusive distribution rights for a European-made industrial dispenser system. The product was proven in the EU market, but had zero brand presence in the U.S. and no existing buyer channels in place.
He knew he had something great — but didn’t know how to translate that into inbound demand or repeatable sales conversations.
Role & Duration
Role: Go-to-Market System Architect & Revenue Strategist
Duration: 6-week sprint from zero foundation to live demand channel and qualified pipeline
This wasn’t a “marketing” job. It was a category entry play. I was brought in to launch a new channel from scratch — without founder bandwidth and without relying on outbound grind.
The Challenge
The founder didn’t need a prettier website. He needed:
- A new buyer-facing GTM system that could win trust quickly
- A way to educate technical buyers who didn’t know this solution existed
- A pipeline that wouldn’t collapse under long sales cycles or procurement delays
Most marketing agencies wanted to sell ads or build content funnels.
But this wasn’t a content game. It was a category awareness and systems design challenge — for low-visibility, high-importance tooling that most buyers wouldn’t Google even if they had a problem.
What we were really selling?
“Fewer delays on the line. Cleaner installs. Less rework.”
Not hardware. Confidence.
Strategic & Operational Approach
Step 1: Built a precision positioning playbook
We anchored the offer to what actually mattered to buyers:
“Install it once. Forget it exists. Your team will thank you. Your line will flow.”
We positioned the system around:
- Reduced downtime
- Cleaner application
- Lower training overhead for floor teams
And crucially, we didn’t pitch the product. We built a narrative:
→ “You’re already paying for rework. This is cheaper.”
That created emotional urgency for even skeptical buyers.
Step 2: Designed a high-trust pre-sale buyer journey
Most industrial buyers don’t fill out forms. They download, read, and check specs. So we skipped lead magnets and built:
- An interactive spec selector — tailored to 4 use cases (labels, adhesives, tapes, sealants)
- “Show the floor” PDFs and cheat sheets that buyers could hand to production managers
- ROI calculators based on downtime, labor savings, and line speed improvements
- “Install flow” videos showing the system working in real line conditions (not studio shots)
Everything existed to de-risk the purchase and fast-track trust.
Step 3: Installed a lead-to-quote-to-repeat system
We launched a lean, high-leverage sales pipeline:
- Intent-qualified demo requests (buyers must choose use case + current tools)
- Pre-configured bundles to reduce quoting cycles by 80%
- PO-ready quote builder — integrated with CRM and spec output
- Reorder automation with usage-based triggers (average reorder 6–8 weeks)
Within 4 weeks, the founder was fielding inbound requests from qualified buyers who already understood the system’s value — and often had watched install videos with their teams before booking a call.
Results & Business Impact
In just 6 weeks:
- $72K in qualified pipeline across 9 inbound requests
- 4 pilot installs booked, with 2 of them converting to account-level deals
- Quote cycle shortened from 12 days to 3 thanks to the custom configurator
- Reorder system in place before first orders shipped — no missed LTV opportunity
- Zero ad spend. No cold calls. All built on buyer-aligned infrastructure.
And most importantly:
The founder didn’t need to “follow up.” The system did it for him.
Why Working With Me Changed the Game
This wasn’t a traffic problem.
It was a clarity, trust, and deal-readiness problem.
I built the whole thing:
- Positioning that made sense to serious buyers
- A pre-sale journey that built trust without fluff
- Systems that handled quoting, reordering, and scaling without founder stress
Now, the founder doesn’t “pitch.”
He fields educated buyers who are ready to solve a real ops problem.
B2B growth isn’t about noise. It’s about nailing the system that buyers actually want to go through.
If you’ve got a product but no path to repeatable revenue — I’ll build the infrastructure that makes it inevitable.
One engagement. Real systems. Zero guesswork.
Let’s make your next sale easier than the last.