Track A • E-commerce & Wholesale Distribution
From $500K to $4M: Building an Online-First Distribution Business
Client
Home goods distribution company (Miami, FL) selling decorative products through traditional wholesale channels.
Challenge
The company was stuck at $500K in annual revenue, heavily dependent on trade shows and a small network of brick-and-mortar retailers. They had no online presence and no system for reaching national retailers at scale.
Strategy & Execution
- Market Analysis: Identified that online marketplaces (Wayfair, Overstock, Amazon) represented 60%+ of home goods distribution growth
- Channel Strategy: Designed a multi-platform approach targeting major online retailers and direct-to-consumer channels
- Partnership Development: Secured relationships with Wayfair, Overstock, TJ Maxx, and Amazon — negotiated pricing, logistics, and merchandising
- Operational Infrastructure: Built inventory management and fulfillment systems to support high-volume online orders
- Revenue Mix: Shifted business model from 95% offline to 80% online revenue within 18 months
700%
Revenue Growth
80%
Online Revenue Mix
4
Major Retailer Partners
Key Takeaway: Distribution channel transformation requires both strategic partnerships and operational capability. This wasn't just about getting into Wayfair — it was about building the systems to fulfill at scale.
Track A • B2B Services
Building a Predictable Lead Generation System
Client
B2B promotional products company (London, ON) serving union organizations across Canada and the US.
Challenge
Sales team was doing random cold outreach with no CRM system, no lead nurturing, and no way to track pipeline performance. Revenue was unpredictable and entirely dependent on individual rep effort.
Strategy & Execution
- CRM Implementation: Set up HubSpot CRM with custom pipelines for union-specific sales cycles
- Lead Generation: Built multi-channel outreach using Apollo.ai and Lusha for targeted prospect lists
- Email Automation: Created automated sequences for conference follow-ups and relationship nurturing
- Process Standardization: Documented best practices and created training materials for the sales team
- Metrics & Reporting: Established KPI dashboard tracking conversion rates, pipeline velocity, and source attribution
3X
Pipeline Increase
15
Team Members Onboarded
45%
Lead-to-Opportunity Rate
Key Takeaway: CRM is useless without process. The system only works when the team understands why they're using it and how it makes their job easier.
Track A • SaaS / Technology
SEO Strategy That Dominated Competitor Rankings
Client
Natural gas station management SaaS platform (Barranquilla, Colombia) serving CNG/LNG stations.
Challenge
The company had a validated product in Colombia but zero online visibility. Competitors ranked for all relevant keywords, and the website generated no inbound leads.
Strategy & Execution
- Keyword Research: Identified 5 high-intent keywords with commercial value in the natural gas station technology space
- Technical SEO: Fixed site architecture, page speed, and mobile optimization issues
- Content Strategy: Created industry-specific content targeting decision-makers at gas stations
- Backlink Development: Built authority through industry partnerships and thought leadership
- Conversion Optimization: Redesigned landing pages to convert organic traffic into qualified demos
#1
Organic Ranking
5/5
Keywords Ranked
320%
Organic Traffic Increase
Key Takeaway: Niche B2B SEO isn't about volume — it's about owning the exact searches your buyers are making. We didn't need thousands of keywords; we needed the right five.
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