Building a second growth engine for enterprise software
Example company: Corven Cloud
The opportunity
A software CRO has a working sales motion in professional services and a new opportunity in manufacturing. The core team cannot spend a quarter guessing whether its pitch will transfer. MarketAtlas runs the vertical experiment alongside them, building the account logic, buyer conversations, and evidence for a scale-or-refine decision.
What improvement could look like
Illustrative 90-day scenario. Example figures, not measured customer results.
- Qualified opportunities / month
- Before: 5Modeled: 25
- Positive reply rate
- Before: 4%Modeled: 14%
- Sales-accepted meetings
- Before: 40%Modeled: 75%
First, define the segment.
- Who we build for
- Growth-stage enterprise workflow platform · 240 people
- Who we reach
- Operations and IT leaders at multi-site manufacturers modernizing workflows after expansion or acquisition.
How the playbook works
- 01 / Segmentation
Rebuild the buyer hypothesis for the vertical.
Reverse-engineer successful customers with the CRO, then test which problems carry into manufacturing. Divide accounts by operating complexity, installed systems, and change events. Agree qualification and sales-acceptance criteria before the first campaign.
- 02 / Origination
Find companies with a reason to change.
Combine acquisition activity, plant expansion, transformation hiring, and public technology evidence. Custom research agents map the buying group and score accounts for operational need, compatibility, and an active project—not company size alone.
- 03 / Engagement
Speak to each owner of the problem.
Build coordinated outreach for operations, IT, and transformation leaders. Messages connect a verified company event to a concrete workflow problem, with industry specialists reviewing the evidence and preparing context for the existing sales team.
- 04 / Offer
Test the entry point before scaling it.
Compare a workflow diagnostic with a focused use-case workshop. Iterate the message, proof, and call to action by buyer role, using the team’s winning conversations to improve the next version.
- 05 / Optimization
Give the CRO a clear investment decision.
Follow each segment from reply through sales acceptance and opportunity creation in the CRM. Weekly reviews benchmark the funnel against the core market, expose weak handoffs, and identify the vertical motion worth staffing and scaling.