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Digital Otters
Industries · B2B & SaaS

Pipeline your sales team will actually work.

Demand generation for B2B and SaaS companies in the US — content, search, LinkedIn and ABM built around qualified opportunities and closed revenue, not a monthly MQL number nobody trusts.

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+64%Qualified pipeline
−31%Cost per opportunity
2.4xDemo-to-close rate
Series B SaaS · Quarterly pipelineLive
$4.2MPipeline created
$1,860Cost per opportunity
28%Demo-to-close
11 moCAC payback
Marketing-sourced ARR$1.9M
Demand generation programsB2B SEO & contentLinkedIn advertisingGoogle Ads for B2BAccount-based marketingWebinar & event funnelsHubSpot & Salesforce opsLifecycle & lead scoringMulti-touch attribution
Why us for B2B

MQLs are not a business outcome.

Volume targets teach a marketing team to generate leads sales will not call. We measure the same thing sales does — opportunities created, pipeline value and closed revenue — and let the channel mix follow from that.

Practically that means B2B SEO and content that captures real problem searches, LinkedIn and Google Ads against defined ICPs, and CRM and attribution that survives a nine-month sales cycle.

Who we work with

Different motions need different math.

Self-serveSignups that become paying accounts

When the product is the funnel, marketing owns activation as much as acquisition — and the metric is paid conversion, not trial count.

What we run
  • Free trial and freemium acquisition
  • Activation and onboarding email flows
  • Product-page and pricing-page CRO
  • In-product upgrade campaigns
  • Trial-to-paid cohort reporting
Everything we do for B2B

The full B2B and SaaS service list.

Take the whole program or a single line item — every service below is scoped and priced on its own.

Demand creation
Demand capture
Revenue operations
Brand & measurement
How the engagement runs

From category demand to closed revenue.

  1. Week 1–2ICP & pipeline audit

    Closed-won analysis, sales-cycle mapping and a hard look at which sources actually produce revenue.

  2. Week 3–4Ops foundations

    CRM stages, lead scoring, conversion tracking and attribution rebuilt before spend increases.

  3. Month 2Programs live

    Search, LinkedIn, content and ABM launched against the ICP with agreed pipeline targets.

  4. OngoingOptimize to revenue

    Monthly pipeline reviews with sales — channel mix shifts toward what closes, not what converts.

Proof
“Marketing stopped sending us leads and started sending us deals. The pipeline number in our board deck is finally one we defend.”
Priya Raman · CRO, Northwind Analytics
$4.2MQuarterly pipeline created
−31%Cost per opportunity
11 moCAC payback period
The long version

What B2B and SaaS marketing actually includes

B2B marketing fails in predictable ways: measuring the wrong thing, targeting too broadly, and giving up on channels before a sales cycle has had time to complete.

Category demand precedes brand demand

Most buyers search the problem long before they search a vendor. B2B SEO and content marketing aimed at problem and comparison queries build a pipeline that keeps producing after the campaign budget stops.

Targeting beats budget

A precise ICP on LinkedIn at a modest budget outperforms broad spend every time. Narrow targeting produces fewer leads and more opportunities — which is the trade every B2B team should want.

Attribution has to survive the cycle

Last-click attribution punishes the top-of-funnel work that starts deals. Multi-touch attribution inside a properly configured CRM is what lets you keep funding the channels that influence revenue nine months later.

Engagement models

Three ways to start.

FocusedDemand capture

Paid channels run against pipeline targets.

From $6,500/ month
  • LinkedIn and Google Ads managed
  • Landing pages and CRO
  • Lead routing setup
  • Monthly pipeline reporting
Start with capture
Most commonFull demand engine

Content, search, paid and ops together.

From $14,000/ month
  • SEO and content program
  • Paid demand capture
  • CRM, scoring and automation
  • Attribution and board reporting
  • Dedicated strategist
Build the engine
AdvisoryGTM audit

Diagnose before you spend more.

$7,500one-time
  • Closed-won and ICP analysis
  • Channel efficiency review
  • CRM and attribution audit
  • Prioritized 90-day roadmap
Book the audit
Before you ask

B2B & SaaS marketing FAQs

Send us a closed-won export and read access to your ad accounts. We will show you which sources produce revenue and which just produce activity.

Book a growth call
How long before we see pipeline?

Paid capture produces opportunities within four to six weeks. SEO and content typically show meaningful pipeline contribution between months four and seven, and keep compounding after that.

Do you work in HubSpot or Salesforce?

Both, frequently together. We configure lifecycle stages, scoring, routing and reporting so pipeline attribution holds up in a board meeting rather than falling apart under questioning.

Can you do ABM for a small target list?

Yes. Lists of 50 to 500 named accounts are our most common ABM engagement — account-level advertising, personalized content and engagement scoring rather than lead counting.

Will you work with our sales team?

Closely. Monthly pipeline reviews with sales leadership are part of every retainer, and we build enablement content off objections AEs are actually hearing.

What if our sales cycle is over a year?

Then attribution and patience matter more than volume. We instrument the full cycle, report on stage progression and account engagement, and resist judging channels on a 30-day window.

Do you handle competitor and comparison content?

Yes — alternatives pages, comparison content and competitor search capture, written to be genuinely useful rather than obviously self-serving.

Other industries

We do this for other sectors too

Next step

Let's build a pipeline number you can defend.

Send us a closed-won export and read access to your ad accounts. We will show you which sources produce revenue and which just produce activity.

Book a pipeline callSee our work