B2B SaaS · Real-time analytics
$6.4M pipeline from organic. Zero paid spend.
Built the full organic engine for a real-time analytics platform — bottom-up keyword strategy, technical content, and AEO before AEO had a name.
$6.4M
Pipeline generated
$2M
Closed revenue
$0
Paid ad spend
16 mo
Engagement duration
Challenge
IQLECT had a hard-problem product and a category that was forming, not formed. No organic surface, no content engine, no demand. Paid wasn't an option — the board wanted a path that compounded, not one that decayed the day budget got cut.
Solution
Built the engine end-to-end as a one-person founding marketing function. Bottom-up keyword research targeting the questions buyers were actually typing — not the keywords agencies fight over. Technical content written for engineers, not for crawlers. Topical clusters and answer-engine optimization so the platform owned its slice of the category as the category formed. Attribution wired into the funnel so we measured organic → trial → revenue, not organic → vanity.
Impact
Compound organic engine
$6.4M attributed pipeline from organic search and content. Zero paid acquisition spend across the engagement.
Revenue that closed
$2M in closed revenue inside 16 months — same channel, same cohort, no recycled leads.
System left behind
Documented playbooks, content templates, and topical map handed to the in-house team. The engine kept running after I rolled off.
Operator insight
If you wait for a category to mature before you start ranking for it, you'll buy those keywords from someone else who didn't wait. We built for the category that was being formed, not the one that already existed. That arbitrage was the entire move.
Sitting on a hard-problem product with no organic engine?
I've done this once. I know what compounds and what wastes a quarter.
Work with me$6.4M
Pipeline generated
$2M
Closed revenue