Initial Situation & Challenge
Carolyn arrived as fractional CMO and found “almost no outbound infrastructure.” A PE round was closing. The board expected pipeline, not a roadmap. The previous team had been sending webinar invites manually on LinkedIn to 1,000 people at a time.
Solution
Two engines, parallel build. Outbound: ICP-scored lists pulled weekly, 4-step sequence with intent triggers. Content: voice-calibrated content engine pumping out 8 posts/month plus thought-leadership amplification. Both wired into HubSpot.
Result
From zero to 24 qualified opportunities per quarter. Pipeline coverage at 92% of revenue target. Carolyn’s reputation with the board cemented. Ohalo runs in the We Run It track — fractional CMO doesn’t have time to operate it.