B2B SaaS · Demand GenB2B SaaS · 需求获取 · 2025
KESTREL
Cut cost-per-pipeline 40% for a B2B SaaS by optimizing to closed revenue and rebuilding the funnel around the ideal customer profile.为一家 B2B SaaS 以"成单收入"为优化目标、并围绕理想客户画像重建漏斗，把"单位管道成本"降低 40%。
The challenge挑战
MQLs were cheap and useless. With a long sales cycle and no offline-conversion feedback, the platforms optimized for form-fills from people who would never buy.MQL 又便宜又没用。销售周期长、又没有线下转化回流，平台优化的是"永远不会买的人"的留资。
What we did我们做了什么
- 01
Piped CRM stage and closed-won data back to the platforms so optimization chased pipeline, not leads.把 CRM 阶段与成单数据回传平台，让优化追的是"销售管道"、而不是"线索"。
- 02
Built ICP and account-based audiences from first-party data, and suppressed everyone who would never qualify.用第一方数据搭建 ICP 与基于账户的人群，并排除掉所有永远不会合格的人。
- 03
Replaced the generic demo page with role-specific landing pages and qualifying questions.用按角色定制的落地页和资格问题，替换掉那个通用的"预约演示"页。
“Sales stopped complaining about lead quality. That has never happened with any agency before.”“销售不再抱怨线索质量了。以前找任何代理都没出现过这种事。”