One funnel across sales and marketing
6 mo to unify sales and marketing
The problem they were facing
No Visibility. No Accountability. No Funnel.
Aerospike faced a widespread challenge: Marketing generated leads that Sales didn't act upon. Disagreement persisted regarding effectiveness, accountability, and deal progression.
Key Issues:
- No clear lifecycle stages or ownership
- No Standard Data Enrichment Process
- Manual handoffs between BDRs and AEs
- No visibility into Marketing's pipeline influence
- Sales lacked CRM confidence
- Marketo carried significant Tech Debt
- No expansion funnel for existing customer re-engagement
What we did
Architecting a GTM System That Scales
Brought in by PE sponsor Sumeru, the mission was to build an aligned, automated system providing leadership real-time visibility.
Actions Taken:
- Audited Salesforce and Marketo setup
- Designed clear Lead & Contact Lifecycle
- Automated ownership, routing, and status updates
- Streamlined Marketing-to-Sales handoff
- Centralized Data Enrichment with cohesive Lead Scoring
- Improved system adoption across international teams
- Simplified Marketo operational processes
What changed
One Funnel. One Team. One Source of Truth.
Outcomes Achieved:
- Unified marketing and sales funnel
- Automated lifecycle transitions
- Trusted, real-time reporting
- Increased adoption and accountability
- Marketing Automation System and CRM the team understood
Matthew Sansone
VP Revenue Operations, Aerospike
Aerospike
“SalesNerd operates more like an implementation team than a consulting shop. They delivered on a massive infrastructure upgrade, and made it feel easy.”
Key Lessons
- Data transformations are critical before go-live
- UAT should include real users, not just Ops teams
- CRM adoption occurs when teams see immediate value
- Simplicity matters; Marketing Ops ease-of-use drives strategy success
"SalesNerd helped us unify our go-to-market motion from top-of-funnel outreach to closed-won deals. They didn't just execute, they cared."
Brandon Jackson, Global Head of Business Development, Aerospike
Want this for your funnel?
Aerospike started with one call. Tell me where yours leaks — 30 minutes, no deck, no pitch.