How Do I Build a Demand Generation Strategy from Scratch?
Start with customer problems and pipeline math. Define ICP & buying jobs, craft value-led offers, choose channels you can execute, instrument attribution, and launch with a 90-day plan tied to revenue.
Ground your strategy in outcomes and constraints: revenue target, pipeline gap, sales velocity, CAC guardrails. Define your ICP, core problems, and buying committee. Build offers (problem-solution content, tools, events), pick channels that reach the committee efficiently, and set measurement (definitions, attribution, dashboards). Launch in small, instrumented programs, learn weekly, and scale winners into repeatable plays.
Demand Gen Building Blocks
Zero-to-One Demand Gen Blueprint
Begin with pipeline math. Quantify how many meetings, SQLs, and opportunities you need by quarter. Validate ICP and create a problem inventory from customer calls and win/loss notes. Map the buying committee and align messages to each job-to-be-done.
Build offers that remove risk for buyers: calculators, diagnostic checklists, teardown webinars, and case studies with outcome math. Choose channels based on reach and cost to test—SEO & product pages for compounding, paid search for intent capture, partner and community for credibility, and light outbound for named accounts.
Stand up RevOps: lead capture, routing & SLAs, basic lead scoring, consent management, and dashboards (meetings, SQL rate, pipeline by source). Ship small, instrumented tests, read the data weekly, and templatize wins into a play library.
30–60–90 Day Demand Gen Plan
- Days 1–30 (Foundation): Pipeline math, ICP & committee, problem inventory, offer menu, tracking plan, routing/SLAs, core dashboards.
- Days 31–60 (Launch): Ship 3–5 plays: (1) intent capture (paid search), (2) value offer (webinar or tool), (3) nurture path, (4) partner co-marketing. Weekly readouts.
- Days 61–90 (Scale): Double-down on winners, expand keywords/creatives, add 1–2 ABM plays, publish case studies, and harden attribution/cohorts.
Frequently Asked Questions
Launch a Demand Engine That Drives Pipeline
We’ll help you quantify targets, pick the right offers and channels, and stand up RevOps and dashboards for confident scaling.
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