How Kalungi Helped Avid Build a Category, Scale Revenue, and Create a Predictable Marketing Engine

At a Glance

Where Avid Started

• Pre-launch, under $300K ARR
• No website, only a basic landing page
• No clear ICP, positioning, or messaging
• No content engine, paid motion, or repeatable pipeline
• Preparing for their first-ever public launch

What Changed

• Clear ICP, category narrative, and positioning
• A full-funnel, value-first demand engine
• Consistent marketing-sourced pipeline
• Strong foundation to support fundraising and scale

Headline Results

• Grew from under $300K ARR to over $3M ARR
• Generated $3M+ in marketing-sourced pipeline
• Helped support a $6.5M seed round led by Silverton Partners
• Helped build a predictable system for generating MQLs at scale

The Company: Building a New Category in Fundraising

Avid describes itself as the first Fundraising Operating System for large nonprofits.

Their platform aggregates fundraising data from multiple systems, visualizes it in new ways, and then deploys campaigns based on real donor behavior. It’s a powerful idea and one that didn’t neatly fit into any existing category.

That was both the opportunity and the challenge.

When Kalungi first partnered with Avid, the product vision was strong, but the market story was still forming. The team was early, ambitious, and moving quickly. What they needed was not just execution, but clarity and velocity.

The Challenge: Scaling Without a Playbook

In the early days, Avid faced several common but high-stakes challenges:

• No clear definition of their ideal customer
• Messaging that was evolving month to month as the product matured
• No owned demand channels like SEO, content, or paid social
• No repeatable way to generate qualified meetings
• A looming public launch with no prior market presence

They were also building something genuinely new. That meant educating the market while simultaneously proving commercial traction.

The Solution: A Fully Embedded Go-To-Market Partner

Kalungi joined Avid as an extension of their team, working side by side with leadership to build the entire go-to-market foundation.

The engagement covered strategy, execution, and iteration across every stage of growth.

What Kalungi Delivered

Go-To-Market Strategy and Positioning

• Defined ICP and buying committees for large nonprofits
• Developed category messaging and narrative
• Aligned positioning to sales conversations and investor storytelling

Launch and Brand Foundation

• Supported Avid’s first-ever public launch at an industry summit
• Created booth assets, launch materials, and promotional video
• Built a full website from the ground up

Demand Engine and Distribution

• SEO and blog strategy to build long-term demand
• Paid social campaigns to test and scale messaging
• Webinar and event programs to generate high-intent conversations
• Email nurture and lifecycle campaigns to support sales

Marketing Infrastructure

• HubSpot setup, workflows, and reporting
• Lead capture, qualification, and handoff processes
• Clear KPIs and focus on pipeline, not vanity metrics

Throughout the engagement, Kalungi acted as both a strategic partner and an execution team, adapting as Avid hired internally and matured their own marketing function.

What the Avid Team Had to Say

“I never felt like the Kalungi people were ‘Kalungi people.’ They felt like Avid people. It just felt like one team.”

Stephen Boudreau
Chief Marketing Officer, Avid

Stephen joined Avid after the Kalungi partnership had already begun and initially expected to replace the agency with a fully internal team. Instead, he chose to deepen the collaboration.

What stood out was not just output, but trust.

“That peace of mind that comes with working with a partner you trust is incredibly valuable. You can find lots of people willing to take your money. You can’t find a lot of people you trust to give your money to.”

Stephen Boudreau
CMO, Avid

The Results: From Pre-Launch to Predictable Growth

Over the course of the engagement, Avid transformed from an early-stage product into a company with real market presence and momentum.

Revenue and Pipeline Impact

• ARR grew from under $300K to over $3M
• $3M+ in marketing-sourced pipeline generated
• Strong Q4 momentum with over $1M in new pipeline in a single quarter
• Marketing became a consistent contributor to sales conversations

Demand and Visibility

• Website traffic grew from a few hundred visits per month to nearly 14,000 monthly visits
• Over 140,000 total website visits during the engagement
• Thousands of organic social interactions and steady follower growth
• Webinars regularly driving hundreds of registrations

Strategic Outcomes

• Built a value-first content and offer strategy that generated meetings at scale
• Created systems Avid could continue running internally
• Supported credibility and momentum leading into a successful seed round

Importantly, this growth was a team effort. Avid built a strong internal marketing and sales team alongside Kalungi’s support. Kalungi’s role was to accelerate progress, reduce guesswork, and help the team move faster with confidence.

Why Kalungi Worked for Avid

Avid didn’t just need execution. They needed a partner who could:

• Operate at startup speed without sacrificing quality
• Bring cross-industry perspective while learning a new market
• Stay proactive and continuously improve the system
• Act like a true extension of the internal team

That combination allowed Avid to scale marketing without slowing the business down.

Looking Ahead

As Avid continues to grow, they are entering a new phase with a strong internal team and a proven foundation.

Kalungi’s work didn’t just produce results during the engagement. It left behind a system, documentation, and clarity that Avid can continue to build on.

And when the next growth chapter arrives, the relationship is already there.

Need a Partner Like This?

If you have product-market fit but lack the time, team, or clarity to scale your go-to-market motion, Kalungi helps B2B SaaS companies build systems that drive real pipeline.

Let’s talk about what that could look like for you.