The 120-Day Go-to-Market Playbook Behind Clario’s SaaS Launch

Clario is customer data software that was ready to launch publicly, but it lacked a team to strategize and execute a go-to-market plan. Kalungi’s co-founder, Stijn Hendrikse managed the project with Clario to build their strategy and helped them to begin managing their marketing on their own.

Results at a glance:

• A complete GTM workshop.
• A full marketing strategy.
• Clear marketing metrics.

The Challenge: Developing a Marketing Strategy

Clario didn’t have an internal marketing team and didn’t know where to start in hiring one. So, they interviewed several digital agencies, all of which had extensive experience in bringing retail and commercial packaged goods to market. 

They struggled to find an agency that knew the SaaS and product marketing categories that Clario needed.

Their main ask was to find someone who could define and build a go-to-market plan that they could follow, develop needed marketing content, and attract the right people to execute that plan from scratch. 

The Solution: An Experienced SaaS Marketing Agency

Matt Redlon, President and Executive Chairman of Clario, met Kalungi’s co-founder, Stijn, and it was a match made in heaven.

Matt was first impressed with Kalungi's full plan and deep understanding of SaaS, both as a marketer and an entrepreneur.

“Stijn brought a high level of detail to every aspect of a B2B SaaS go-to-market strategy, from positioning and messaging to content development to what KPIs to measure.”
- Matt Redlon.

Kalungi and Clario worked together for three months to define their go-to market strategy, messaging, and pricing so that they were ready to launch.

The Results: A Complete GTM Strategy

“Stijn helped us define our offering and position in the marketplace; develop pillars of value and vehicles for content; define our voice and visual style, and hire our first growth marketing team member. And through it all, he’s given me great peace of mind. We’re well-positioned to take it from here.”
- Matt Redlon.

Kalungi ran a full Go-to-Market workshop to understand Clario’s ICP, messaging, positioning, and the best growth plan to help them scale. Stijn also helped them identify how to hire marketers and build an in-house team.

“I know I’m certainly sleeping better at night thanks to our work together.” 

Build Your SaaS Marketing Strategy With Kalungi

Are you lost trying to launch your SaaS business? Kalungi can help you to launch and grow. 

We are a team of SaaS specialists and experienced B2B CMOs who have helped over 100 SaaS companies to grow.

Schedule a call to find out how we do it.