Clearwave’s Rapid Growth Playbook: 30% MQL Lift in 7 Months

After receiving investment from Frontier Capital, Clearwave needed to prove it could scale quickly. As a healthcare check-in technology company with a strong product but minimal marketing, Clearwave turned to Kalungi to build a marketing engine to drive pipeline, launch a new product, and hit aggressive growth targets.

Results at a glance:

• 30% increase in MQLs.
• A website redesign.
• Updated branding.
• A new BDR hired.
• A new product launched.

The Challenge: Limited Marketing, Big Growth Targets

Clearwave had a small marketing function that produced some collateral and a small digital presence. After receiving funding, it needed a team that could solidify its marketing fundamentals and execute a high-growth marketing strategy to drive the explosive growth it required.

They also needed help to launch a new product, which required a full go-to-market plan.

“We needed to make this investment. We had such a nascent marketing effort, and as I look to where we land today, it’s a huge win,” said Mike Lamb, CEO of Clearwave.

The Solution: Building a Marketing Team and Go-to-Market Plan

Clearwave found Kalungi and worked together for seven months to build their marketing strategy foundations.

“Kalungi and their co-founder, Stijn, did a great job implementing the foundation of our marketing strategy. We’ve come a long way with a very junior team, and Kalungi has given our team a much better jumping-off point than what they walked into.” Mike Lamb.

Kalungi’s biggest project was to write case studies and sales enablement content to support the sales team. At the end of the project, Clearwave had a professional set of marketing materials and a future roadmap on which to build.

Collaborative Leadership That Keeps Things Moving

A good marketing leader needs to wear many different hats each day to support growth and communicate often, making sure that nothing slips through the cracks. 

For Clearwave, having a fractional CMO to manage the agency and internal teams ensures that tasks are completed to move the strategy forward and hit growth goals, which made all the difference.

“It’s difficult to stand up a marketing team in any situation, but particularly with a third party. I’m really glad we could work with the associate-CMO, Brian Graf, because he impacted the business and still delivered consistently. Kalungi deserves a lot of credit for stabilizing the team and making sure that from a workflow standpoint, things kept moving forward and the team didn’t drop any balls.” - Mike Lamb.

Regular Reporting

Kalungi uses objectives and key results (OKRs) to track, evaluate, and determine quarterly and internal goals for each engagement. This organized approach to goal setting focused Clearwave’s marketing efforts, ensuring the right resources were allocated to the right projects.

The Kalungi team also provided Clearwave with regular, transparent reports to illustrate how marketing is going. Being honest about wins and tactics that don’t work is an integral part of the Kalungi philosophy.

“It was important that we had something really tangible that we could go back to when the change in leadership occurred. I think it was really good that we looked at the data, the finite OKRs and deliverables every week. We hit the marks, meaning you’re delivering exactly what you said. Even in some cases, exceeded,” - Mike Lamb.

The Results: A New Website, Branding, and Increased Pipeline

Kalungi and Clearwave teamed up to refresh the website and branding, strengthening the company’s presence and voice. 

Optimizing the website, SEO, and organizing the marketing dashboard provided Clearwave with the sustained momentum of lead generation it needed. 

These changes led to a 30% increase in MQLs and a growing sales pipeline, which was exciting for the newly launched product.

An Internal Hire to Drive Growth After Kalungi Stepped Away

Kalungi also introduced Clearwave’s CEO to SaaS product launch specialist Damon Sununtnasuk to assist with Clearwave’s recent product launch.

“The relationship with Damon is a huge win. When you factor that in, I think we got a very good bang for the buck. I think he delivered a lot more than just a launch toolkit. He’s a talented guy with a repeatable process that would benefit any SaaS organization.” - Mike Lamb.

While all good things must come to an end, Kalungi left Clearwave with a solid marketing foundation and on track for explosive growth.

“I think the hallmark of any engagement is, if I’m Kalungi, are we leaving Clearwave better than we found it? And the answer is unequivocally yes.” - Mike Lamb.

Ready to Hit Your Post-Investment Growth Targets?

Reaching investment growth goals can be intimidating. Kalungi has experience in helping companies, including Clearwave, to grow. Our expertise comes from our team of highly trained and experienced CMOs who lead our team of SaaS specialists to create and execute personalized strategies for each company that we work with based on our T2D3 methodology.

Get in touch with us and we can discuss how to scale your company efficiently.