Inside Patch’s 6-Month SaaS Turnaround: Strategy, Execution, and 1,500% MQL Growth
Patch was struggling to grow without marketing. Working with Kalungi, they experienced massive MQL growth by creating marketing foundations and strategy.
6 months
Fractional CMO
Content marketing
Sales enablement
Search engine optimization (SEO)
Account-based marketing (ABM)
Marketing automation
Messaging & positioning
ICP development
Paid media
GTM strategy
OKR implementation
In-person events
Don't just take our word for it
“Not only does Kalungi have the experience and expertise, they have the people to execute, from positioning and messaging to building websites and SEO. They’re an all-in-one solution.”

Patch, a customer retention platform used by thousands of restaurants, salons, and brick-and-mortar retailers, had grown through outbound sales. But as it expanded to new markets like Shopify stores, the team faced a hard truth: sales alone weren’t scalable.
“Sales without marketing assistance is really tough. You spin a lot of wheels and waste a lot of money,” said CEO Jon Parrish.
Without an internal team or even a clear starting point, Patch turned to Kalungi to build the strategy, team, and systems required to support a full shift from sales-led to marketing-led growth.
Results at a Glance:
- 1,500% increase in marketing-qualified leads (MQLs).
- 833% growth in website visits.
- 128% increase in organic traffic.
- CMS migrated to HubSpot.
- GTM playbook, SEO foundation, and ABM program built from scratch.
The Challenge: Scaling Without a Marketing Foundation
“We never really had a marketing team,” said CEO Jon Parrish. “We were a sales-led organization that pounded phones and doors to get in front of new people. We would dabble in marketing but without any consistency or direction.”
When Patch shifted focus to a new audience, Shopify merchants who needed a complete marketing foundation to attract, engage, and convert that audience. The team vetted several agencies and CMOs but found most lacked one critical ingredient: execution.
“All of them offered strategy,” said Parrish, “but no one could actually do the work. Except Kalungi.”
The Solution: A Full-Funnel, Done-With-You SaaS Growth Engine
Kalungi specializes in helping B2B SaaS companies build repeatable marketing functions. For Patch, that started with a full-funnel GTM plan, guided by a dedicated team and structured around a six-month engagement.
“Their support and guidance helped us establish a strong foundation for moving forward,” said CFO Steve Russell. “The expertise they brought made scaling much easier.”
Kalungi ran a GTM workshop with Patch’s executive team to align on ICP, messaging, goals, and metrics. The workshop proved so valuable that Patch applied the same process to another one of its businesses doing $8M in annual revenue.
With strategy in place, Kalungi got to work executing: migrating the CMS to HubSpot, building an account-based marketing (ABM) program, launching a new SEO-driven content strategy, and redesigning the website—all in under 90 days.
“It took another company 18 months to transition our prior site,” said Parrish. “In comparison, they didn’t do half the job that Kalungi did in three months. The site looks better on the current platform than it ever did.”
The Results: 15x More MQLs and a Repeatable Growth Engine
With Kalungi’s help, Patch went from marketing uncertainty to scalable growth, and the results speak for themselves:
- 1,500% increase in MQLs
- 833% increase in overall site traffic
- 128% growth in organic traffic
Kalungi also enabled long-term success by documenting every process, delivering training, and ensuring seamless handoff of systems and campaigns.
“The training was well organized. Everything was well documented—another big win,” said Parrish.
Patch project manager Amanda Short added,
“Kalungi’s designs are aesthetically pleasing and exceptionally clean. They pay attention to the smallest details, ensuring a high-quality outcome.”
A Marketing Partner That Feels Like Part of the Team
Kalungi wasn’t just an external vendor, they embedded into the Patch team. Associate CMO Antoine Vial even joined Patch at the ShopTalk conference in Barcelona. And Kalungi’s feedback culture made a lasting impact.
“Our CMO, Carlos, was willing to challenge our thinking. His insights into how our customers would perceive our message were extremely valuable,” said Parrish.
COO Luke Gordon added:
“Kalungi was an advocate for our organization,” added “Their whole approach was to serve and make my job easier.”
Need a Marketing Engine You Can Trust?
“Kalungi has a speed to market that’s remarkable,” said Parrish. “If you want a great solution and are willing to pay for a great solution, I would absolutely recommend Kalungi.”
Patch now has the systems, structure, and strategy to scale their business,with the confidence that comes from a solid marketing foundation.
Ready to build yours? Let’s talk.