From word-of-mouth to a predictable B2B pipeline.

ClearLedger had great retention but no repeatable way to acquire. Every new customer came from a founder intro or a warm referral. The business was healthy but founder-dependent — and it couldn't scale until that changed.

Great retention. Zero repeatable acquisition.

ClearLedger had built a solid B2B accounting automation product for growing SMEs — clean UI, strong integrations, NPS that most SaaS companies would kill for. Their retention was exceptional. The problem was upstream: every single customer had come through a founder relationship, a personal intro, or a chance referral. There was no system.

The founders were spending 3–4 days a week on pipeline-building — attending events, sending manual LinkedIn messages, following up on cold email they'd written themselves. It was exhausting, inconsistent, and impossible to scale. One founder going on leave meant the pipeline dried up entirely for that month.

Build the acquisition system. Remove the founder from it.

We started with Signal work — defining their ICP precisely (CFOs and finance leads at Series A–C startups with 50–200 employees, running on Zoho or Tally, expanding fast enough to feel the pain of manual reconciliation), and building a messaging framework that spoke directly to that persona's specific trigger: the moment when spreadsheets stop being sufficient.

With the messaging locked, we built three outbound channels in parallel: a cold email sequence for direct outreach to ICP accounts, a LinkedIn connection-and-nurture sequence targeting finance decision-makers, and a CA partnership program — reaching out to 200+ chartered accountants who were advising their exact ICP clients on accounting software.

Everything ran through HubSpot with full automation — leads entered from any channel, were tagged by source, routed to the right owner, and followed up with automatically. The founders reviewed the pipeline weekly but no longer ran it.

The pipeline stopped needing founders to exist.

Within 12 weeks, qualified pipeline had grown 380%. The CA partnership channel turned out to be the most powerful — 40% of new deals in the first quarter post-handover came via CA referrals, a channel that had been completely untapped before. Deal velocity improved 4.1× because leads arriving through the partnership channel arrived already pre-sold on the category.

The founders reclaimed 92% of the time they'd been spending on pipeline-building. One of them used the time to build a Tally integration that became their most-cited feature in sales calls. The other went on a two-week holiday — the first in three years — and came back to a pipeline that had kept filling while they were gone.

Every deliverable, handed over in full.

Start with a free infrastructure audit.

We map your gaps, identify which pillars to build first, and hand you a clear roadmap — no commitment required.