Fintech / B2B SaaS · 3.2× pipeline
Atlas Fintech
Atlas sold a high-consideration platform into mid-market and enterprise buyers with long cycles and messy messaging. Paparazzi installed an enterprise demand engine that 3.2×’d qualified pipeline and put a $28M annual run-rate on the board.
Context
Where they were
The product was strong. The story was not. Sales complained marketing sent tire-kickers. Marketing complained sales ghosted MQLs. Board pressure was rising ahead of a funding milestone.
Constraint
What was broken
No account prioritization. Generic webinars. No buying-committee narrative. Attribution stopped at form-fill.
Engagement
What Paparazzi installed
- Built an ICP + intent scoring model across 1,200 target accounts.
- Rewrote the category narrative for CFO, CRO, and Ops buying roles.
- Launched ABM plays: executive briefs, technical workshops, and partner co-marketing.
- Created sales enablement kits with talk tracks, objection maps, and proposal frameworks.
- Installed pipeline stages both teams trusted — with weekly revenue standups.
“For the first time, marketing and sales argued about the same numbers.”
Client leadership · Atlas Fintech
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