"Frugal" strategy for a startup

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Niche positioning for two specific market segments. Due to the specificity of the tool, as well as the previous experience of the Client, we proposed to focus primarily on logistics companies with a fleet of 50-200 units, as well as on manufacturing enterprises with a high share of manual quality control;
Pinpoint concentration of resources: we concentrated our efforts on channels that cover the generated demand, worked with customer retention using CRM channels, and also worked on product recognition among the target audience;

A strategy based on narrow expertise allowed us to rise to find your cell phone number list the top 3 in search results for specialized queries. In parallel, we also worked to increase traffic for information queries, for which we created a library of industry cases with specific efficiency metrics, which we diluted with expert articles;
Rebuilding the sales funnel. We strengthened the lead qualification stage to focus on the most promising ones, introduced a program for free express audit of business processes, and also placed an ROI calculator on the website taking into account industry specifics.
Results of the strategy after 9 months:

Stable growth: from 2-3 to 10-12 new clients per month;
Reduced CAC by 42% thanks to a more precise set of targeting and mechanics;
Increased retention: subscription renewal rate increased from 67% to 86%;
Reduction of sales cycle: from 6-9 months to 3-4 months.

We have proven from our own experience that it is better for a startup to become a leader in a micro market than "one of many" in a large market, and that concentrating resources on a smaller number of channels gives a better result than scattering them across all available channels. In addition, working closely with the client to implement the strategy allowed us to convey B2B positioning through expertise, which worked more effectively than positioning through product characteristics.