The Client
Monogoto is an innovative IoT connectivity platform offering secure, cloud-based cellular network solutions. Their global, programmable, as-a-service platform provides unprecedented connectivity capabilities for IoT devices worldwide. The company raised $11M in seed funding to scale their groundbreaking technology.
The Challenge
Monogoto faced critical growth obstacles that prevented them from scaling effectively despite their innovative technology and recent funding. They struggled with three main challenges: no stable channel of leads that converted to pipeline, no revenue operations infrastructure, and no stable growth system with clear metrics to guide decision-making and demonstrate progress.
"StepUp helped us build a scalable growth machine that generates consistent opportunities and aligns our entire team around clear metrics."
Before & After
Before
No stable channel of leads that convert to pipeline
No revenue operations infrastructure or processes
No stable growth system with clear metrics
Disconnected marketing and sales efforts
After
Key Strategic Insight
Rapid, scalable growth requires more than tactics—it demands cracking the buyer's decision-making process first. By mapping the complete buyer journey, identifying key decision stages, and creating targeted messaging for each stage, companies can build growth systems that generate consistent, predictable pipeline.
How We Did It
01
Strategic GTM Planning & Buyer Journey Mapping
We developed a comprehensive understanding of Monogoto's buyer journey, creating detailed ICP and personas, mapping all buyer journey stages from awareness through decision, and crafting tailored messaging that addressed specific concerns at each stage.
Deliverables: - Complete GTM strategy with ICP and personas - Buyer journey stages mapped to customer decision-making process - Stage-specific messaging addressing challenges, trends, and competitive positioning - Strategic content plan aligned to full funnel
02
Demand Capture Infrastructure
We built a comprehensive demand capture system including content offers, website CRO optimization, and quick-win campaigns that immediately began generating qualified leads.
Deliverables: - Strategic content offers targeting each buyer journey stage - Website conversion rate optimization - Quick-win campaigns generating immediate results - Multi-channel campaign execution (webinars, landing pages, social content)
03
Revenue Operations & Pipeline Visibility
We established complete revenue operations infrastructure, migrating from Pipedrive to HubSpot, implementing automated workflows and lead handoff processes, and creating full-funnel visibility dashboards.
Deliverables: - HubSpot migration and complete CRM setup - Automated workflows for lead nurturing and qualification - Lead handoff processes between marketing and sales - Full-funnel analytics dashboards tracking all digital sources - Clear attribution from marketing activities to pipeline
Conclusion
This case study showcases Monogoto's remarkable transformation in just 90 days. By starting with strategic planning—cracking the buyer's decision-making process through detailed journey mapping—and then implementing comprehensive revenue operations infrastructure, Monogoto achieved 300% pipeline growth and established a scalable, repeatable system for continued growth. The combination of strategic clarity, operational excellence, and full-funnel visibility created a growth machine that consistently delivers measurable results.
