B2B SAAS // Q3–Q4 2024
Solvex — B2B SaaS Marketing Case Study
Repositioned from feature-first to outcome-first — 3X demo requests, 2 enterprise deals closed, and $280 cost per demo in 6 months.
// 01 — THE BRIEF
// THE CHALLENGE
WHERE THEY WERE
Solvex was losing deals to better-branded competitors despite having a technically superior product. The website looked like a 2019 SaaS template. Messaging was feature-first, not outcome-first.
// THE APPROACH
HOW WE THOUGHT ABOUT IT
In B2B, you are not buying software. You are buying confidence that the vendor will still exist and support you in 3 years. We rebuilt Solvex to communicate permanence, credibility, and outcomes.
// 02 — WHAT WE DELIVERED
THE FULL STACK
01//
BRAND REPOSITIONING
- Outcome-first messaging framework
- Competitive positioning vs 6 competitors
- New tagline and value proposition
- Visual identity update for enterprise trust
- Sales narrative and pitch restructure
02//
WEBSITE REBUILD
- Full 10-page website redesign
- Outcome-led homepage narrative
- Case study page architecture
- Pricing page optimization
- Demo request conversion: +40%
03//
CONTENT AUTHORITY
- LinkedIn content strategy: 5 posts/week
- Thought leadership articles: 2 per month
- Industry comparison content
- Video testimonials: 3 produced
- ROI calculator tool for lead generation
04//
PAID ACQUISITION
- LinkedIn Ads: decision-maker targeting
- Google Search: intent-based keywords
- Retargeting with case study creative
- ABM: 20 target accounts identified
- Cost per demo optimized to $280
05//
SEO
- SaaS keyword strategy: 50 terms
- Competitor comparison pages
- Integration partner SEO pages
- Technical SEO audit and remediation
- Organic traffic: 180% growth in 6 months
06//
SALES ENABLEMENT
- Proposal template redesign
- Battle cards vs 6 competitors
- One-page ROI calculator
- Objection handling guide
- Email follow-up sequence for demos
// 03 — HOW IT HAPPENED
THE TIMELINE
MONTH 01
REPOSITION
New positioning locked. Website rebuild started. LinkedIn strategy launched.
MONTH 02
WEBSITE LIVE
New website live. Demo request rate doubled immediately. LinkedIn +800 followers/month.
MONTH 03–04
PAID LAUNCH
LinkedIn and Google campaigns live. First enterprise leads from paid.
MONTH 05–06
3X DEMOS, 2 DEALS
3X demo requests. 2 enterprise deals closed. $280 cost per demo.
// 04 — THE OUTCOMES
THE RESULTS
3X
DEMO REQUESTS
vs baseline
2 ENT.
DEALS CLOSED
6 months
$280
COST PER DEMO
LinkedIn + Google
180%
ORGANIC TRAFFIC
6 months
+40%
DEMO CONVERSION
website CRO
// 05 — CLIENT VOICE
"
Two enterprise deals in 6 months paid for the entire engagement many times over. SCHORE fixed our credibility problem.
CLAIRE B.
CEO, SOLVEX
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