How an Industrial Adhesives Manufacturer Broke a Four-Year Revenue Plateau
The client's four-year revenue plateau could not be broken by broadcast marketing. A precision ABM engine mapped to 14 distinct customer segments + a rebuilt commercial platform did the job, and a newly-established marketing capability sustained the motion after Cortado left.
A UK-based manufacturer selling to business customers across multiple industrial segments.
Industrial spray adhesives serving a buyer landscape of 14 distinct ICPs with up to 7 personas each.
Flat at roughly £21M for four years; on track for £30M in 2026.
The client, a UK industrial spray adhesive manufacturer, had recorded roughly £21 million in annual revenue for four consecutive years. Their new wins only replaced the freshly-churned ones, and they had no dedicated marketing function.
Breaking the plateau meant solving two problems at once: winning new clients with precision across a highly segmented market, and stopping the 20% annual customer attrition that consumed every new win.
Built a weighted scoring model across all customers and prospects and deployed it live in HubSpot, giving the commercial team a ranked view of where growth was concentrated.
Consolidated 37 fragmented business systems into 6 by standing up HubSpot Sales Hub as the single go-to-market platform and establishing clean data for AI-driven outreach.
Designed a tiered one-to-one through one-to-many campaign architecture with 5:1 ROMI guidance, giving the team a scalable framework for targeting accounts at the right depth.
Trained the sales team on HubSpot techniques and upskilled the marketing coordinator in demand generation so the client could operate the engine independently after close.
How could the client break four years of flat revenue growth when 20% annual customer attrition was consuming every new client win?