Scaling a LegalTech SaaS: market strategy, funnel and thought leadership
Product market fit was there. A growth engine wasn't. Funnel, CRM and thought leadership made the difference.
- Client
- actaport
- Role
- Non-Executive Board Member
- Period
- 2023 to 2025
- Duration
- 28 months
2×+ARR more than doubled
−60 %cost per lead per seat
Series Bsales and marketing made ready
01
Starting point
Cloud practice management software for the German legal market. The product worked, customers stayed. What was missing was a market strategy that scales. Marketing and sales were underdeveloped, funnels undefined, CRM rudimentary. No end to end customer journey, no measurable growth engine.
02
Brief
- Build scalable marketing and sales structures
- Automate CRM processes in HubSpot
- Lower cost per lead through performance marketing
- Get sales and marketing ready for Series B
03
Approach
- Multi stage funnel logic for inbound and outbound
- HubSpot CRM architecture with automated lead nurturing and sales flows
- Thought leadership through the book “Die moderne Kanzlei”
- Content driven demand generation via SEO and SEM
- KPI system to steer marketing efficiency and sales
04
Result
- ARR more than doubled in just over two years
- Cost per lead down around 60 % while lead quality rose
- Sales and marketing set up at Series B level