How We Built a $5.1M ARR DTC + Enterprise Engine and Positioned a Website Security SaaS for Acquisition
After an 80% staff reduction and heavy dependency on low-priced channel partners, we rebuilt attribution, demand generation, lifecycle email, and global acquisition — then launched an enterprise solution that accelerated pipeline and recurring revenue growth.
$5.1M ARR
DTC + Enterprise total (excludes partners)
+$387k MRR
DTC + enterprise monthly growth
$100k+ Pipeline
Qualified enterprise pipeline in month 1
+335% Email Rev
Lifecycle system rebuilt end-to-end
The Situation
This Phoenix-based website security SaaS faced a major constraint: the primary revenue channel was hosting partners selling at $1.99–$5/mo. DTC pricing ($25–$99/mo) couldn’t compete at the hosting layer, and low U.S. malware awareness created intent mismatch — driving unqualified traffic and poor conversion. The final blocker: broken attribution made confident decisions impossible.
Revenue Transformation (Estimated • DTC + Enterprise Only)
Once attribution was fixed, we could optimize acquisition and sales using real revenue truth — not guesses. The breakthrough came when we expanded beyond low-fee self-serve subscriptions and introduced an enterprise-grade website security solution — immediately increasing deal size, LTV, and pipeline velocity. The company was acquired in 2021 shortly after these goals were achieved.
Before
~$38k MRR
≈ $456k ARR • DTC self-serve only • Limited awareness + weak attribution
After
~$425k MRR
≈ $5.1M ARR • Profitable DTC + new enterprise revenue stream
What We Built
We rebuilt the company’s growth infrastructure: CRM + automation, attribution, intent-led acquisition, lifecycle email, SDR execution, and international expansion into markets with stronger malware awareness — then layered in an enterprise offer to unlock higher-value revenue.
- Integrated CRM + Marketing Automation (Sugar CRM + Sugar Market)
- Full-funnel attribution first touch → closed sale
- Clean event + lifecycle tracking to guide optimization
- Intent-only Google Ads high-intent keyword capture only
- Enterprise Meta remarketing full-funnel retargeting loops
- Attribution-first iteration scale winners, cut waste fast
- Lifecycle email system onboarding, nurture, retention
- SDR process refinement until the right motion clicked
- International expansion India + English-speaking markets
- Enterprise positioning higher-ACV offer + faster pipeline velocity
Measured Outcomes
- ✓266% ROASIntent-led acquisition + remarketing that converted
- ✓DTC turned profitableHigher-ARPU engine unlocked predictable MRR growth
- ✓Email revenue +335%Lifecycle automation drove activation + retention
- ✓Enterprise pipeline created$100k+ qualified pipeline in month 1
- ✓Acquisition-ready performanceAttribution clarity improved valuation confidence
Why It Worked
- ✓Better-fit buyersIntent targeting improved conversion quality
- ✓Decision-making clarityAttribution made spend optimization scientific
- ✓Offer upgradeEnterprise positioning raised ACV and LTV
- ✓Sales motion alignmentSDRs + lifecycle email improved pipeline consistency
- ✓Market selectionExpanded into regions with higher malware awareness
Once attribution was fixed, we finally knew what was driving revenue — and could scale profitably by pairing a strong DTC engine with a higher-ACV enterprise offer.
Want a growth system that proves ROI?
If your attribution is broken, your budget decisions are guesses. Let’s build a measurable growth engine that ties campaigns, leads, sales, and revenue — end to end.