How a Fintech SaaS Increased Its Enterprise Pipeline by 3x with Outcurve

Executive Summary

A document automation fintech SaaS partnered with Outcurve to build a repeatable Go To Market (GTM) for breaking into large accounts (with $ 1 B+ annual revenue).

We redefined their GTM around how decision makers in mortgage lending, actually purchase tech solutions — combining account segmentation, deal-stage positioning, and coordinated sales-marketing plays.

In under two quarters, the company achieved:

‍

Client Overview

The client is a mid-sized fintech SaaS provider specializing in intelligent document automation for lenders and financial services firms.

Despite strong market fit, their pipeline generation relied heavily on ad-hoc campaigns and outbound sequences with varied targeting, coordination, and messaging consistency.

‍

Challenge

Like many growth-stage SaaS firms, the client’s marketing efforts were optimized for lead volume — not strategic penetration.

Key challenges included:

• No clear segmentation of high-value target accounts
• Messaging focused on features instead of enterprise outcomes
• Disconnected sales and marketing workflows
• Lack of visibility into deal-stage engagement and buying signals
• Heavy reliance on outbound lists and generic cadences

The result: inconsistent pipeline quality and slow momentum in enterprise pursuits.

‍

Solution

Outcurve restructured the client’s go-to-market motion into an Enterprise Growth System that unified positioning, account intelligence, and prospecting execution.

Key interventions included:

• Account Intelligence Setup: Mapped Tier 1 and Tier 2 accounts using intent, fit, and technographic data.
• Enterprise Positioning: Reframed messaging around ROI, compliance impact, and cost efficiency for lenders and servicers.
• Buyer-Stage Engagement: Designed multi-threaded outreach and personalized content aligned to deal stages.
• Sales-Marketing Orchestration: Connected Apollo, HubSpot, and LinkedIn workflows for seamless pursuit tracking.
• Enablement & Playbooks: Trained the sales team to identify “signal accounts” and deploy pursuit messaging frameworks.

‍

Impact

With Outcurve, the client was able to build reputation with CXOs in target accounts, position competitively against legacy solutions and generate over 20 sales qualified opportunities within the first two quarters of engagement.

This helped the client grow its deal pipeline by a little over 3x in 2023 alone.

In addition, they built in house expertise in Account-based methodology, latest tooling and GTM processes — needed to execute sophisticated enterprise sales & marketing campaigns.

Within the first two quarters of activation, the client recorded:

• 3.2× increase in qualified opportunities from target accounts
• 40% faster deal movement across key opportunities
• +2× response rate from executive-level prospects
• A scalable account pursuit playbook that continues to drive enterprise growth

The engagement established a structured, data-driven GTM rhythm — replacing isolated marketing experiments with a unified Account Growth Motion that continues to power the client’s pipeline today.

‍