Pipeline Playbooks
Case Study
Posted
Influencer Marketing Marketplace2–10 EmployeesCalifornia

How Posted Crossed $1M ARR and Generated 350+ Signups

2,100+
OPPORTUNITIES
$1M
ARR CROSSED
600+
CREATOR SIGNUPS
150+
BRAND SIGNUPS

The Challenge

  • 170,000 emails sent but only 44 opportunities (Aug–Oct 2024)
  • Volume wasn’t the issue — targeting and signals were broken
  • Two-sided marketplace: needed to grow brands and creators simultaneously
  • No system for identifying high-intent visitors or form abandoners
  • No multi-channel capture — cold email only, no LinkedIn or calling
  • Creator-side acquisition had no scalable engine
  • Slow response times killing conversion on interested leads

The Solution

  • Rebuilt brand-side targeting from App Store, Shopify, Product Hunt, and Apollo signals
  • Scaled creator-side via TikTok scraping and bio email extraction
  • Sub-5-minute personalised inbox replies for interested leads
  • LinkedIn connection + message triggered by landing page visits
  • Anonymous website visitor outreach via RB2B
  • Multi-step form tracking (email → phone → trial) with CRM updates
  • Immediate calling + SMS/iMessage for high-intent non-signups

The 3-Phase Playbook

1
Fix Brand Targeting
App Store + Shopify +
Product Hunt signals
→
2
Scale Creator Side
TikTok scraping + bio
email extraction
→
3
Conversion Engine
<5-min replies + multi-
channel capture system
MetricBefore Pipeline PlaybooksAfter
Opportunities44 (Aug–Oct 2024)2,100+
Creator SignupsMinimal600+
Brand SignupsMinimal150+
ARRPre-revenue$1M
Response TimeNo system<5 minutes, personalised

Key Learnings

1
Volume ≠ Pipeline
170k emails and 44 opps proved the problem was targeting, not effort. Less volume, better signals, 48x more results.
2
Two Sides Need Two Engines
Growing a marketplace means building separate acquisition systems for supply and demand in parallel.
3
Speed Closes Deals
Sub-5-minute personalised replies outperformed every sequence. Response time became a competitive advantage.
4
Signals Stack
App Store + Shopify + Product Hunt + RB2B — layering intent sources compounded relevance at every step.