0 to 1,000 SQLs in Q1

Company Overview

Atlas Revenue Group is a Sydney-based Revenue Operations (RevOps) consulting firm helping B2B SaaS companies optimize their go-to-market motions. Specializing in CRM implementation, sales process design, and revenue analytics, Atlas serves mid-market SaaS companies with $5M-$100M in ARR. The firm was founded by former Salesforce and HubSpot executives and has 35 consultants across Australia and New Zealand.

After establishing a strong reputation in the ANZ market, Atlas made a strategic decision to expand into the broader APAC region, targeting the rapidly growing B2B SaaS ecosystem in Southeast Asia, India, and Japan.

The Challenge

Atlas was entering a greenfield market with no brand recognition, no referral network, and no existing pipeline. Their ANZ business was 100% referral-driven, a model that could not be replicated in unfamiliar markets. They needed to build an APAC pipeline from absolute zero.

The additional complexity was their niche: RevOps consulting is a relatively new category in APAC markets, meaning many prospects did not know they needed what Atlas offered. They had to both create awareness and identify the subset of companies already feeling RevOps pain points.

The Solution

Atlas deployed Funnelyn with a category-creation approach:

• **Pain-Signal Intent Tracking**: Rather than tracking "RevOps consulting" (which few APAC companies searched for), they tracked underlying pain signals: "sales and marketing alignment," "CRM implementation," "sales pipeline metrics," "revenue forecasting accuracy," and "go-to-market optimization."
• **SaaS Company Identification**: Funnelyn's enrichment engine filtered for B2B SaaS companies in APAC with $5M-$100M ARR, 50-500 employees, and recent funding rounds, indicating growth-stage companies most likely to need RevOps support.
• **Educational Content Sequences**: Outreach led with educational content about RevOps maturity, free assessment tools, and benchmarking data, creating category awareness while demonstrating Atlas's expertise.
• **Multi-Market Rollout**: They launched simultaneously across Singapore, Indonesia, India, and Japan, with messaging adapted for each market's SaaS maturity level.

Results

In their first quarter of APAC expansion, Atlas achieved remarkable pipeline velocity:

• **1,000 sales-qualified leads generated** across 4 APAC markets
• **AUD 3.8M in qualified pipeline** built from zero in 90 days
• **186 discovery calls booked** with SaaS founders and revenue leaders
• **23 new clients signed** in Q1, representing AUD 1.2M in consulting revenue
• **India emerged as the largest opportunity**, contributing 420 of the 1,000 SQLs
• **Average engagement value of AUD 52K**, aligned with their mid-market positioning

> "Going from zero to 1,000 SQLs in a single quarter sounds too good to be true, but the math is straightforward. Funnelyn identified thousands of SaaS companies in APAC experiencing the exact pain points we solve. Our educational content sequences turned cold prospects into warm conversations, and from there, our consultants' expertise closed the deals. This is the fastest market expansion I have been part of in my career." -- James Whitfield, CEO, Atlas Revenue Group

Key Takeaways

• **Track pain signals, not category searches, in emerging categories.** When your category is new to a market, prospects search for their problems, not your solution.
• **Educational content creates categories.** By teaching prospects about RevOps before pitching services, Atlas simultaneously built awareness and established authority.
• **Greenfield markets reward speed.** Being the first RevOps consultancy to systematically prospect in APAC gave Atlas a significant first-mover advantage that competitors will struggle to match.
• **Funding signals indicate RevOps readiness.** SaaS companies that recently raised growth rounds are almost always struggling with go-to-market optimization, making them ideal RevOps prospects.