Industry:
Cloud data and analytics services (Snowflake ecosystem)
Timeline:
~2 months
Scope:
GTM strategy, positioning and messaging, information architecture, conversion copy, website, case studies, PPC and LinkedIn activation, social media strategy
Overview
Snowstack had the team and the vision, but no presence. No website, no proof, no channels. In just 60 days we took them from blank page to a working B2B go-to-market: we aligned the story and ideal customers, launched a site with clear “talk to us” paths, added B2B marketing case studies for proof, and set up HubSpot, PPC, and LinkedIn.
The client:
Snowstack is a Snowflake first data consultancy based in Miami, with engineering delivery across Europe. They help teams in pharma, FMCG, and financial services implement Snowflake, migrate legacy stacks, tighten governance, run FinOps, and get the platform ready for AI.
Their buyers are data leaders and business owners who want a specialist partner, not a generic Snowflake consultancy that claims it can do everything. So the B2B go to market story had to make their edge obvious deep Snowflake focus, senior delivery, and outcomes you can point to.
We’re Snowflake experts, but we needed a partner to translate that into a go-to-market
strategy. Apricot did exactly that. In 60 days, we had a strategy backed by research,
a clear plan, a site with optimised content, and first campaigns launched.
I always knew what was happening and why. If you want a launch that lands, this is the team.
The challenge
Snowstack had the talent and the plan, but no public footprint. There was no story buyers could follow, no proof to reduce doubt, and no channels to reach the right people. That meant our job was bigger than “write some copy.” We had to put the full go to market foundation in place, from marketing strategy to content strategy to conversion paths and measurement.
Message unclear. No crisp narrative across the site, services, and pages. We had to lead positioning and messaging, then translate it into a website that communicates value fast.
ICP undefined. Roles, triggers, and objections weren’t mapped, so targeting was guessy. We built the ICP and segmentation so B2B demand generation and outbound had a real aim.
No proof. Outcomes existed, but they weren’t packaged. We built the proof layer with case studies, result stories, and credibility assets enterprise buyers expect.
No content system. There was no content strategy to support search, sales, or LinkedIn. We created topic clusters, content pillars, and a publishing plan tied to buyer questions and decision stages.
No channels. No consistent motion across search, LinkedIn, and email. We mapped the distribution plan and built lead capture paths that turn attention into meetings.
No tracking stack. HubSpot, UTMs, and key events weren’t set, so reporting wasn’t usable. We set up measurement so every test and every channel could be tracked and improved.
They brought us in for the full package. Marketing strategy, content strategy, CRO, and a trackable GTM that makes Snowstack legible, credible, and easy to choose, in about 90 days.
Our B2B go-to-market timeline
Jun 19, 2025
Jun 27–28, 2025
Jul–Aug 2025
Sep 2025
Sep–Oct 2025
Deal signed
Strategy workshops (Miami)
Build
Site live
GTM active
Scope, owners, GTM board, success metrics
Positioning, value proposition, ICP and buyer roles, channels, KPIs
IA, wireframes, conversion copy, FAQs and schema, case studies, tracking plan
QA, performance checks, forms, instrumentation
PPC for high-intent Snowflake searches, LinkedIn, email, lead magnet rollout
In 60 days we went from kick off to a GTM that was live and working. We started by locking the story, the ICP, and the owners, so design, copy, and outreach all pulled in the same direction. We built the site around real conversion paths and added proof early, so buyers could understand the value and feel safe taking the next step. Then we switched on tracking before we pushed traffic, launched with high intent channels first, and used the founder’s voice to keep it human.
How we launched B2B go-to-market in 60 days
Step 1 Strategy workshops (Miami, 2 days)
What we did
Spent two days together building the marketing strategy. Aligned on positioning, value proposition, ICP and buyer roles, then chose the right channels, budgets, roadmap, and success metrics. Turned the output into clear messaging pillars, ICP one-pagers, and a single GTM board with owners.
Why we did it
To create fast, shared clarity on who we serve and why we win, so every asset tells the same story. One plan with clear ownership prevents scattered work and keeps the team moving in the same direction.
Step 2 GTM plan and roadmap
What we did
We divided the work into three parts.
1. We prepared the basics.
2. We started outbound, content, paid search, and events.
3. We added a larger launch moment to reach more buyers.
We held weekly check-ins and kept a simple log of tests and results.
Why we did it
Breaking the work into steps let us move forward without trying to do everything at once. Regular check-ins helped us learn what worked and adjust quickly.
Step 3 Website and content strategy
What we did
Partnered with Grafit agency on the Webflow design and development. Started with a simple sitemap, then built low-fidelity wireframes in Figma to lock the storyline on each page. Designed the site to guide readers from the problem, to how Snowstack helps, to proof, and then to a clear next step. Wrote direct, component-ready copy with clear headers and FAQs, launched the core pages, and set up forms and analytics to see how people actually use the site.
Why we did it
The website is where most buyers decide if you are a fit. The content structure helps search surface helpful answers, so the site works as a 24/7 on-demand marketing and B2B content marketing asset.
Step 4 Activation and channels
What we did
Turned on high-intent paid search for Snowflake services, published three case studies and key articles, promoted a FinOps Savings Calculator by email and on the founder’s LinkedIn, and supported a few community events where buyers already take part.
Why we did it
Paid search catches people already looking for help. Case studies reduce doubt. The calculator and founder posts start useful conversations. Events add trust.
Step 5 Operating model
What we did
Defined clear roles across strategy, content, and performance. Each week we reviewed offers, headlines, targeting, costs, and landing pages, and logged every change and outcome in one shared tracker.
Why we did it
Clear roles prevent confusion. Short weekly meetings keep everyone aligned. A shared tracker shows what was tried, what happened, and what to do next.
The results
This is how we put Snowstack on market. A clear story buyers can repeat, a website that guides decisions, channels that work together, and tracking you can trust. The table below is what we built and how fast it moved.
Time to live GTM
60 days
Alignment window
≤ 14 days
Website status
Live Sep 2025
Case studies published
3
Active channels
3
Lead magnet engagement
77 clicks
Tracking stack
Verified
Operating model
Weekly
What our B2B go-to-market changed
We now have one clear story that buyers can repeat. The site guides people from problem to proof to a simple next step. Proof sits close to the CTA, so confidence builds faster. Forms route to the right owner, alerts fire, and every visit is tracked. Search, founder posts, and email work together, and the calculator gives an easy first step that already generates intent signals.
Why this matters for the business
Lower acquisition costs because clicks land on pages that answer real questions and convert cleanly. Shorter sales cycles because case studies and FAQs remove early doubts. Better pipeline quality because activation starts with people already looking for help. Clearer planning because dashboards show signal within days, so budget choices are based on evidence. A reusable system because the positioning, pages, and proof now power the next campaigns, not just the launch.
A go-to-market strategy for B2B SaaS is the plan for how you bring a product or service to market, win your first customers, and scale revenue. It covers ICP, positioning, pricing, channels, and how marketing and sales work together to generate and close a pipeline.
A focused B2B go-to-market launch can go live in 60–90 days if you have fast access to stakeholders and a clear offer. In that window, you align ICP and messaging, build a conversion-ready site, activate PPC and LinkedIn campaigns, and set up tracking so every click and lead is measurable.
For a Snowflake-focused data partner, high-intent search, targeted LinkedIn, and partner ecosystem plays usually work best. Paid search captures existing demand, founder-led LinkedIn and LinkedIn ads build trust, and Snowflake Partner Network visibility adds third-party credibility.
A B2B marketing agency helps with B2B lead generation by designing journeys from first touch to hand-off, not just individual campaigns. It aligns offers, landing pages, and channels so PPC, content, and outbound all send traffic to pages that convert, with clear UTMs and dashboards showing which motions create qualified opportunities.
You measure GTM performance with pipeline and learning, not just clicks. Key metrics include qualified leads, sales opportunities, win rates, time to first deal, channel ROI, and a simple log of tests and outcomes so the go-to-market plan improves every cycle.
You should consider a marketing agency when moving from early sales into a repeatable growth phase. If you have a strong product and happy early customers but no clear story, website, or scalable demand engine yet, a GTM partner can compress years of trial-and-error into a structured go-to-market strategy.
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