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How we work

Brand. Demand. Expand.

These aren't three separate services. They're three stages that build on each other — and skipping any one of them is why most B2B growth stalls. Here's what each one involves.

See where wou standStart reading →
builds fuels com- pounds STAGE 01 Brand FOUNDATION Makes demand work harder STAGE 02 Demand ENGINE Pipeline measured, not clicked STAGE 03 Expand COMPOUNDING Revenue you already own Each stage makes the next one work harder.

The marketing leaders we work with are already doing the work. They have an agency. They're running campaigns. They're showing up to pipeline reviews with a slide deck they half-believe in.

The problem isn't effort. It's that brand, demand, and expansion are being run as three separate things — different budgets, different owners, different metrics — and nobody's connecting them to the same revenue number.

That's the gap. And it's why pipeline feels unpredictable even when everything looks fine on paper.

"My team was giving the agency more direction than they were giving us. I needed someone who'd tell me the WHY behind performance — not just hand back the numbers."

— VP of Digital Marketing, InsightSoftware

stage 01

01/03

Brand

Foundation

Make buyers want to find you before they're even looking.

Most companies rush past this and go straight to ads. The problem is that paid media only works well on buyers who already know who you are and have a reason to trust you. Without that, you're paying to reach people who don't care yet — and your cost per lead climbs as a result.
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Brand work isn't awareness for its own sake. It's the thing that makes every dollar you spend on demand work harder. We figure out what you stand for, who you're really for, and how to show up in the places your buyers form opinions — long before they're in market.

”


We have great awareness. But nobody really knows what we stand for. There's no affinity there.

What the work involves

What you stand for, and how to say it

We work out what makes you genuinely different — not just different on paper. Then we find the language that makes your buyers recognize themselves in it.

Where to show up before buyers start looking

Most buying decisions are made before anyone fills out a form. We figure out where your buyers form opinions — LinkedIn, podcasts, communities — and build a presence there.

One story that works across every channel

Your ads, your website, your sales calls — they should all sound like the same company. We build the message from the ground up so nothing contradicts anything else.

Content for buyers who aren't ready yet

Only 5% of your market is actively buying at any given time. We build content for the other 95% — so when they are ready, you're already the name they know.

Getting precise about who you're actually for

Most companies have a target market that's too broad. We go deeper — who actually buys, who champions it internally, who has budget authority — and sharpen your focus around that.

How to know if brand is working

Most companies have a target market that's too broad. We go deeper — who actually buys, who champions it internally, who has budget authority — and sharpen your focus around that.

stage 02

02/03

Demand

Engine

Reach the right buyers — and actually prove that you did.

This is where paid media and creative work together — and where most agencies fall short. LinkedIn, Google, YouTube, Meta, CTV, OOH, and more — we run every channel with the strategy already built in. And we build the creative that makes buyers stop, understand what you do, and remember you when they're ready.

We measure what actually moved pipeline, not just what got clicked — so you can walk into any budget conversation and defend what you're spending.

”


The agency runs the ads. But I'm still the one figuring out whether any of it is actually working.

What the work involves

Paid media built around your buyer, not your budget

LinkedIn, Google, YouTube, Meta, CTV, OOH — every channel planned and run with a clear answer to why it's there and what it's supposed to do.

Ads that stop people and make them remember you

Creative built in-house by a team that understands the strategy behind it. Every format, every channel — no outsourcing, no briefings lost between teams.

Reporting that connects spend to revenue, not just clicks

We work inside your existing stack — HubSpot or Marketo, Salesforce — and build measurement that answers the question your CFO is asking, not just the marketing dashboard.

Understanding what's broken before we touch anything

We don't optimize first and ask questions later. We audit your funnel, your channels, your creative, and your tech before we recommend a single change.

Finding out what works — and doing more of it

We test creative, copy, audiences, and formats systematically — not because it's best practice, but because it's how you stop guessing and start knowing.

Making sure every dollar is doing the right job

You're spending real money. We help you decide where it works hardest at each stage of the funnel — and give you the rationale to defend it upward.

stage 03

03/03

Expand

Compounding

Turn your existing pipeline and customers into your next revenue layer.

Most growth strategies are built entirely around new logos. But your existing customers and open pipeline are often your most efficient path to revenue — if you're running the right media to the right people at the right time.

We run paid media to your existing accounts and customers using signals your team provides — surfacing expansion opportunities, re-engaging the right contacts, and making sure your best accounts know about new products before they go looking elsewhere.

”


Our best customers should be bringing us more business. We just don't have a way to make that happen consistently.

What the work involves

Reaching the customers you already have

Paid campaigns targeted specifically at your existing customer base — new products, new capabilities, new reasons to expand — before they hear about it somewhere else.

Re-engaging deals that have gone quiet

Open pipeline that's stalled is often just a timing problem. We run paid media to those contacts using signals your team provides — keeping you present until the moment is right.

Spotting which accounts are ready to grow

Product usage, renewal windows, support patterns — we work with the signals your team already has to identify which accounts are ripe for an expansion conversation.

Getting back in front of the right people

Accounts that went dark aren't necessarily gone — they're just not thinking about you. We put the right message in front of the right contacts at the right time.

Making sure your best accounts hear about new things first

When you launch something new, the highest-value accounts are the ones already using you. We make sure they see it — through paid media, not just an email they might not open.

Paid media only — we don't touch your CS or lifecycle

This is a focused motion. We use paid media to activate accounts you already own. We're not building CS programs or taking over your lifecycle email. Clean scope, clear accountability.

who does the work

Senior people doing the work. Not a junior team behind them.

Every engagement is run by dedicated people who own the work end to end — and a creative team that builds everything your campaigns need to run.

Strategy

Director of Demand Generation

Owns your demand strategy, diagnoses what's broken, and gives you the story you need to defend your spend upward. Thinking about your business before you ask them to.

Demand strategy
ICP research
Pipeline analysis
Board reporting

Execution

Performance Marketing Manager

Runs every paid channel — LinkedIn, Google, YouTube, Meta, CTV, OOH. Strategy built in from the start. No handoffs, no briefings lost in translation.

Paid search & social
CTV & OOH
Budget optimization
Measurement

Creative

Full-service creative team

Ad creative across every format and channel — built to stop the scroll, communicate what you do, and make buyers remember you. Not outsourced. In-house and embedded in the strategy.

Ad creative
Copywriting
Video & motion
Creative & Brand strategy

Marketing Maturity Model

Where does your program sit?

Most B2B SaaS teams are somewhere between Reactive and Informed. The Snapshot below tells you where you are across Brand, Demand, and Expand — and what the gap costs.

Reactive

Tier 01

Marketing responds to sales requests. No systematic demand gen. Budget is ad hoc. Every quarter starts from zero.

Informed

Tier 02

Campaigns running, MQL targets exist. But metrics don't connect to pipeline and you can't explain what's working.

Integrated

Tier 03

Brand, demand, and revenue are connected. Attribution holds up. You can defend every dollar because you know what's moving pipeline.

Market-Led

Tier 04

Marketing is compounding. Brand creates pull. Demand converts at scale. Expand mines existing accounts. Growth is a system.

Marketing Maturity SNAPSHOT
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Seven questions. See where you stand.

Answer honestly and you'll come away with a clear read on your Brand, Demand, and Expand maturity — and where the biggest gaps are. Ungated. Results are instant.

What clients see

The results, when the three stages run together.

745%

boost in pipeline velocity

MyCOI wanted a revenue agency, not a traditional marketing agency. A team that would challenge the status quo and run alongside them to push boundaries.

Jason Noel · VP of Marketing, myCOI
64%

increase in win rate

Clari transformed its go-to-market strategy with Refine Labs, boosting win rates by 64% and cutting acquisition costs by 67%.

Kyle Coleman · SVP of Marketing, Clari
45%

ARR growth

Loxo built a zero-to-one demand generation engine with Refine Labs, driving a 45% increase in ARR.

Sam Kuehnie · VP of Marketing, Loxo

Not ready to commit?

Start with a Revenue
Performance Assessment

A 6-week diagnostic that gives you a full, objective view of your marketing engine. What's working, what's wasting budget, and what to fix first. No long-term commitment required.

Starting at $35,000 · 6 weeks

Learn about the RPA
Funnel & revenue analysis
Where conversion drops and pipeline stalls — by source.
Paid media audit
Where budget is wasted and what needs to change.
Creative & messaging audit
How your ads stack up and what to adjust for real buyers.
Inbound experience review
Where you're losing intent and how to improve conversion.
Targeted recommendations
A clear, tactical plan — campaigns, budget, audience strategy.
12-month demand plan
Realistic growth scenarios you can plan and budget against.

Ready to build a growth engine you can stand behind?

A strategy call is a diagnostic, not a pitch. We'll tell you what we see — whether we work together or not.

Book a strategy call