The Company
The blockchain for big data.
Constellation Network is a leading software infrastructure tool for data provenance, integrity, and encryption. Positioned as “The Blockchain for Big Data,” Constellation's infrastructure validates and secures data pipelines, improving dataset visibility and quality so data scientists can focus on their highest-priority work — with effortless plug-and-play integration into existing systems.
The Challenge
A product-first startup with no repeatable way to sell.
Constellation came to FullFunnel in 2019 as an infrastructure startup looking to capture product-market feedback and better understand its sales cycle. The company had no repeatable lead generation model, relying on ad-hoc, one-to-one cold outreach that generated only a handful of quality conversations with decision-makers. Having focused on product over sales and marketing, Constellation was also using the same messaging across multiple buyer personas, and needed strategic positioning realignment toward a more targeted buyer demographic.
The Approach
Automated lead generation, paired with messaging realignment.
FullFunnel immediately implemented lead generation strategies to provide the product-market feedback Constellation needed to drive sales.
Layer 1
Sales automation & lead generation
A proprietary sales automation process introduced a rapid, robust lead generation program producing unique touch points based on actionable triggers — optimized systems and automated data collection produced 3x the output of a regular sales employee.
Layer 2
Messaging & positioning
Revised Constellation's value proposition to be relevant and attractive to decision-makers, including buyer persona identification, development, and effective market segmentation.
Layer 3
Targeted campaigns
Launched several targeted campaigns that generated substantive conversations and rapidly validated product-market fit.