marketing-demand-acquisitionMulti-channel demand generation, paid media optimization, SEO strategy, and partnership programs for Series A+ startups
Install via ClawdBot CLI:
clawdbot install alirezarezvani/marketing-demand-acquisitionAcquisition playbook for Series A+ startups scaling internationally (EU/US/Canada) with hybrid PLG/Sales-Led motion.
| Role | Focus Areas |
|------|-------------|
| Demand Generation Manager | Multi-channel campaigns, pipeline generation |
| Paid Media Marketer | Paid search/social/display optimization |
| SEO Manager | Organic acquisition, technical SEO |
| Partnerships Manager | Co-marketing, channel partnerships |
Demand Gen: MQL/SQL volume, cost per opportunity, marketing-sourced pipeline $, MQL→SQL rate
Paid Media: CAC, ROAS, CPL, CPA, channel efficiency ratio
SEO: Organic sessions, non-brand traffic %, keyword rankings, technical health score
Partnerships: Partner-sourced pipeline $, partner CAC, co-marketing ROI
| Stage | Tactics | Target |
|-------|---------|--------|
| TOFU | Paid social, display, content syndication, SEO | Brand awareness, traffic |
| MOFU | Paid search, retargeting, gated content, email nurture | MQLs, demo requests |
| BOFU | Brand search, direct outreach, case studies, trials | SQLs, pipeline $ |
utm_source={channel} // linkedin, google, meta
utm_medium={type} // cpc, display, email
utm_campaign={campaign-id} // q1-2025-linkedin-enterprise
utm_content={variant} // ad-a, email-1
utm_term={keyword} // [paid search only]| Channel | Best For | CAC Range | Series A Priority |
|---------|----------|-----------|-------------------|
| LinkedIn Ads | B2B, Enterprise, ABM | $150-400 | High |
| Google Search | High-intent, BOFU | $80-250 | High |
| Google Display | Retargeting | $50-150 | Medium |
| Meta Ads | SMB, visual products | $60-200 | Medium |
| Channel | Budget | Expected SQLs |
|---------|--------|---------------|
| LinkedIn | $15k | 10 |
| Google Search | $12k | 20 |
| Google Display | $5k | 5 |
| Meta | $5k | 8 |
| Partnerships | $3k | 5 |
See campaign-templates.md for detailed structures.
| Tier | Type | Volume | Priority |
|------|------|--------|----------|
| 1 | High-intent BOFU | 100-1k | First |
| 2 | Solution-aware MOFU | 500-5k | Second |
| 3 | Problem-aware TOFU | 1k-10k | Third |
| Tier | Type | Effort | ROI |
|------|------|--------|-----|
| 1 | Strategic integrations | High | Very high |
| 2 | Affiliate partners | Medium | Medium-high |
| 3 | Customer referrals | Low | Medium |
| 4 | Marketplace listings | Medium | Low-medium |
See international-playbooks.md for regional tactics.
| Model | Use Case |
|-------|----------|
| First-Touch | Awareness campaigns |
| Last-Touch | Direct response |
| W-Shaped (40-20-40) | Hybrid PLG/Sales (recommended) |
| Metric | Target |
|--------|--------|
| MQLs | Weekly target |
| SQLs | Weekly target |
| MQL→SQL Rate | >15% |
| Blended CAC | <$300 |
| Pipeline Velocity | <60 days |
See attribution-guide.md for detailed setup.
| Script | Purpose | Usage |
|--------|---------|-------|
| calculate_cac.py | Calculate blended and channel CAC | python scripts/calculate_cac.py --spend 40000 --customers 50 |
See hubspot-workflows.md for workflow templates.
| File | Content |
|------|---------|
| hubspot-workflows.md | Lead scoring, nurture, assignment workflows |
| campaign-templates.md | LinkedIn, Google, Meta campaign structures |
| international-playbooks.md | EU, US, Canada market tactics |
| attribution-guide.md | Multi-touch attribution, dashboards, A/B testing |
| Metric | LinkedIn | Google Search | SEO | Email |
|--------|----------|---------------|-----|-------|
| CTR | 0.4-0.9% | 2-5% | 1-3% | 15-25% |
| CVR | 1-3% | 3-7% | 2-5% | 2-5% |
| CAC | $150-400 | $80-250 | $50-150 | $20-80 |
| MQL→SQL | 10-20% | 15-25% | 12-22% | 8-15% |
Required:
✅ Job title: Director+ or budget authority
✅ Company size: 50-5000 employees
✅ Budget: $10k+ annual
✅ Timeline: Buying within 90 days
✅ Engagement: Demo requested or high-intent action| Handoff | Target |
|---------|--------|
| SDR responds to MQL | 4 hours |
| AE books demo with SQL | 24 hours |
| First demo scheduled | 3 business days |
Validation: Test lead through workflow, verify notifications and routing.
Generated Mar 1, 2026
A B2B SaaS company with a hybrid PLG/sales-led motion needs to generate qualified leads and pipeline across multiple channels like LinkedIn Ads and Google Search to support international expansion. This scenario involves setting up multi-channel campaigns with proper UTM tracking in HubSpot and optimizing CAC within a $40k/month budget.
An enterprise software provider targets director-level decision-makers in specific industries using LinkedIn Ads for awareness and conversion campaigns. The goal is to drive high-intent leads with a CAC of $150-400, leveraging detailed targeting and scaling strategies based on performance.
A tech startup targeting small to medium businesses employs Meta Ads and Google Display for visual product promotion and retargeting. This scenario involves optimizing ad creatives, managing budgets under $10k/month, and tracking conversions to achieve a CAC below $200.
A SaaS firm aims to increase non-brand organic traffic by implementing a tiered keyword strategy, technical SEO improvements, and link-building via digital PR. The focus is on ranking for high-intent BOFU keywords and validating with tools like Screaming Frog and Google Search Console.
A startup seeks to expand its reach through strategic partnerships with complementary SaaS companies, involving co-marketing campaigns and affiliate programs. This scenario includes identifying partners, setting up UTM tracking, and measuring partner-sourced pipeline revenue and CAC.
This model combines product-led growth with sales-led motions, targeting Series A+ startups scaling internationally. It uses free trials or freemium offerings to attract users, then converts high-intent leads into sales through targeted campaigns and partnerships.
Focuses on selling software solutions to large enterprises through direct sales and ABM strategies. Revenue is driven by annual contracts, with marketing efforts aimed at generating MQLs and SQLs via paid media and SEO to support sales pipelines.
Targets small to medium businesses with affordable, scalable subscription plans. Marketing relies on cost-effective channels like Meta Ads and partnerships to acquire customers at a low CAC, emphasizing volume and retention over high-ticket sales.
💬 Integration Tip
Ensure UTM parameters are correctly configured in HubSpot for all campaigns to track lead sources and validate that LinkedIn Insight Tag and Google conversion tracking are firing properly on all pages.
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