Ryan and Jamie unpack the exact plays that took Rocket SaaS from ~8 SQLs a month to 20+, adding £1.2m in ARR-qualified pipeline every month. They cover why self-reported attribution beats last-touch, how a verified account list in Clay transformed LinkedIn performance, when to push product messaging into cold audiences, and why upping content quality (studio podcast clips, personal brand posts) made every channel work harder. They also share the Google Ads reset that turned ~£2k into £240k pipeline (and £120k closed), plus the simple breakfast event that generated £180k on its own.

Takeaways

• Add “How did you hear about us?” as free text — it guides budget better than last-touch
• Build a verified account list (e.g. Clay) and upload to LinkedIn to cut targeting waste
• Watch leading metrics (CTR, dwell, engagement) — they jumped once targeting improved
• Test product/offer creatives in cold alongside TOF content — some buyers are ready now
• Refresh creatives frequently; variety + clear offers lift volume and quality
• Invest in content quality (studio podcast clips) and boost with Thought Leader Ads
• Post personal brand BOFU updates ~every 2 weeks; amplify with ads to ICP lists
• Run exact-match Google Ads first; align ads/landing pages, then scale carefully
• Small, scrappy in-person events (e.g. breakfast) can unlock chunky pipeline
• Don’t chase hacks — strong messaging + consistent content + smart ads win over time
  
  

Join the SaaS Marketing Weekly Newsletter here: https://saasmarketingweekly.com/ 

Check out Ryan’s agency, Rocket SaaS, here: https://rocket-saas.io/ 

Send podcast guest pitches to: [email protected]