Work · Financial services firm
Company growth above 40% a year, with nearly half the outbound volume.
A regulated financial services firm needed growth without flooding the market with outreach. Lara shaped the firm's AI strategy with marketing, sales, finance, risk and IT, and built its agentic go-to-market systems.
- Client
- Financial services firm
- Sector
- Financial services · Regulated by the SEC and FINRA
- Engagement
- AI strategy and AI-native go-to-market, in a prior leadership role
- Status
- Completed
40%+
Annual company growth
47%+
Less outbound volume
5 months
To close the revenue and pipeline gap
The challenge
- Growth depended on volume: more outreach, more lists and more touches.
- Marketing, sales and revenue operations did not share one measure of progress.
What we did
- Signal-led targeting: replaced broad outreach with segmentation and account priorities informed by customer signals.
- Seller execution: connected customer engagement to seller alerts, CRM follow-up and lifecycle programs.
- Revenue operations: built shared measurement and ownership across marketing and sales.
Outcome
- The firm grew more than 40% a year while sending far less outreach.
- The revenue and pipeline gap closed in five months.
- Marketing and sales ran on one growth operating model, from first signal to seller follow-up.
Prior leadership experience, anonymized. Figures are approximate, rounded and adjusted to protect confidentiality. Growth is company-level, with no isolated AI attribution.
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