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So far Hitaishi Chaudhary has created 8 blog entries.

How to Build a Culture of Experimentation That Doesn’t Fall Apart When People Leave

Let’s be honest: most experiments won’t “win.”

And that’s fine—because the real goal of enterprise experimentation isn’t a single A/B test. It’s building a system that consistently delivers insights, revenue, and resilience across teams.

In Part 2 of our latest podcast episode, Arun and David dig into what separates long-term experimentation success from short-term sparks that fizzle out when a single stakeholder leaves.

Here’s what we covered:

1. Wins Are the Fuel, But Culture Is the Engine

A few successful tests aren’t enough. If your entire experimentation program lives in one person’s head—or one team’s Google Drive—it won’t survive when that person leaves.

To scale this capability, enterprise orgs need:

  • Cross-functional teams that can act independently
  • Visibility into what’s being tested and what’s been learned
  • A center of excellence (not a patchwork of BU experiments with zero ownership)

Make experimentation a strategic asset, not a side project.

2. Start Small. Share Loudly.

Early wins matter—but so does how you socialize them.

Even if the first tests are on small, low-friction areas (like lead forms or paid landing pages), the learnings often apply far beyond that single channel. Those insights should be shared across the org, through:

  • Internal newsletters
  • Experimentation decks
  • Customer insight docs
  • Team-wide playbooks

This is how you earn buy-in before the next budgeting cycle.

3. Build a Team That Can Ship

If your experimentation team needs to ask 10 people for permission to test a button color—you’re dead in the water.

What works better:

  • An agile squad with analytics, dev, QA, and strategy in-house
  • Empowered autonomy from slow-moving parts of the org
  • A governance model with lightweight approvals and tight feedback loops

Don’t overthink it. Don’t wait for perfect data. Start testing, start sharing, and build from there.

4. Avoid the Trap: Complexity ≠ Maturity

Too many teams over-complicate experimentation with heavy processes and endless planning.

Here’s the play:

  • Start where you’ll see quick wins and minimal stakeholder blockers.
  • Share those results widely and often.
  • Build a center of excellence that spans orgs and departments.

And most importantly—don’t wait for perfect tracking. You don’t need flawless data to ship meaningful experiments. You need trust, velocity, and a tolerance for smart, managed risk.

Watch the full conversation on building enterprise-grade experimentation programs

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By |2025-07-28T07:11:43-07:00July 28th, 2025|Conversion Rate Optimization, Full-Funnel Optimization, Lead Management, Marketing Automation, Revenue Funnel Optimization, Website Optimization|0 Comments
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Enterprise A/B Testing: Why It Fails and How to Build a Culture of Experimentation

It’s not budget.
It’s not headcount.
It’s not tech.

The biggest blockers to experimentation in enterprise organizations are cultural.

When experimentation is treated like a side project—or worse, a threat to the status quo—it’s no surprise that velocity stalls and progress dies in committee.

In this episode, Arun and David unpack exactly why legacy enterprise companies struggle to build a culture of experimentation, despite having all the resources in the world. And what separates the companies who succeed from the ones who stay stuck.

Why Enterprise Velocity Gets Crushed

There are two core ingredients that make experimentation successful:
– A willingness to tolerate managed risk
– The velocity to move fast and validate ideas

Both are usually missing in large orgs. Not because leaders don’t want experimentation—but because bureaucracy, slow release cycles, and internal politics make it nearly impossible.

Layer in misaligned stakeholders, global complexity, and siloed data, and suddenly even running a basic A/B test feels like moving mountains.

How to Start Small and Build Momentum

The smartest enterprise experimentation programs don’t start with the homepage.
 They start where:

  • There’s less internal friction
  • There’s measurable business impact
  • There’s faster time-to-learn

That’s usually deeper in the funnel—lead forms, onboarding flows, paid landing pages. These are the areas where you can move quickly, validate hypotheses, and prove value without ruffling feathers.

Wins here earn trust, budget, and buy-in to scale the program.

Risk Mitigation: The Story Execs Will Listen To

Experimentation isn’t just about growth. It’s about reducing risk.
 It’s a safer, faster, more controlled way to validate what works before you commit major resources.

Frame it this way, and suddenly even the most conservative stakeholders start paying attention.

TL;DR: If You Want to Build an Experimentation Culture in Enterprise…

Start where you can win fast.
Show how you save time and reduce risk.
Use those wins to scale the program into something sustainable.

Watch the full conversation on Episode 4, Part 1

Get the full breakdown on why experimentation struggles in enterprise—and how to fix it.

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By |2025-07-22T13:15:53-07:00July 22nd, 2025|Conversion Rate Optimization, Full-Funnel Optimization, Lead Management, Marketing Automation, Revenue Funnel Optimization, Website Optimization|0 Comments
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How to Roll Out a Product-Led Growth (PLG) Strategy Without Breaking Your Funnel

Product-Led Growth (PLG) can be a revenue multiplier—but only if it’s rolled out right.

In Part 2 of this conversation, Arun Sivashankaran and David Janczyn lay out a pragmatic, experiment-led approach to launching PLG in B2B SaaS organizations. This isn’t just about free trials or surface-level A/B tests—it’s about using real signals, smarter data architecture, and practical tests to align PLG with long-term growth.

Here’s what they shared.

Why the Pricing Page Is a PLG Power Move

One of the most overlooked PLG opportunities? Your pricing page.

Every SaaS company has one, but few use it to actively segment high-intent, high-value visitors from those better served by self-service.

By running experiments that route users toward the right experiences—self-serve options for smaller customers and sales engagement for enterprise prospects—you can start gathering data that feeds your PLG motion immediately.

This isn’t about overhauling your funnel. It’s about intelligently opening new lanes.

PLG Doesn’t Work Without This One Thing

A clear hypothesis.

Fivetran’s PLG success story illustrates this well. Their team hypothesized that they were losing revenue from smaller organizations who needed the product but were being ignored by sales. They didn’t guess—they measured:

  • Conversion rates by path
  • Average contract value by segment
  • Payback periods across touchpoints

By identifying these metrics and rolling out with experimentation at the core, they turned PLG into 20% of their net new revenue.

The lesson? PLG works when it’s treated like a strategic experiment—not a side project.

First-Party Data > Third-Party Noise

Many B2B marketers chase intent data from third-party sources like 6sense. But the real gold often sits within your own walls.

The way your visitors engage with your site, forms, interactive demos, and onboarding flows? That’s first-party intent—and it’s faster, cleaner, and more actionable.

This is especially critical when your funnel shifts from static demand gen to interactive PLG motions.

Your Data Infrastructure Has to Evolve

Rolling out PLG without rethinking your data flow is like racing with the wrong fuel.

PLG relies heavily on product data—data that typically lives outside of your CRM and marketing automation tools. To make it actionable, you need:

  • A centralized data warehouse (Snowflake, BigQuery, etc.)
  • Reverse ETL tools like Hightouch or Census to push signals back into your marketing stack
  • Coordination between product, marketing, and sales ops

The takeaway? Your source of truth has to evolve if you want PLG to scale.

How to Start Small with PLG

You don’t need to rearchitect your funnel overnight.

Instead:

  • Leverage your existing lead forms to identify PLG-ready prospects
  • Add interactive or on-demand demos to TOFU pages
  • Test routes via your pricing page that surface different options based on user behavior

These low-lift tests validate assumptions, show results, and build internal buy-in—without burning cycles.

Final Takeaways

Here are 3 key steps to a successful PLG rollout:

  1. Map the customer journey: From website visit to in-product action. Identify where intent shows up and what signals to track.
  2. Experiment your way forward: Never roll out without proper measurement. Every PLG element—demo, form, route—should be tested.
  3. Invest in the right data infrastructure: PLG isn’t just a strategy shift; it’s a data shift. You need systems that unify product, marketing, and sales insights.

If you’re treating PLG like just another campaign, it won’t work.

But if you build it on experimentation, align it with buyer behavior, and ground it in real data—your sales team will thank you.

Watch Part 2 of Episode 3 of the FunnelEnvy Podcast

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By |2025-07-14T06:30:13-07:00July 14th, 2025|Conversion Rate Optimization, Full-Funnel Optimization, Lead Management, Marketing Automation, Revenue Funnel Optimization, Website Optimization|0 Comments
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Product-Led Growth in B2B SaaS: How to Design a Scalable Funnel, Identify Intent Signals & Align Sales

Buyers today don’t want to talk to your sales team. At least, not until they understand what your product does—and how it will deliver value.

In this episode of the FunnelEnvy podcast, Arun Sivashankaran and David Janczyn unpack a critical but often misunderstood strategy: Product-Led Growth (PLG) in B2B SaaS. If you’re navigating enterprise complexity or trying to make your funnel more efficient, this conversation is a must-listen.

What is Product-Led Growth (PLG)?

David defines PLG as an onboarding approach that allows customers—especially lower ACV ones—to engage with your product and achieve value without requiring a sales conversation upfront. Think free trials or freemium models.

Arun expands on this, calling PLG a strategic response to changing buyer behavior. Your prospects want value before they speak with a salesperson. PLG helps you deliver that value early, using the product itself as the primary driver of acquisition and conversion.

Why PLG Isn’t a Fit for Every SaaS Company

One key takeaway: PLG doesn’t work for everyone. If you sell a complex product that requires a consultative sales cycle or implementation services, it’s unlikely you’ll get far with a self-service experience.

But if your product offers a straightforward experience that allows users to ramp quickly—PLG can shine.

The Risk & Reward of a PLG Rollout

Rolling out PLG is risky.

You’re exposing part of your product to the market without the insulation of a lead form or salesperson. That’s why Arun emphasizes the importance of iterating through experiments, measuring outcomes, and optimizing accordingly.

David adds that cross-functional alignment is critical. Sales and marketing often operate with different KPIs—and a new PLG motion will impact lead volume, rep quotas, and expectations.

PLG Rollout Strategy: Use Your Forms

FunnelEnvy’s approach? Use multi-step forms and data-driven routing to separate low-intent leads and send them to a PLG experience, while keeping high-fit leads routed to sales.

This allows you to:

  • Reduce sales team frustration with low-quality leads
  • Improve efficiency by filtering in the right buyers
  • Introduce PLG without disrupting your entire GTM motion

Identifying Intent Through Engagement Data

Done right, PLG is an intent engine. Whether through form interactions or in-product behaviors, you can surface buying signals that warrant higher-touch sales engagement.

That’s where Arun highlights the power of AI and machine learning. You don’t need to build static models anymore. With the right feedback loop, Machine Learning can help continuously evolve your ability to predict which behaviors correlate to revenue.

How to Measure PLG Success

The team stresses that revenue should be the north star. Even if you’re capturing incremental signups or engagement, it doesn’t matter unless those leads eventually convert.

That means:

  • Measuring cost vs. ROI of routing prospects into PLG
  • Tracking pipeline contribution and revenue impact
  • Validating PLG performance through real sales outcomes

Website Resources to Support PLG

To support your PLG strategy, Arun references Gartner research highlighting interactive demos as one of the most effective resources on a SaaS website. David adds that while interactive tools work, their quality matters.

Don’t launch underwhelming experiences that fail to communicate value. Consider:

  • Ungated demo videos
  • Product briefs
  • ROI calculators

Start with lightweight options. Validate interest. Then invest.

Final Takeaway: Optimize for Time to Value

Both Arun and David stress this: time to value is everything.

If users don’t immediately experience the value of your product, your PLG motion won’t succeed. And when users stray from the happy path, your data should alert your team to intervene.

Watch Part 1 of Episode 3 on YouTube

Relevant Resource: FunnelEnvy’s Done-for-You Custom Forms

Want to explore PLG for your team? Book a Conversion Audit

By |2025-07-07T17:46:56-07:00July 7th, 2025|Conversion Rate Optimization, Full-Funnel Optimization, Lead Management, Marketing Automation, Revenue Funnel Optimization, Website Optimization|0 Comments
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How to Scale Account-Based Marketing (ABM) From Pilot to Org-Wide: What Actually Works in the Enterprise

You don’t need more leads. You need better ones.

Enterprise teams—especially in Account-Based Marketing (ABM)—can’t afford to drown in junk form fills, misrouted prospects, and manual lead sorting. Sales time is expensive. And without the right infrastructure, that time gets burned on noise instead of nurturing real opportunities.

Here’s how we helped an enterprise client build a smarter lead qualification experience, drive sales alignment, and set the stage for scalable ABM growth.

Don’t Let Unqualified Leads Into the Funnel

The biggest threat to ABM isn’t your targeting. It’s your qualification strategy—or lack thereof.

In this client’s case, a tidal wave of low-quality leads was flooding the inbound funnel. Sales had to manually vet each submission post-form—burning precious hours on leads that weren’t even in the right state or company size.

So we changed the game at the front door:

  • Built multi-step forms that embedded qualification questions
  • Used conditional logic to sort leads by tier
  • Redirected unqualified traffic to content, not the sales team
  • Implemented Reform custom forms to design high-conversion, logic-driven forms that match ABM tiers and audience segments without needing dev cycles

“There are different levels of an unqualified lead—and you need paths for all of them. Some might influence others. Some should just self-nurture. But none should clog your BDR queue.”

Fast-Track Qualified Buyers While You Have Their Attention

If a lead hits your form with the right intent and fit, don’t wait to follow up. Route them directly to a calendar booking experience with their assigned rep. The best time to book a call is while they’re still on the page—not three nurture emails later.

For this client, that meant:

  • Using progressive profiling to dynamically adapt form fields based on known user data
  • Connecting qualified leads to real-time scheduling links
  • Routing form data through an integrated stack—using Reform for real-time segmentation and pushing enriched data into CRM workflows.

Qualification Is Routing. But It’s Also Strategy.

Here’s what most teams miss: ABM isn’t just about who you target—it’s about what you do with the people who don’t fit.

We built three paths:

  1. Disqualified → Send to relevant content and exit the funnel
  2. Influencers → Enroll in a nurture sequence (word-of-mouth matters in B2B)
  3. Qualified buyers → Book directly with sales

That’s how you create a frictionless, intelligent funnel—one that gets smarter over time.

Want to See How the Full Strategy Works?

This is just one part of a larger conversation.

Watch Part 2 of Episode 2 with Arun & David

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By |2025-06-30T09:48:57-07:00June 30th, 2025|Conversion Rate Optimization, Full-Funnel Optimization, Lead Management, Revenue Funnel Optimization|0 Comments
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How to Launch an Account-Based Marketing (ABM) Pilot That Scales Without Breaking Your Org

In theory, Account-Based Marketing (ABM) sounds like a no-brainer.

Personalized campaigns. Sales-marketing alignment. Focused revenue growth.

In practice, it’s usually chaos.

That’s especially true when enterprises with multiple business units and fragmented tech stacks try to roll out ABM org-wide.

In this episode, we’re breaking down a smarter playbook—one that FunnelEnvy used with a global B2B org to build alignment, improve lead quality, and prove ABM value through a tightly scoped pilot.

Don’t Start with a Rollout. Start with the Problem.

This enterprise didn’t come to us asking “how do we run ABM?”

They came asking: how do we fix the disconnect between our sales and marketing?

Sales had long been identifying and prioritizing accounts on their own, handing them off to marketing like an afterthought. The result? Reactive campaigns. Mismatched goals. Low respect for marketing-sourced leads.

ABM was just the wrapper for the real goal: better alignment and impact.

Step One: Scope Down the Chaos

Company-wide rollout? Not a chance.

Different teams used the CRM differently. No global data rules. No shared processes.

Trying to deploy ABM across the org would’ve crushed progress under politics and confusion. So we scoped it down:

  • A single business unit
  • A subset of the account list
  • A few willing sales reps (aka champions)

That made it possible to:

  • Test CRM workflows and lead routing logic
  • Roll out new sequences and touchpoints
  • Get buy-in through results, not slide decks

The Invisible ABM Experience Sales Actually Wants

You know an ABM program is working when sales doesn’t even notice it.

With the right setup, ABM should remove work from the sales team:

  • Pre-qualified leads
  • Pre-built sequences
  • Standardized touchpoints

The pilot was designed to give sales what they wanted: better conversations with real buyers, not more manual follow-up. 

“The best ABM campaigns take work off the sales team’s plate by normalizing touch points and using data to guide the next best action.”

Run the Campaigns That Already Work

Here’s where most marketers go wrong: They default to status quo campaigns: LinkedIn ads, generic outreach, broad nurturing.

We started with what already performed: webinars.

Not because they were easy. Because they worked.

We dug through historical campaign data and found:

  • High-intent leads came from live events
  • Webinars supported complex, high-ACV sales cycles
  • Education-based engagement > ad impressions

So that’s what the pilot focused on: warming accounts through high-touch, educational experiences before the buying window.

Qualify Leads Through the Form, Not the BDR

Unqualified leads were a known issue.

The fix is to just add qualification into the form experience.

That meant:

  • Streamlined, multi-step forms
  • Embedded qualification questions
  • Logic-based routing tied to buyer fit and intent

Not only did this improve lead quality, it reduced manual sales effort. And yes—we built this with a Reform Custom Form as part of the stack.

Want to See the Full Breakdown?

This blog only scratches the surface of what we covered.

Watch Part 1 of the conversation between Arun and David to go deeper into how to:

  • Align cross-functional teams on ABM goals
  • Roll out campaigns without disrupting the org
  • Build a pilot that earns buy-in and scales the right way

🔗 Watch Part 1 of Episode 2 now

🔗 Run a smarter pilot with FunnelEnvy

🔗 Get Done-for-You Custom Forms here

By |2025-06-30T09:47:53-07:00June 23rd, 2025|Conversion Rate Optimization, Full-Funnel Optimization, Lead Management, Revenue Funnel Optimization|0 Comments
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Stop Blaming Forms — Fix the Friction That’s Killing Your Leads

Most marketers are still gating content like it’s 2012.

You’ve seen it:

  • 9-field forms for a basic guide
  • No routing logic
  • No visibility into whether the leads convert
  • And then sales says: “These leads are useless.”

What do we do next? Either gate nothing, or keep gating everything — hoping something works.
There’s a better way.

Download ≠ Intent

David sees it all the time in client funnels: Teams assume that if someone downloads a whitepaper, they’re ready to buy. Then sales gets the lead, follows up, and… crickets.
Why? Because not all engagement = intent. And friction without value = drop-off.
If your forms are creating a wall — not a path — your content strategy is broken.

Reduce the Wrong Friction

You don’t need to remove all gates. You need to remove bad friction.
Start here:

  • Eliminate unnecessary fields (phone number, team size, etc.)
  • Introduce progressive profiling over time
  • Use teaser gates to let the content earn the form
  • Let mid-funnel content educate without scaring people off

Ask yourself:

“Will Sales actually use the data I’m collecting here?”

If not, kill the field.

Sales Knows What Marketing Doesn’t

One of the most underutilized insights? Sales feedback.
Here’s a simple way to improve your gating:

  • Pull call transcripts
  • Identify patterns in bad-fit leads
  • Combine scroll and time-on-page data with sales feedback
  • Use that to refine gating logic and scoring

As Arun points out:

“You’re not optimizing for form fills. You’re optimizing for revenue.”

And the only way to know if your content is actually working is to bring sales into the loop.

Gating Tactics by Funnel Stage

Instead of picking one strategy, tailor it to funnel intent:

  • Awareness stage: teaser gates or light friction
  • Consideration stage: soft gates or guided forms
  • Decision stage: fully gated, high-value offers (buyer’s guides, ROI tools)

No more “all or nothing.” Just calibrated friction.

Your Funnel, Your Rules — Just Make Them Testable

Modern content gating isn’t about locking down PDFs. It’s about:
 – Signaling intent
 – Qualifying better
 – Aligning with sales
 – Testing friction
 – And measuring what matters

You don’t need to copy what’s trending. You need to experiment with what works for your funnel.

Watch the full conversation
 → Link to episode

Need help fixing your gating logic and improving lead quality?
 → Download the Lead Conversion Playbook

Or let’s map it out together
 → Book a strategy call

By |2025-06-10T10:22:50-07:00June 16th, 2025|Full-Funnel Optimization, Lead Management|0 Comments
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Rethinking Gated Content: Why It’s Not the Real Problem

If you’ve ever posted “should we gate this content?” in a Slack channel… you’re asking the wrong question.

The real issue isn’t gating. It’s assuming there’s a one-size-fits-all answer to a nuanced problem.
 B2B marketers are constantly pushed to pick sides:
 – “Gate everything.”
 – “Ungate everything.”

And sure, those takes get attention on LinkedIn. But in real funnels — with real buyers, variable intent, and sales alignment challenges — the truth is more complicated.

Not Everyone Deserves a Form

Here’s the problem with traditional B2B gating: It assumes every visitor has purchase intent. That if they downloaded your white-paper, they’re ready for a demo. That’s just not true.

  • Top-of-funnel visitors want to learn, not buy.
  • Bottom-of-funnel buyers may want a pricing conversation, not a gated PDF.
  • Everyone in between? They’ll bounce if the friction’s too high.

You’re not losing leads because your content isn’t good.
You’re losing them because you’re forcing all of them through the same door.

Content Gating ≠ Binary Decision

Instead of “gate or ungate,” think in terms of friction calibration.

Arun and David often recommend:

  • Teaser Gates → Let the visitor preview, then ask for info
  • Soft Gates → Start with minimal fields, expand based on engagement
  • Progressive Profiling → Collect details over multiple visits
  • Segment-Based Gating → Customize based on funnel stage or account data

The goal isn’t to collect every email. It’s to preserve the value of your best offers without burning visitors who aren’t ready yet.

What Gating Should Actually Signal

If your gating strategy isn’t helping you:

  • Improve scoring
  • Qualify for sales
  • Or measure content impact on pipeline…

…it’s just adding noise.

That’s why David stresses starting small:

  • Test form field count
  • Analyze scroll depth + time on page
  • Measure changes in MQL-to-SQL conversion
  • Align with sales on what they define as “qualified”

This isn’t about if you gate — it’s about why, how, and what happens after.

Your Sales Team Already Has the Answer

Here’s a simple experiment:
Sit down with your SDRs or pull transcript data from a sales call platform. Ask:

“How many of these form fills were actually qualified?”

If the answer is “not many” — you’ve got a gating problem. Not a volume problem.
Sales needs signal, not just names.

The best gating strategies are co-created with sales, not handed off to them.

Don’t Kill the Gate — Fix the Strategy

Forget the binary debate. Gating isn’t the enemy — bad gating is.

The best B2B teams are:
 – Running friction-based experiments
 – Testing gating by funnel stage
 – Looping in sales for feedback
 – Prioritizing quality > volume
 – Measuring everything against revenue, not form fills

Want to hear the full breakdown with Arun and David?
 → Watch the episode

Need smarter ways to qualify leads?
 → Download the Lead Conversion Playbook

Let’s audit your lead capture strategy
 → Book a call

By |2025-06-09T10:29:20-07:00June 9th, 2025|Full-Funnel Optimization, Lead Management|0 Comments
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