Acquisition Strategy
Condelo’s customer acquisition strategy combines direct enterprise sales with strategic partnerships and targeted inbound marketing. The approach is designed for regulated industries where trust, compliance credentials, and deep product understanding drive purchase decisions. By leading with founder-led sales and expanding through partner channels, the strategy balances high-touch relationship building with scalable growth levers.
Channel Breakdown
Direct Sales
Outbound, enterprise-focused approach targeting compliance decision-makers. Accounts for 60% of pipeline.
Partnerships
System integrators, consultancies, and referral programs that extend reach into established compliance networks. 25% of pipeline.
Inbound
Content marketing, SEO, and events driving qualified traffic and thought leadership positioning. 15% of pipeline.
Funnel Metrics
| Stage | Volume | Conversion |
|---|---|---|
| Awareness | 10K/mo | — |
| MQL | 500 | 5% |
| SQL | 100 | 20% |
| Opportunity | 30 | 30% |
| Closed Won | 5 | 17% |
Ideal Customer Profile
GTM Phases
| Phase | Timeline | Focus |
|---|---|---|
| Phase 1 | Months 1–6 | Founder-led sales |
| Phase 2 | Months 7–12 | First sales hire + partner channel |
| Phase 3 | Months 13–18 | Scaled sales team + marketing engine |