How Beacon Commerce Generated 3 Confirmed SQMs and $108K in Modeled Gross Pipeline in 35 Days
Within 35 days of kickoff, RevenueFlow analyzed approximately 2,450 Summer Fancy Food exhibitors, mapped 1,700 target accounts, and generated 3 confirmed SQMs representing $108K in modeled gross pipeline.
The problem we stepped into.
Beacon Commerce had strong client retention and valuable long-term contracts, but new business still depended heavily on the founder.
The team wanted a repeatable route to qualified consumer brands without turning Don into a full-time prospector.
Summer Fancy Food Show created a time-sensitive opportunity to reach brands before and around the event.
| Tool / Channel | Before | Optimization | Result |
|---|---|---|---|
| Event outreach | Founder-led and ad hoc | Managed email and LinkedIn sprint around Summer Fancy Food Show | 3 confirmed SQMs |
| Qualification | Every interested brand treated the same | SQM and MQL paths separated by fit and readiness | 3 confirmed SQMs routed by fit and readiness |
| Conversation quality | Cold conference introductions | Pre-event context and follow-up | Warmer starts to live sales conversations |
“It was a much warmer start to the conversation.”
What we built across the engagement.
Every engagement runs through the same six steps. Before launch, we agree the target market, decision-makers, exclusions, and Qualified Meeting definition. A meeting counts when the prospect attends and matches the agreed firmographic ICP.
Define the event ICP.
RevenueFlow and Beacon agreed the consumer-brand profile, decision-maker roles, exclusions, event timing, and what separated a sales-qualified meeting from an earlier-stage marketing-qualified lead.
Build the conference cohort.
RevenueFlow analyzed the Summer Fancy Food Show exhibitor market, mapped 1,700 target accounts, verified decision-maker contacts, created a focused LinkedIn cohort, and built messaging around each brand’s Amazon growth opportunity.
Launch before the show.
Email and LinkedIn outreach went live around the conference window. The sprint generated 3 confirmed SQMs while giving Don and the Beacon team useful context before live conversations.
Qualify by fit and readiness.
RevenueFlow read every positive reply, confirmed account and role fit, and routed 3 confirmed SQMs with the context Beacon needed for warmer commercial conversations.
Hand off warmer conversations.
Qualified prospects moved into Don’s calendar with the outreach context attached. Event conversations started warmer because the target accounts already understood why Beacon wanted to speak with them.
Improve the event playbook.
Post-event reviews used reply, attendance, and meeting-quality data to refine the next campaigns. RevenueFlow kept prospecting and qualification ownership while Beacon focused on proposals and closing.
“You guys are the experts at, you know, bringing people in. My job is to close them.”
Results in a nutshell.
| Metric | Before RevenueFlow | After RevenueFlow |
|---|---|---|
| Confirmed SQMs | No repeatable event baseline | 3 from one sprint |
| Modeled gross pipeline | Founder-sourced | $108K in 35 days |
| Target accounts mapped | Founder-led and ad hoc | 1,700 mapped before the event |
| Exhibitor market mapped | No event-specific target universe | ~2,450 brands analyzed |
| Outbound execution | Founder-led | Managed across email, LinkedIn, replies, and qualification |
“I do like the transparency that you have here. The whole goal is we both make money.”
Scaling together.
The event campaign created warmer opening conversations and a reusable conference playbook. RevenueFlow continues to route qualified brands into Don’s calendar while the Beacon team owns proposals and closing.
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