Track/TravelNet Solutions

Track is an enterprise-class property management solutions portfolio for the short term vacation rental industry. In 2022, Track was acquired by Blue Star Innovation Partners, a private equity firm with a focus on growth-stage SaaS and payment companies.

Client:

Core Competencies:

Growth strategy, Positioning and value prop development, Sales enablement, Demand generation, Marketing measurement, Performance marketing

Key Highlight:

Growth strategy, Positioning and value prop development, Sales enablement, Demand generation, Marketing measurement, Performance marketing

Case Study Dive In

Track/TravelNet Solutions

Establishing Marketing KPIs & Exceeding Expectations

Situation:

Over a period of three to four years, Track had gone through several pivots in marketing direction and leadership, leading to a lack of clarity and insight into marketing’s role and impact.

Challenge:

As Track entered a new phase of PE-backed growth in an increasingly challenging market, the company needed a revamp of all go-to-market processes, renewed clarity on messaging, and measurement framework to understand performance.

The Solution:

I led a comprehensive effort to establish key marketing KPIs, such as lead volume, ICP leads as a percentage of total leads, MQL lead volume and conversion rates, pipeline creation, and CAC. We then implemented systems to track and optimize these metrics, including the use of advanced analytics and reporting tools.

In parallel, I elevated the competency of the entire marketing team by: 1) rebuilding a product marketing function that was tightly aligned with the company’s product and engineering organizations, 2) launching a brand consolidation strategy that solved awareness challenges stemming from acquisitions, 3) automating demand generation and nurture processes to improve funnel performance, and 4) relaunch the company’s website as a search-optimized demand engine.

The Result:

By the end of Year 2, all KPIs were exceeded. Lead generation increased significantly, MQL conversion rates improved, and marketing-sourced opportunities grew. CAC decreased, and overall pipeline generation exceeded goals by 25%.

Testimonial

Justin is excellent at planning and managing projects and following them through to completion. At Rohde & Schwarz he led the product marketing team through complex, challenging programs – including the annual North American sales training event.

- Justin Stallings
Director of Strategy Management. Rohde & Schwarz

Score Big With Strategic Advising

“Lorem ipsum dolor sit amet, consectetur adipiscing elit. Ut sagittis, arcu vitae lacinia finibus, nisl quam sodales est, eget vestibulum elit orci in nisl. Ut tincidunt lacinia lorem, ac vestibulum nunc varius quis. Maecenas imperdiet vulputate blandit. Curabitur et ante eu dolor sollicitudin condimentum id sit amet mi curabitur ut.”

Ready To Work Together?