Built a B2B sales and marketing model that generated $26.4M on $2.32M in spend.
Situation
Breather was known for short-term workspace bookings but was preparing to enter flexible office rentals with a monthly subscription offer. Marketing was operating as a siloed, performance-led function with weak alignment to inventory and product availability. The result was underutilised spaces, overbooking issues, and declining customer satisfaction. Board pressure was building to make marketing support a more predictable B2B motion.
Task
Build a B2B sales motion without weakening the short-term booking business. That required new positioning, closer sales and marketing alignment, and better matching of demand to available space.
Approach
Partnered with the COO to design and launch Breather's first sales-led GTM approach for the office rental product
Built positioning, messaging, and campaigns for B2B buyers from scratch
Audited the existing marketing programme and created a forecasting model to better align supply and demand by location
Improved paid acquisition through structured testing
Reworked the homepage, user journey, and SEO strategy to open stronger inbound demand
Restructured the marketing team to support both business lines and presented the GTM plan to the Board
Result
$26.4M in revenue on a $2.32M marketing budget
2.5x ROAS across the new commercial system
18% increase in new bookings through paid optimization
2x new user signups following homepage and user journey improvements
4x returning bookings in three months
What this means for you
Breather did not need more campaigns. It needed sales, marketing, product and inventory to work around two different buying journeys.
If marketing is busy but revenue is not following, first check whether the underlying sales model is clear and supported.