Case Study | Momentum Builder at OnBoard
Marketing Leadership Driving Growth for Onboard in EMEA & Australia
1
The Challenge
OnBoard, a B2B SaaS platform, faced the challenge of building its marketing growth engine across EMEA and Australia. Operating in a startup environment, the company had no lead funnel or structured demand generation process in place. OnBoard's general manager sought experienced support to quickly implement growth strategies for EMEA and Australia.
2
Our Role
As a Momentum Builder, Armor Associates joined in to provide marketing leadership expertise during this pivotal phase. The focus was on:
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Recruiting and leading the marketing team
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Implementing the marketing & sales operational processes
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Designing a scalable lead funnel process
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Optimising and expanding strategic partnerships
3
What We Delivered
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Supported business to raise series B
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Recruited and onboarded the marketing team for EMEA and Australia
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Implemented a structured lead funnel and customer-centric marketing approach
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95% of all new revenues delivered via marketing plan
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Expanded and optimised partnerships across EMEA and Australia - established exclusive partnerships with the Institute of Directors (IoD) and the Australian Institute of Company Directors (AICD)
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Provided actionable customer insights to support product development and market fit
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Selected latest ABM tools to support new lead funnel
4
Why It Worked
Our marketing expertise and leadership ensured business continuity while delivering fast, effective action. By embedding scalable processes, fostering strong partnerships and focusing on customer needs, we enabled OnBoard to grow confidently and sustainably — without losing momentum during a leadership gap.
