• Complex buying committees and technical validation steps slow down deals and obscure value.
• Niche search demand and expensive PPC make consistent lead flow difficult.
• Subject-matter expertise is trapped in engineers, limiting scalable content and authority building.
✓ 147 leads/month average by day 90 across technical clients, sustained over rolling quarters.
✓ 3.4x more deals closed from engineering-qualified leads (EQLs) vs. baseline MQLs.
✓ 38% shorter sales cycle (median reduced from 142 to 88 days) through earlier technical validation.