Ep. 142 – 100% Inbound, Zero Rainmakers: How much. Consulting Grew to €12M With E-Commerce Marketing Tactics - with Simon Stappen
much. Consulting grew from €0 to a projected €12 to 13 million in revenue in 8 years, without a single partner referral.
Simon Stappen, Managing Partner and Founder of much. Consulting, got there by building an ecommerce style marketing pipeline instead of a traditional consulting one.
Simon joins Sammy Gebele to explain how he built an ERP consultancy where 80 to 85% of new clients had never met anyone at the company before they signed, and what happened when the client segment driving roughly 70% of that revenue dried up in 2023.
Simon walks through much. Consulting's channel-by-channel build, Google Ads, then SEO, then events, then personal LinkedIn branding, each one added on top of the last rather than replacing it, and the UTM tracking system that lets him trace every euro of revenue back to the exact campaign that produced it. He also explains why the 12-person sales team he built owns no equity in the company, and why organic search, the channel much. Consulting spent years mastering, is now the first one showing cracks under AI search.
You'll learn:
1. Why much. Consulting built its client pipeline like an ecommerce funnel instead of a professional services one
2. How UTM tracking on every opportunity lets much. Consulting trace revenue back to the exact channel, campaign, and post that produced it
3. What much. Consulting did when the client segment driving roughly 70% of its revenue dried up in 2023
4. Why much. Consulting's highest performing sales people own no equity in the company
5. Why Simon publishes everything he knows publicly, and why he thinks a client who already knows how to do it usually isn't a great client anyway
The first channel Simon would build today if he had to start over with zero industry contacts
Simon Stappen is open to connecting about ERP consulting, revenue-attributed marketing, and building a consulting pipeline without a partner network.
If you'd like to exchange perspectives, reach out on LinkedIn: https://www.linkedin.com/in/simon-stappen/
Sammy and SAWOO offer a B2B community-building service that establishes you as a thought leader in your industry and helps you build genuine, human-to-human relationships with your dream clients.
Get in touch with Sammy Gebele on LinkedIn: https://www.linkedin.com/in/sammygebele/
More episodes and insights: https://www.leadersinconsulting.com/podcast