How Aerospike Unified Sales & Marketing in 6 Months

How Aerospike built a repeatable, scalable go-to-market motion in just six months by aligning their sales and marketing teams, automating the funnel, and improving reporting across Salesforce and Marketo.

Before

No Visibility. No Accountability. No Funnel.

Aerospike had a common challenge: Marketing was generating leads, but Sales wasn’t acting on them. Nobody could agree on what was working, who owned what, or even how a deal moved through the funnel.

No clear lifecycle stages or ownership.
No Standard Data Enrichment Process.
Manual handoffs between BDRs and AEs.
No visibility into how Marketing influenced pipeline.
Sales didn’t trust the CRM.
Marketo had a mountain of Tech Debt that was keeping the team from excelling.
No expansion funnel to re-engage existing customers.

“We were moving fast… but without alignment, it felt like chaos.”
— Brandon Jackson, Global Head of Business Development

Our Role

Architecting a GTM System That Scales

We were brought in by their PE sponsor, Sumeru, with a clear mission: build a system that aligned the team, automated the handoff, and gave leadership real-time insight.

We:

Audited Salesforce and Marketo setup.
Designed a clear Lead & Contact Lifecycle.
Automated ownership, routing, and status updates.
Streamlined the handoff from Marketing to Sales.
Centralized Data Enrichment and integrated a cohesive Lead Scoring Model.
Improved system adoption across international teams.
Simplified Marketo and the Operational Process for the Marketing Operations teams.

After

One Funnel. One Team. One Source of Truth.

Unified marketing and sales funnel.

Automated lifecycle transitions.

Trusted, real-time reporting.

Increased adoption and accountability.

A Marketing Automation System and CRM that the team knew how to use.

Team

What the team said

VP Revenue Operations, Aerospike

Matthew Sansone

SalesNerd operates more like an implementation team than a consulting shop. They delivered on a massive infrastructure upgrade — and made it feel easy.

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