Airscale
+135.5%
MRR Growth
- Sector
- B2B Data Infrastructure
- Engagement
- Embedded Acquisition Partner
- Scope
- Positioning, Acquisition and Customer Activation
- Transition
- Function Transferred In-House
135.5% MRR Growth Driven in the First 90 Days and the Commercial Foundation for 7-Figure ARR
+135.5%
MRR Growth
90 Days
Initial Mandate
12+ Months
Embedded Partnership
Airscale had begun generating revenue, but commercial activity depended on its founder and lacked dedicated infrastructure. Pantheon built and operated the company's acquisition function, supported 135.5% MRR growth during the first 90 days and transferred the system to an internal team after more than 12 months.
Company
Airscale is a B2B data infrastructure platform that helps revenue teams source, enrich and activate commercial data across their go-to-market systems. The platform combines multiple data providers, live web research and AI-assisted enrichment within one workflow.
Visit WebsiteIndustry
B2B Data Infrastructure
Early revenue and strong founder knowledge, but no dedicated acquisition function and commercial activity constrained by the founder's availability.
A documented acquisition system, an internal team trained to operate it and more than a year of market intelligence carried into Airscale's next stage of growth.
The Challenge
Airscale needed a repeatable acquisition function while its product, positioning and priority markets were still developing.
Airscale served agencies, revenue teams and go-to-market operators, and each segment valued different parts of the platform. The company needed distinct propositions, consistent market coverage and a source of feedback that could inform product and sales decisions. The full system also had to operate without continuous founder involvement and transfer to an internal team when Airscale was ready.
Key Challenges
- Translate a broad product into clear propositions for distinct customer segments
- Identify the markets and use cases most likely to drive adoption
- Maintain commercial activity without adding to the founder's workload
- Build infrastructure that an internal team could later operate
The Solution
Pantheon worked alongside the founder across positioning, acquisition, conversion and internal transfer.
Pantheon joined as an embedded commercial partner and built the acquisition function around Airscale's evolving product. Market responses, sales conversations and customer feedback informed changes to targeting, positioning and commercial materials throughout the engagement.
Commercial Positioning
Pantheon developed separate propositions for agencies, internal revenue teams and go-to-market operators, supported by a founder content framework.
Acquisition Infrastructure
Pantheon combined market mapping, account intelligence, campaign infrastructure, segment-specific messaging, qualification and reporting for each priority use case.
Conversion and Activation
Pantheon reviewed product demonstrations, introduced follow-up for qualified prospects and supported AirSchool, Airscale's education and help centre.
Internal Transfer
Pantheon documented the processes and campaign intelligence, trained the incoming team and transferred responsibility in stages while live operations continued.
The Results
Airscale increased MRR by 135.5% during the first 90 days, beginning an embedded partnership that lasted more than 12 months.
The initial result supported continued investment in the customer segments, positioning and acquisition infrastructure Pantheon had developed. Over the following months, Pantheon expanded the programme, adapted it as the product changed and prepared Airscale's internal team to assume ownership.
+135.5%
MRR Growth in 90 Days
+82.7%
User Growth
+93.4%
MQL Growth
Impact Highlights
- 135.5% MRR growth inside the initial 90-day mandate
- 82.7% user growth and 93.4% MQL growth
- More than 12 months of continuous market coverage and commercial development
- A documented acquisition function transferred to Airscale's internal team
Airscale continued operating the acquisition system after the handover and later reached seven-figure ARR.
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