LogicMonitor
AI-powered IT observability platform · $750M+ revenue · $2B+ valuation
$7.5M reallocated, hidden in plain sight
Closed-loop reporting revealed years of spend producing trials that never closed.
A business worth building around.
Founded in 2007 by Steve Francis and Jie Song in Santa Barbara, LogicMonitor was built around a contrarian thesis: enterprise IT teams shouldn't have to host, patch, and babysit the monitoring stack itself. The SaaS-first, agentless approach was unusual at the time. Most observability tooling ran on-prem. Nearly two decades on, that thesis is the category.
This is the rare enterprise software story that grew quietly. No splashy IPO theatrics, no growth-at-all-costs bet. Just a sticky product, durable recurring revenue, and a customer base that bakes LogicMonitor into how they run their businesses. Many managed service providers run it on behalf of their own clients. A real moat, in a category that matters.
The receipts.
Pulled out of campaigns generating zero pipeline dollars, redirected toward revenue-producing motions.
From kickoff to a working closed-loop integration tying paid leads through to closed-won in Salesforce.
Three-plus years into the engagement, the outbound motion we support is running at more than double the broader marketing org's pipeline attainment, posting all-time company records for meetings booked in a 30-day window.
Where it started.
The mandate.
LogicMonitor was preparing for conversations with growth equity partners. The mandate from the CMO was simple to state and harder to execute. Prove that paid search was spending efficiently against pipeline, not just generating top-of-funnel volume. Pipeline over cost, with receipts.
The gap.
On the surface, the program looked healthy. Trial signups were strong, the ad platforms reported clean. But the in-house team, capable people stretched across too many priorities, had never had the cycles to build closed-loop instrumentation that would tie paid spend to actual sales pipeline.
What was at stake.
For a company in active conversations with growth equity, that gap wasn't acceptable. Investors don't fund proxy metrics. They fund the line that runs from spend to closed-won.
What we did.
Quick wins.
Capital G at Google referred us in. The CMO brought us under an explicit mandate. Figure out what was working, shut down what wasn't, prove it. We started with the boring stuff. The first wins came from trimming the search-term oceans the program was playing in. Years of accumulated keyword bloat, irrelevant auctions, wasted impressions. That work bought credibility and recovered immediate budget.
Integration.
The bigger move took 14 days. We integrated LogicMonitor's CRM with the ad platforms so paid leads could be tracked all the way to closed-won, not just trial signup. Another 30 days of observation made the pattern unmistakable. Roughly $7.5M per year was flowing into strategies generating trial volume but not a single dollar of qualified pipeline. We shut those strategies down and rebuilt the budget against the motions that produced revenue.
Compounding.
The closed-loop work earned a wider mandate. We've since worked across the full LogicMonitor stack: CMO, VP of demand gen, senior marketing managers, paid analysts. The engagement expanded into the outbound motion feeding marketing-sourced pipeline. Three-plus years in, the records are still landing: an all-time company high for meetings booked in a 30-day window, a single rep out-producing the entire prior-year team in a month, and outbound-sourced pipeline running at more than double the broader marketing org's attainment. The work doesn't outlast the credibility. The credibility keeps getting earned the same way. Real pipeline, honest reporting, nothing inflated.
In their own words.
“Since partnering with PCG in January '23, LogicMonitor has experienced a noticeable boost in our business. Their expertise in SEM has greatly enhanced our pipeline generation efforts, making it our top-performing marketing investment.”
Ryan and James are great collaborators and have helped 'level up' our digital marketing team.
- Salesforce integration
- Attribution modeling
- B2B lead tracking
- ROAS optimization
- Pipeline analytics
- Multi-touch attribution
Fitness educationOPEX FitnessA full-funnel Google Ads build for an audience the platform models couldn't find on their own.
Read the study
Asset-based lendingABL FundingWe rebuilt a private real-estate lender's paid-search program around lead quality, not raw volume: qualified-lead volume more than doubled year over year, cost per qualified lead fell roughly 70%, and the share of qualified leads that actually closed climbed from 1% to a peak of 4.7%.
Read the study- Client confidentialA national baby & juvenile-gear retailerDTC ecommerceA national baby & juvenile-gear retailer
A Shopify migration and a profit-grade data rebuild made margin-aware bidding possible, and produced the best holiday peak in the retailer's history.
Read the study - Client confidentialA multi-brand DTC consumer groupMulti-brand DTCA multi-brand DTC consumer group
A connected customer-data platform across a multi-brand DTC portfolio: turning siloed storefronts into one audience, and each brand's buyers into the next brand's warmest prospects.
Read the study - Client confidentialA live-events commerce companyLive-events commerceA live-events commerce company
We moved a profit-sensitive ticketing account off hand-tuned evening bid-downs and onto round-the-clock automated bidding. Once it cleared learning mode, the daily bid-fiddling became obsolete.
Read the study - Client confidentialA regional residential homebuilderResidential home buildingA regional residential homebuilder
A regional residential homebuilder's paid program, rebuilt around a market-by-market account structure and a purpose-built live-inventory catalog campaign, driving sales-qualified leads more efficiently every month as the program scaled.
Read the study
