Aditya Marin Gasga
Résumé PDF

Work · DemandNexus

Growing and holding a US and Europe client book

A client book that grew from 2 accounts to 5 with all five retained, plus the pricing, positioning and AI-assisted operations behind it.

2 → 5client accounts, all five retained
USD 100,000+combined quarterly contract value across the five
4 hrs → 1 hrweekly competitor and account research (−75%)
3 + ~30senior managers and people in the growth function

The situation

DemandNexus is a B2B demand-generation agency working from Pune and Denver. I am the Head of Growth. I lead the growth function through three senior managers and around thirty people, and I own the function’s acquisition P&L, the senior client relationships and new business for a US and Europe book.

Functions in the growth team

  • Outbound sales development
  • Content
  • Paid acquisition
  • Operations
  • Design

The client book

Client accounts
Before
2
After
5

All five are still active. Combined value: USD 100,000+ in quarterly contract value.

The book went from two accounts to five, across the US and Europe. Holding them matters as much as winning them, so I track retention next to growth.

The commercial layer

I built the parts of the business that make the service sellable:

  • Positioning. Value propositions for each service tier, competitive positioning against rival agencies, and messaging frameworks for client accounts.
  • Pricing and packaging. Service tiers set from competitor research and unit economics (what a price must cover, what delivers profit, what reaches profitability), repriced against demand, with ad-hoc purchases on the hot tiers as an upsell path.
  • Campaign pricing. Each campaign is priced inside those tiers on three variables.

What a campaign is priced on

  • The client's industry
  • The campaign's difficulty
  • The delivery time

The process layer

  • Inbound-to-pipeline playbook. A handover process for booked appointments, with a form that turns each one into a one-page, client-ready handover PDF.
  • BANT-T qualification framework for technical buyers. Both are now standard across client engagements.
  • New AI agents launched to existing customers, an expansion move into the installed base.

An AI-assisted operation

A small function can cover a wide surface if the recurring work is written down and automated.

ToolUsed for
Claude and GPT-4oContent variants, SOPs and process audits
n8n and MakeOutbound personalisation and reporting
Cursor and Claude CodeLanding pages and internal tools, shipped without an engineering hand-off
Weekly competitor and account research
Before
4 hrs
After
1 hr

A 75% cut.

What I would reuse

  1. Price from unit economics, then adjust on demand. The tier frame keeps the conversation simple; per-campaign variables keep it fair.
  2. Write positioning against named alternatives. A value proposition means more next to the rival it is beating.
  3. Automate the weekly work first. The research hours came back to the team for client work.