Fulfunnel.io

Vladimir Blagojevich and his co-founder Andrey Zinkovich, two Eastern European entrepreneurs, identified a gap in how B2B SaaS companies were approaching high-ticket sales on LinkedIn. While most companies were stuck using outdated cold-calling playbooks, Vlad and Andrey saw an opportunity to build an account-based marketing framework that leveraged LinkedIn's unique capabilities—content sharing, engagement, and authentic relationship building—to generate five and six-figure deal opportunities inbound, without spending a dime on ads.

Fulfunnel.io started with just two people about two years before this talk. Rather than building complex software, they built a framework and playbook. Their approach centered on the insight that most companies focus only on decision makers, when in reality, buying committees are much larger and include champions, influencers, and even potential blockers. Vlad and Andrey's method involved five different audience segments: target buyers, their colleagues, the complete buying committee, "engagers" (industry peers who amplify content), industry influencers, niche media owners, and partner brands.

The core of their offering is teaching clients how to create relevant LinkedIn content consistently, engage with the right audiences, and use engagement as a trigger for meaningful conversations rather than cold outreach. They developed 11 different post types and a weekly pillar framework to help companies stay consistent without overwhelming themselves (3-5 hours per week).

Interestingly, Fulfunnel.io's own growth became proof of concept. By consistently posting on LinkedIn, engaging thoughtfully, and building relationships with industry influencers like Nathan Latka (the podcast host), Vlad and Andrey attracted inbound opportunities themselves. They were invited onto major podcasts, speaking at conferences, and eventually invited to speak at Founder 500 in Austin. They ran a virtual summit that attracted over 5,000 subscribers, partnered with MarTech companies on webinars that generated over 2,000 signups and closed deals, and built referral relationships with influential figures in their space.

One of their most impressive client results came from a company that built a target list of just 11 accounts with 150 buyers across them. In six months, that client drove $5 million in pipeline from 9 of the 11 accounts, with deals worth $700,000 each. They closed $2-3 million in actual revenue from that focused effort.

What worked brilliantly: engagement-based outreach. When Vlad reached out to people who had engaged with his content, acceptance rates hit 60-90% and response rates ranged from 40-80%—dramatically better than cold outreach. The "dark social" phenomenon also proved valuable: people were sharing Fulfunnel.io's content internally at their companies, and decision makers were becoming familiar with the brand before any direct outreach happened.

The consistency requirement was real but manageable. Vlad emphasized that pure inbound leads typically took two quarters of consistent activity to materialize. The first six months were mostly leading indicators: likes, follows, the right visitors to profiles. But after quarters two and three, the hockey stick kicked in, with organic inbound requests ramping significantly. By Q3 of the year Vlad gave this talk, he noted it was "the best quarter we ever had" for inbound opportunities, even as the broader market complained of downturns.

What mattered less: spending on paid ads, trying to reach only C-suite decision makers, or quick viral wins. Fulfunnel.io's model was about patient, consistent relationship building with the right audiences.

Fulfunnel.io grew from $250k in revenue in its first year to a projected $500k annual recurring revenue (ARR) in year two. The company had expanded beyond just Vlad and Andrey and was working with multiple B2B SaaS and brand clients on account-based marketing campaigns. Their own brand had become strong enough that they were speaking at major founder conferences and being invited by top podcasters, validating their framework through their own results. The business model appears to be service-based consulting or training around their framework, helping high-ticket SaaS companies replicate the LinkedIn playbook that Fulfunnel.io itself had perfected.