how B2B3 helped Webflow scale revenue by 150% in 6 months
key points
- Webflow expanded into the enterprise market by repositioning itself as a robust solution for large businesses.
- Targeted marketing and thought leadership helped educate decision-makers and shift brand perception.
- Sales funnel optimization and onboarding improvements increased enterprise conversions by 45%.
- Strategic SaaS partnerships enhanced integration within enterprise tech ecosystems.
- Stronger brand positioning and high-profile client wins solidified Webflow’s leadership in the no-code space.
introduction
Webflow is a leading no-code web design and development platform that empowers businesses and individuals to create fully customizable websites without the need for extensive coding knowledge. While Webflow had built a strong user base among designers and small businesses, the company sought to expand its adoption among larger enterprises. However, breaking into the enterprise segment posed several challenges, including market positioning, customer education, and sales optimization.
As the demand for no-code solutions grew, Webflow faced increasing competition from traditional CMS providers and other no-code platforms. To maintain its competitive edge, Webflow needed a clear strategy for targeting and converting enterprise clients while strengthening its brand authority in the corporate space.
introduction
Webflow is a leading no-code web design and development platform that empowers businesses and individuals to create fully customizable websites without the need for extensive coding knowledge. While Webflow had built a strong user base among designers and small businesses, the company sought to expand its adoption among larger enterprises. However, breaking into the enterprise segment posed several challenges, including market positioning, customer education, and sales optimization.
As the demand for no-code solutions grew, Webflow faced increasing competition from traditional CMS providers and other no-code platforms. To maintain its competitive edge, Webflow needed a clear strategy for targeting and converting enterprise clients while strengthening its brand authority in the corporate space.
challenge
Webflow's main challenges in scaling enterprise adoption included:
- Positioning for enterprise customers – While Webflow was well-known among designers and startups, many enterprise clients still perceived it as a tool primarily for freelancers and small businesses rather than a robust enterprise solution.
- Educating decision-makers – Enterprise adoption required convincing CTOs, CMOs, and procurement teams that Webflow was a secure, scalable alternative to legacy CMS platforms.
- Optimizing lead conversion – Despite strong website traffic and brand recognition, Webflow's enterprise sales team struggled with converting inbound leads into high-value contracts.
- Enhancing integration capabilities – Larger organizations needed seamless integrations with existing tech stacks, including CRMs, marketing automation tools, and custom databases.
solution
B2B3 implemented a tailored growth strategy to accelerate Webflow’s enterprise expansion, including:
- Market segmentation and persona refinement – We conducted deep-dive research to identify ideal enterprise customer segments, refining Webflow’s messaging to address their specific pain points.Enterprise GTM strategy optimization – We developed a sales and marketing approach focused on account-based marketing (ABM), outbound sales enablement, and strategic partnerships.
- Thought leadership and content marketing – By positioning Webflow as a leader in enterprise no-code adoption, we launched a series of whitepapers, case studies, and executive-level webinars tailored to decision-makers.
- Partnership development – We facilitated partnerships with major SaaS providers, positioning Webflow as a seamless solution within larger enterprise tech ecosystems.
- Sales funnel and conversion optimization – Through data-driven A/B testing, we streamlined the enterprise onboarding process, improving the demo-to-conversion rate by 45%.
results
The impact of B2B3’s strategy was evident within six months:
- 120% increase in enterprise customer acquisition, securing major clients in industries like finance, healthcare, and technology.50% growth in average contract value (ACV), as Webflow successfully transitioned from SMB-focused pricing to scalable enterprise contracts.
- Stronger positioning in the enterprise market, with Webflow featured in major industry reports and publications as a top no-code platform for large businesses.
- Enhanced integration capabilities, making Webflow a more attractive option for organizations with complex digital infrastructures.
“We were referred to Mariano and the Sellerate (now B2B3) team by a senior GTM leader in our investor network. Within a week after meeting Mariano, we were on-contract and the team was delivering immediate results. They have completely changed our perpsective on outsourced lead generation. The team is unbelievably sharp, kind/optimistic, insatiably curiously, and aligned to our company mission."
key takeaways & next steps
Through collaboration with B2B3, Webflow successfully established itself as a top choice for enterprise-grade website solutions. The company now has a clear roadmap for continued expansion and customer retention in the enterprise sector.
Moving forward, B2B3 will continue supporting Webflow by:
- Expanding its presence in global enterprise markets through localized marketing and sales initiatives.
- Further refining its enterprise sales funnel to drive higher-value contracts.
- Strengthening executive engagement through industry roundtables and thought leadership content.
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