Hamilton
Hamilton is a data analytics consultancy serving enterprise clients across healthcare, finance, and retail. Entirely referral-dependent and capped at $6M.
Services
Go-to-Market
Sales Optimization
Growth Strategy
Revenue Operations
Industry
Data Analytics
Company Size
85 Employees
Timeline
16 Weeks
How Hamilton broke their referral ceiling and grew from $6M to $15.6M in a year.
The challenge
Eight years of referral-only growth capped revenue at $6M. No outbound motion, no pipeline control, no forecast visibility.
The leadership team had never needed to sell. But referrals gave them no control over pipeline timing or volume, and deals stayed small because they came through personal relationships rather than enterprise procurement. Analysts capable of $200K engagements were scoping $60-80K projects.
The approach
Kora built Hamilton's first structured go-to-market without compromising their consultative DNA.
Instead of cold outreach, we built a thought leadership engine where senior analysts published industry-specific insights that attracted enterprise buyers. We restructured service packaging into three tiers and implemented a systematic referral program that turned word-of-mouth into a predictable, trackable channel.
The Results
Hamilton grew from $6M to $15.6M in 12 months. 41% of revenue now comes from new channels and average deal size jumped from $72K to $185K.
Revenue grew from $6M to $15.6M in 12 months
41% of revenue now comes from non-referral channels
Average deal size increased from $72K to $185K
Signed 8 new enterprise accounts in Q1 alone
Pipeline is now predictable with 90-day forward visibility
We were terrified that building a sales motion would make us feel like every other consulting firm. Kora designed something that actually made our brand stronger. The thought leadership approach brings in better prospects than referrals ever did, and our deal sizes have more than doubled because we finally know how to package and price what we do.
James Martin
CEO
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