How Scrappy ABM Scaled from $50K to $200K MRR with ZenPilot
Scrappy ABM went from $50K/month in non-recurring revenue to $200K MRR with 30% profit margins - all built on the operational foundation ZenPilot designed in ClickUp.
Scrappy ABM is an account-based marketing agency that builds dedicated ABM programs for B2B companies. Each client gets a full cross-functional team orchestrating highly personalized campaigns across a portfolio of 8-12 accounts.
The model is high-touch and high-value. But without the right operational infrastructure, it was also high-stress.
The Challenge
When founder Mason Cosby came to ZenPilot, Scrappy ABM was doing $45-60K/month in project-based (non-recurring) revenue. The team was growing, but the operations couldn’t keep up.
- No centralized work management system. Work was scattered across texts, Slack, email, and LinkedIn.
- Zero role clarity. With an army of part-time contractors, ownership of tasks and deliverables was ambiguous.
- No visibility into delivery or capacity. There was no way to see whether work was on track, who was overloaded, or whether the business was profitable on a per-client basis.
- Unpredictable revenue and cash flow. Revenue was project-based, not recurring - making it impossible to plan hiring, capacity, or expenses.
- Founder bottleneck. Mason was personally involved in every single client engagement and conversation, leaving no time for sales, strategy, or growth.
As Mason put it: “No one knew what they were actually supposed to be doing because they’re trying to manage everything through texts and Slacks and emails.”
The Solution
ZenPilot partnered with Scrappy ABM to design and implement a best-practice ClickUp operating system tailored to their unique needs.
Blueprint & Discovery
The structured Blueprint process facilitated critical internal conversations and gave the team the language and framework to define roles, responsibilities, and workflows. This was about more than ClickUp - it was about building the operational clarity the business needed to scale.
Centralized Operations in ClickUp
All project management, leadership dashboards, and reporting were consolidated into ClickUp - eliminating scattered tools and creating a single source of truth for every client engagement.
Standardized Templates & Workflows
ZenPilot built templatized delivery processes so that any team member - even a new hire in their first weeks - could launch, track, and manage client work with confidence. This was the key to unlocking Mason from being embedded in every engagement.
The Results
The transformation was dramatic.
300% Increase in MRR
Scrappy ABM scaled from $50-60K/month in non-recurring revenue to $200K/month in recurring revenue with predictable capacity planning and improved profit margins.
Founder Freedom
Mason went from being embedded in every client engagement to fully trusting his team to manage client delivery independently - freeing him to focus on growth, sales, and strategic leadership.
30% Profit Margin & Cash Reserves
Standardized workflows and capacity planning enabled Scrappy ABM to build and maintain a 30% net profit margin and three months of operating expenses in reserve - in just six months.
As Project Manager Tori Stubbs described it: “Having visibility and knowing when things are going to get done because the people are actually following the process - that has given me a lot of confidence as a project manager. Before, we couldn’t do that.”
Download the full Scrappy ABM case study (PDF)
No one knew what they were actually supposed to be doing because they're trying to manage everything through texts and Slacks and emails.
Mason Cosby — Founder, Scrappy ABM Having visibility and knowing when things are going to get done because the people are actually following the process - that has given me a lot of confidence as a project manager. Before, we couldn't do that.
Tori Stubbs — Project Manager, Scrappy ABM