Fuel Your B2B Growth with
the Revenue Engine Framework
ABOUT THE REVENUE ENGINE
This book offers a practical framework for B2B marketers to generate measurable pipeline value and ROI.
Beyond laying out the framework, we also offer practical advice on marketing fundamentals like intent data, account-based marketing, content strategies and key performance indicators. With real-world examples and math simplified for non-analysts, this book equips marketers with an actionable game plan for measurable demand generation.
Our goal? Shift B2B marketing from a cost center to a profit powerhouse driving revenue.
ABOUT THE AUTHOR
Kara Brown is the Chief Executive Officer at LeadCoverage. Brown was one of the first employees at Echo Global Logistics which grew quickly in three years and her name is on the company’s 2009 IPO press release [NYSE: ECHO]. In 2017 after a successful corporate career including SEKO Logistics, OHL (now Geodis), and Rubicon Global, she partnered with Will Haraway, another industry veteran, to start LeadCoverage. Brown is also an active force in empowering women leaders. She is on the board of the Entrepreneur’s Organization Atlanta chapter, LaunchPad2x, and co-founded CloseHer, a community for women in sales.
SEE WHAT PEOPLE ARE SAYING ABOUT THE REVENUE ENGINE
“As a long-time advocate for smart entrepreneurial growth, I see 'The Revenue Engine' by Kara Smith Brown as a resource for any entrepreneur or executive looking to scale their B2B business effectively. Her book aligns with the methodologies we teach at the Growth Institute and Scaling Up, offering actionable strategies that are crucial for businesses aiming to navigate the complexities of market expansion and revenue generation. It’s a useful addition to the entrepreneurial toolkit, blending practical wisdom with strategic guidance”
- Jack Daly
“In 'The Revenue Engine', Kara Brown provides a clear and actionable framework that every B2B company can benefit from. Her strategies are not just theories; they are proven methods that drive growth.”
- Andy Lark
“Kara Smith Brown's The Revenue Engine is an essential guide for B2B marketers. Her practical advice and real-world examples make this book a valuable resource for anyone looking to improve their go-to-market strategy.”
- David Meerman Scott
“Kara's 'The Revenue Engine' is a game-changer for B2B marketing. Her practical frameworks and real-world examples provide a roadmap for efficient growth that every marketer should follow. The way she breaks down complex strategies into actionable steps is refreshing and empowering. This book is not just a read; it's a guide that will help you navigate the intricacies of modern marketing with confidence.”
- Andy Bailey
CEO/Founder & Head Coach
“Kara's 'The Revenue Engine' is a breath of fresh air in the world of B2B marketing literature. Her engaging writing style and relatable anecdotes make complex concepts accessible. I have personally leveraged the actionable strategies she outlines to drive meaningful growth for my companies. This book is a must-have for anyone looking to drive sustainable growth in competitive, noisy, and changing markets. ”
- Josh Bouk
Chief Partnership Officer
“In 'The Revenue Engine', Kara provides a clear roadmap for navigating the complexities of B2B marketing. Her insights on leveraging technology and analytics to drive decision-making are particularly relevant in today's fast-paced environment. This book will equip readers with the knowledge and confidence to contribute more effectively to our marketing efforts. Highly recommended for anyone looking to enhance their skill set.”
-Mike Reed
Chief Product Officer
Redwood Logistics
“[Kara explains] ‘the foolproof lead generation framework’ she created to help so many companies achieve efficient growth. Now she’s offering it to any B2B company in any industry with the will and curiosity to try it out.”
- Sangram Vajre, Co-Founder and CEO of GTM Partners
“Kara’s book is not just for seasoned marketers; it’s a fantastic resource for anyone new to the field. Her humor and straightforward advice make complex concepts easy to understand.”
- Andrew Smith
Senior Vice President at Circle Logistics
“The Revenue Engine is a must-read for B2B marketers who want to create impactful go-to-market strategies that drive measurable business growth. Kara has distilled her extensive B2B marketing experience into an accessible yet thorough framework.”
- Emily Ritter, VP of Marketing at Front
“Kara Smith Brown’s ‘The Revenue Engine’ masterfully blends marketing strategies with practical insights, making it a must-read for professionals aiming to turn prospects into buyers. With 25 years of experience in design, technology, and marketing, I can attest to the book’s effectiveness in aligning marketing efforts with executive goals. This guide is invaluable for driving brand value and productivity, even with limited budgets. Kara’s approach to B2B marketing is both innovative and grounded, providing actionable strategies that are essential for any high-performing team.”
- Kris Rzepkowski
Vice President of Marketing & Communications for Bennett Family at Companies
“Kara Smith Brown’s ‘The Revenue Engine’ is a powerful guide for anyone looking to master B2B marketing and drive significant business growth. As someone deeply passionate about making meaningful connections, I found Kara’s insights on building a solid marketing foundation and her three-pronged approach to be both innovative and practical. This book is a must-read for industry professionals who want to enhance their marketing strategies and achieve measurable success. Kara’s expertise shines through, making this an invaluable resource.”
- Charlie Saffro
CEO at CS Recruiting
“Kara Smith Brown’s ‘The Revenue Engine: Fueling a B2B High-Octane Pipeline’ is a masterclass in aligning marketing and sales to produce meaningful ROI. As a CMO focused on strategic, differentiated marketing that drives lead funnel movement, I found Kara’s insights on content marketing and demand generation particularly valuable. Her clear, actionable strategies offer a roadmap for achieving significant business growth and meaningful differentiation in today’s crowded marketplace. This book is an indispensable resource for any marketing professional committed to driving revenue and achieving lasting results.”
- Caroline Lyle
Chief Marketing Officer at NMFTA
“Kara Smith Brown’s ‘The Revenue Engine’ is a powerful guide for anyone looking to master B2B marketing and drive significant business growth. As someone deeply passionate about making meaningful connections, I found Kara’s insights on building a solid marketing foundation and her three-pronged approach to be both innovative and practical. This book is a must-read for industry professionals who want to enhance their marketing strategies and achieve measurable success. Kara’s expertise shines through, making this an invaluable resource.”
- Charlie Saffro
CEO at CS Recruiting
“This book is a treasure trove of knowledge for B2B marketers. Kara’s framework is not just theoretical; it’s practical and grounded in real-world success stories.”
- Joe Lynch
The Logistics of Logistics Podcast
“This book is a must-read for anyone in the B2B space. Kara’s insights on demand generation and measurable marketing will transform how you approach your go-to-market strategies. She combines her extensive experience with a deep understanding of the market dynamics, making her advice not only relevant but also immediately applicable. If you’re serious about driving growth, ‘The Revenue Engine’ should be on your desk.”
- Eric V. Fortmeyer
President CEO at Circle Logistics
“Kara is a ‘true leader’ in her field… she walks the talk in every way. In her new book ‘The Revenue Engine’ she breaks down the complex into simple, digestible, and most importantly ‘actionable’ parts. If you have found yourself stuck in your business Kara, with real world experience not just hypothesis, brings to these pages the instruction manual for creating an engine you can rely on!”
- Andy Bailey
CEO/Founder & Head Coach at Petra Coach
4 STAGES OF INTENT
Watch Kara’s session at the Manifest conference where she explores the critical distinction between intent data and AI for supply chain companies. She emphasizes that while AI enhances insights and automates processes, it does not generate intent data. Kara outlines the four steps of intent maturity: Primary Intent, Secondary Intent, Account-Based Marketing, and Predictive Intent, each building on different data sources. She also discusses the future of intent in supply chain, highlighting how expanding access to specialized data strengthens buying signals and improves targeting and decision-making.
THE REVENUE ENGINE COMPANION WORKBOOK
Coming soon, this hands-on workbook features interactive exercises, structured takeaways, and visual frameworks designed to transform book concepts into actionable results, helping you build a predictable, high-performing B2B pipeline. Register today and we will notify you when it’s ready.
THE REVENUE ENGINE BLOGS
Kara’s Fast Company Article on the Road to Revenue
In marketing, the approach matters just as much as the message. Imagine a salesperson walking into a busy Starbucks and...
Case Story: LeadCoverage Improves Opportunities 471%
Many businesses prioritize traffic volume over lead quality. This approach leaves them uncertain about their return on investment. At LeadCoverage,...
Download the Marketing Model Template
Are you ready to take your go-to-market (GTM) strategy to the next level? The Marketing Model Template is a powerful...
Value Is Not a Spectrum
Someone once told me their average deal was between $30,000 and $3,000,000. Sorry, that’s not an average; it’s a range....
You Can’t Monetize An Audience You Haven’t Built
Imagine walking into a Starbucks and asking strangers to buy your coffee. It seems preposterous, right? Yet every day, so-called...
Follow-Up Is Meaningless Without Intention
FACT: Humans still but from humans. Our clients are not SaaS clients. In the SaaS world, everything is about speed...
The 2 KPIs You Need To Measure The Velocity Of Your Funnel
In the framework we developed, Share good news, Track who’s interested, and Follow up, we measure three things essential to...
Our Proven Lead Gen Process (That Doesn’t Involve Writing 25 Blogs Per Month)
Without fail, every client we work with has had a PTSD experience with a content marketing shop that said they...
The 3 Basics of Setting Up Your CRM
I wrote this book for twenty-five-year-old marketing exec Kara Brown and her boss at the time, who didn’t know what...
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