The book by Kara Smith Brown

Fuel Your B2B Growth with the Revenue Engine Framework

A practical framework for B2B marketers to generate measurable pipeline value and ROI.

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Now on YouTube

The entire Revenue Engine book, in video segments

Kara Smith Brown walks through the whole book, one segment at a time. Watch the full series on the LeadCoverage YouTube channel.

Watch the series

The Revenue Engine video series, Episode 1: The Framework

The Revenue Engine by Kara Smith Brown, book cover

About the Revenue Engine

A practical game plan for measurable demand generation

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.

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The framework

Three funnels. Two flexion points. One engine.

The Revenue Engine follows the buyer from stranger to customer: the prospect funnel, the nurture funnel and the customer funnel. The flexion points are where a buyer hands off from one funnel to the next.

The Revenue Engine: prospect, nurture and customer funnels with two flexion points

Endorsements

What people are saying about the Revenue Engine

Endorsement from Andy Lark, global B2B CMO

Endorsement from Josh Bouk, Chief Partnership Officer at Triumph

Endorsement from Andy Bailey, CEO and Founder of Petra Coach

“In 'The Revenue Engine', Kara provides a clear roadmap for navigating the complexities of B2B marketing. … Highly recommended for anyone looking to enhance their skill set.”

Mike ReedChief Product Officer, Redwood Logistics

“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. … It’s a useful addition to the entrepreneurial toolkit, blending practical wisdom with strategic guidance.”

Jack Daly

“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

About the author

Kara Smith Brown

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 2019 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.

Follow Kara on LinkedIn Book Kara for speaking

The Revenue Engine Workshop

Accelerate growth. Align revenue. Build a stronger go-to-market engine.

Led by Kara Brown, author of The Revenue Engine, alongside the LeadCoverage team and HubSpot, the workshop delivers practical frameworks, proven go-to-market strategies, and real-world insights designed to help organizations improve revenue performance.

Attendees learn how to:

Align sales, marketing, and revenue operations around common goals
Build a scalable go-to-market strategy that supports long-term growth
Improve lead management, follow-up, and conversion processes
Use data, technology, and reporting to drive smarter decisions
Create a revenue-focused culture that delivers measurable outcomes

The Revenue Engine Toolkit

This hands-on toolkit is packed with interactive exercises, structured takeaways, and visual frameworks designed to turn concepts into action. Missed a workshop session? Start here. More virtual workshops and online training are coming.

Book a workshop for your executive team Access the toolkit Build your Revenue Engine with HubSpot

Kara Smith Brown leading a workshop discussion at a dinner table

Kara Smith Brown talking with workshop attendees

A stack of The Revenue Engine paperbacks at the workshop

Kara at the Manifest conference

Intent data and AI for supply chain

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.

Each stage of intent maturity builds on different data sources. Kara also covers the future of intent in supply chain and how expanding access to specialized data strengthens buying signals and improves targeting.

ABM and intent

The four types of intent data

Intent data tells you which accounts are in market before they raise a hand. Not all intent is equal.

Type 1 · First party

Primary intent

Signals inside your own ecosystem.

Email clicks and site visits
Form fills and demo requests
Sales conversations

Example: HubSpot Buyer Intent

Type 2 · Third party

Secondary intent

Behavioral signals from across the web.

Topic research on your category
Anonymous, company level signals

Example: Bombora

Type 3 · ABM and AI powered

Tertiary intent

Precision level account intelligence.

Web, ad, CRM, and firmographic data
Predicts where a buyer is in the journey

Examples: 6sense, AdRoll, SalesIntel

Type 4 · Logistics specific

Single Stream Intent™

Finding in-market buyers before they convert.

Lane and service visibility
Behavior across curated freight platforms

Example: CarrierSource

In person

On stage and in the room

Kara Smith Brown holding The Revenue Engine and its companion workbook

Kara Smith Brown with two industry leaders at the TMSA Elevate conference

Kara Smith Brown with two industry leaders on stage

Kara Smith Brown on set during a video shoot

Kara Smith Brown leading a Revenue Engine workshop

Kara Smith Brown with a guest holding The Revenue Engine

Kara Smith Brown with a supply chain colleague

Kara Smith Brown speaking on stage in front of a full audience

Kara Smith Brown speaking at a luncheon with The Revenue Engine on the table

Kara Smith Brown signing copies of The Revenue Engine

A stack of The Revenue Engine paperbacks at an event

Kara Smith Brown with an industry colleague at a logistics conference

Kara Smith Brown on an Entrepreneurs Organization panel

Kara Smith Brown on a TIA panel, Logistics Rewritten

Kara Smith Brown presenting on buyer intent

Kara Smith Brown with readers holding The Revenue Engine

Kara Smith Brown presenting Tracking Interest to a workshop

Kara Smith Brown speaking at a dinner event

Kara Smith Brown with a colleague at PROMAT 2025

Kara Smith Brown speaking on stage about intent data to a full room

Kara Smith Brown presenting the Revenue Engine framework

Kara Smith Brown with the LeadCoverage team and guests

Kara Smith Brown teaching a Revenue Engine workshop

Kara Smith Brown leading the IWLA marketing workshop

Kara Smith Brown with an industry colleague at TIA

Kara Smith Brown accepting an award at a TMSA event

Kara Smith Brown with industry leaders at TIA Logistics Innovations

Kara Smith Brown with an industry colleague

Kara Smith Brown on stage at a conference

Kara Smith Brown with an industry colleague at a conference

Kara Smith Brown on a TIA Fundamentals panel

Kara Smith Brown at the Broker-Carrier Summit

Kara Smith Brown presenting Getting Started with Account-based Marketing at a TMSA event

Kara Smith Brown leading a table workshop at a restaurant

Watch and listen

Kara Smith Brown on video

New series

Confessions of a Revenue Team

Eight unscripted conversations about what breaks sales and account management teams, and how to build a revenue engine that scales. With Kara Smith Brown and Holly LaBoda of Formula L4. New episodes every Tuesday, Sep 15 to Nov 3, 2026.

Watch the series