How Pylon Achieved Full-Funnel Visibility with HockeyStack

The Who

Pylon is a fast-growing customer support platform built for B2B companies. In less than three years, the company has scaled to a team of 60+ and grown revenue nearly sixfold in the past year. Pylon’s mission is to redefine how B2B companies deliver customer support by combining speed, scalability, and intelligence in one unified platform.

At the helm is Marty Kausas, Pylon’s co-founder and CEO, who drives the company’s vision and rapid growth strategy. Pylon’s focus on data-driven decision-making has been key to sustaining its hypergrowth. With an ambitious goal of maintaining 15% month-over-month pipeline growth, Marty and his team rely on precise visibility into their demand generation performance. Partnering with HockeyStack has given them the accountability and insight they need to understand what’s driving pipeline, identify underutilized channels, and confidently scale investments into what works.

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The Problem

Despite rapid growth, Pylon’s marketing team lacked visibility into what was actually generating pipeline.

Before HockeyStack, demand generation and pipeline data was limited to what they could pull from Salesforce—primarily opportunity creation counts, without granular breakdown of which channels, campaigns, or content were driving them. This made it difficult to understand whether growth was fueled by LinkedIn organic content, Google Ads, or other initiatives.

“If we don’t know that LinkedIn organic content is producing X amount of pipeline, we don’t know that’s the channel to double down on.”

This lack of attribution and channel-level clarity meant marketing decisions were based on gut feeling rather than data, risking inefficient spend and missed growth opportunities. It also left the marketing team without a clear, daily understanding of whether they were on track to hit pipeline goals.

The stakes were high: Pylon was in hypergrowth, aiming for 15% month-over-month pipeline growth.

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The Requirements

• Cross-Channel Visibility: Pylon needed a single platform that could track performance across all marketing channels, including LinkedIn organic content, paid ads, and GEO. The team wanted to see how each channel contributed to pipeline generation and revenue in one unified view.
• Pipeline Accountability: With aggressive growth targets, Pylon required a way to clearly connect marketing activity to pipeline, opportunity creation, and revenue.
• Enterprise Readiness & Scalability: Any solution had to keep pace with Pylon’s rapid expansion. The platform needed to handle large data volumes, integrate seamlessly with Salesforce and ad platforms, and scale alongside their growing marketing and RevOps teams.
• Ease of Adoption: Marty wanted a dashboard that could serve as both a command center for executives and an actionable workspace for daily channel management. The tool needed to be intuitive, visual, and immediately valuable—without requiring engineers to build or maintain it.

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The Alternatives

Pylon first evaluated several analytics platforms on the market, but none delivered the speed, flexibility, or modern UX they needed. Most tools were built for traditional paid channels, not for modern B2B motion driven by paid ads and LinkedIn organic. Competitors couldn’t track or attribute pipeline from these sources, leaving major blind spots in reporting and decision-making.

When no vendor met their needs, the team considered building an internal solution using RevOps and engineering resources. The idea was to connect marketing activity to pipeline and create visibility across channels. But with an ambitious roadmap, it quickly became clear that this would pull focus from core product development.

“We were about to build it ourselves, but the moment we learned about HockeyStack, we realized it would save us tons of engineering and RevOps time. It was everything we needed—and more. It saved time, money, and let us stay focused on what matters.”— Marty Kausas, Co-Founder & CEO, Pylon

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HockeyStack replaced the need for internal development overnight—offering out-of-the-box dashboards, attribution models, and channel insights built for modern, fast-scaling B2B teams.

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The Insights

• High-ROI Channels Identified: HockeyStack’s dashboards revealed exactly which channels were driving the most pipeline, giving Pylon clarity on where to double down and where to pull back. The team could finally invest with precision across different types of paid campaigns and organic content.
• Accountability Through Transparency: With HockeyStack as their “command center,” the marketing team tracked pipeline goals in real time. This visibility turned performance tracking into a daily habit and created accountability across every campaign owner.
• AI-Powered Optimization with Odin: HockeyStack’s AI analyst, Odin, automatically surfaced underutilized channels and untapped opportunities—turning complex data into clear, actionable insights that guided Pylon’s next moves.

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“Odin’s been incredibly insightful. When I log into the main dashboard, I’ll see those insights first thing, and it’s actually pointed out some channels that are underutilized. Specifically, LinkedIn Ads. It recognized a big opportunity to invest more into the campaigns we want to run.” — Marty Kausas, Co-Founder & CEO, Pylon

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The Results

HockeyStack enabled Pylon to evolve from reactive to proactive. What was once a black box is now clear, trackable, and actionable, empowering the team to make faster, more confident investment decisions with measurable ROI.

• Smarter Channel Investments: Pylon discovered that Google Ads were driving 10% of monthly pipeline—a previously hidden driver of growth. With that clarity, the team doubled and then tripled ad spend overnight, unlocking immediate results.
• Faster, Data-Driven Decisions: With a single source of truth and AI-powered insights from Odin, the team could instantly identify high-performing campaigns and reallocate spend with confidence—no more second-guessing.
• Operational Efficiency & Cost Savings: Choosing HockeyStack over an in-house build saved significant engineering and RevOps time, allowing those teams to stay focused on product development while gaining enterprise-grade analytics capabilities.

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“Without HockeyStack, we’d still be guessing. Now, every marketing dollar we spend is accountable to pipeline.” — Marty Kausas, Co-Founder & CEO, Pylon