Mason Cosby’s Blueprint for Building $11M in Pipeline in 19 Months

In this episode of Pipeline Pioneers, we welcome back Mason Cosby, Founder & CEO of Scrappy ABM, who reveals how his small team built over $11.8 million in pipeline using nothing but organic strategies, podcasting, and scrappy ABM execution.
Mason dives deep into:

• How he finally dialed in his ideal customer profile (ICP)
• Why founder-led growth still drives results
• Where AI truly belongs in the pipeline process
• How a single AE hire changed the game for Scrappy ABM
• And how to think like a lean marketer in a noisy, AI-assisted world

If you’re navigating early-stage growth or trying to scale a B2B pipeline with limited resources, this episode is your field guide.