I shape narratives buyers act on and build GTM systems that turn them into revenue.
Hi, I’m Shaonli, a marketing leader in enterprise SaaS. I create conviction about where a business can win, why customers should care and how teams can move together.
At Freshworks (NASDAQ: FRSH), I lead product marketing for Freshservice’s post-launch growth across a portfolio representing ~$500M in ARR.
My experience in advertising, FMCG and digital media brings consumer instinct, creative judgment and commercial discipline to complex B2B growth.
Selected work
Work cloud
A visual showreel of some of my recent projects
Hover to see.
How I work
The Signal-to-Momentum Framework
A repeatable four-stage enterprise marketing framework that turns ICP and market signals into a GTM plan.
01 · Insights
Why us, why now?
Find the market truth that explains where we have the right to win. Combine direct conversations with customer, product and market evidence, then use judgment to identify the signal that matters.
- Customer interviews
- Seller interviews
- Win-loss data
- Product behaviour
- Market evidence
Insight dossier
Recurring patterns, buying triggers, tensions and testable hypotheses that give the narrative its strategic foundation.
Selected proof
How my work moved the business.
Expanding into the HR persona with a new SKU launch
Categorybuilding02Campaign strategy · Media · Demand generation · RevenueBuilding an integrated campaign engine that generated $60M in pipeline
$60MFY24 pipeline03PLG · Cohort design · Expansion · ExperimentationTurning product behaviour into $100K+ in commercial impact
PLGpilot04Audience strategy · LinkedIn · Sequencing · MeasurementImproving MQC-to-SAL conversion by 40% through brand-to-demand
+40%conversion rate05Consumer insight · Product proposition · Media · DistributionLaunching a rural-first product to ~$3M in first-year revenue
~$3Myear-one revenueSwipe or scroll to see all five projects.
Experience
A career built across operations, advertising, digital media, FMCG brand management and enterprise tech
Learned operationsSupply-chain foundations in consumer goods.
Grew creative muscleA copywriting career in advertising, with recognition including a Young Cannes shortlist and a Goafest Silver.
Attended B-schoolSurrounded by 275 bright peers at the Indian School of Business, I learned about strategy, marketing, finance, accounting, public policy and everything in between.
Understood the marketing value chainA finishing school of marketing across consumer brand management, digital media and adtech.
Building narratives and revenue systems at scaleStrategy, integrated marketing and product marketing leadership in enterprise SaaS.
Indian School of Business (Merit Scholar) · National Institute of Technology Warangal
Let’s connect
Building a category, entering new markets, or reaching new buyers? Let’s talk about your next phase of growth.
I’m open to conversations about senior marketing leadership, selective advisory work and speaking.
Write tonathshaonli@gmail.com