Sapien
Sapien is a decentralized data labeling platform that rewards human contributors for training AI models. Cactus Marketing was embedded as their marketing department from inception — building the go-to-market strategy, enabling the sales team, and running an influencer program that generated extraordinary pipeline momentum ahead of their Token Generation Event.
Go-to-Market Strategy
Starting from inception, Cactus built Sapien's entire go-to-market foundation. This meant defining the ICP, crafting positioning for both the enterprise (data buyers) and community (contributors) sides of the marketplace, and building the channel strategy that would drive growth to TGE.
- Defined dual-sided ICP: enterprise AI companies buying data and human contributors earning rewards
- Built positioning strategy differentiating Sapien from centralized data labeling competitors
- Developed full channel mix: content, community, outbound, and influencer
- Created go-to-market playbook used by the team through TGE
Sales Enablement
Pipeline was growing faster than the team could handle. Cactus built the sales enablement infrastructure that let Sapien's team convert at scale — from collateral and decks to outbound sequences and CRM workflows that kept nothing from falling through the cracks.
- Built enterprise sales deck and data buyer-focused collateral
- Developed outbound sequences for AI and ML teams at target companies
- Set up CRM workflows for lead tracking, follow-up, and pipeline reporting
- Created onboarding materials for new sales hires as the team scaled
Influencer Marketing
For a platform that rewards human contributors, community and influence are everything. Cactus built and managed Sapien's influencer program — connecting with crypto, AI, and creator economy voices that drove massive contributor signups and enterprise awareness heading into TGE.
- Identified key voices in the AI, crypto, and decentralized work communities
- Managed outreach, negotiation, and campaign coordination for 50+ influencers
- Developed creator briefs aligned with Sapien's contributor acquisition goals
- Influencer program drove significant volume of qualified pipeline pre-TGE
We were pre-launch and needed to build real pipeline fast. Cactus embedded with us, built our entire outbound motion from scratch, and drove so many qualified conversations that we had to bring on additional staff just to keep up.