IDEA
We have a ready-made SAAS platform, but organic traffic is practically absent. We need paid channels to quickly test the hypotheses and start scale in the United States.
A startup with a team from Eastern Europe entered the US market with a B2B product to manage projects (alternative Clickup and Trello). The product was ready, but there were no customers and a funnel of attracting.
We conducted an audit, determined the ICP (the perfect portrait of the client) and built an omnichannel leads generation strategy through LinkedIn ADS, Google Search, and the content funnel.
Prototype
The team quickly plunged into the specifics of our product. The site has become more understandable, the offers were convincing, and the leads began to come literally in the second week.
At the stage of the prototype, we:
- Received the structure of the site and the offers for the audience of Project managers and Tech leaders
- Created landings for different segments: digital agencies, Construction Management, etc
- Set up analytics, tracking of forms and events in the product (GA4 + Mixpanel)
- Created a series of emails on the WelCome Chain and "Product Onboarding"
- Tested the first ads on LinkedIn and Google for Pain-Based Requests
Growth Campaign
We combined cold lead generation with LinkedIn, Intent-Bass traffic from Google and landing pages. The conversion from leads to the demo surpassed expectations.
Campaign included:
- LinkedIn Ads: InMail + Lead Forms for CTO and Project-Manager
- Google Search ADS: Requests like "Clickup Alternative", "Task Management for Remote Teams"
- Meta Ads: Remarketing on site traffic and email subscribers
- YouTube Ads: Short Product Tour Videos from CTA to Demo
- Automation Email onboarding and remarketing chain
- Tracking Demo Conversations and User Sessions
Functionality
- Landings under three market segments
- CRM integration with Hubspot
- Funnel automation: Email Onboarding + Nurturing
- LinkedIn InMail + retargeting
- Google ADS: Intent-BASED Search Campaigns
- Video ADS on YouTube with CTA
- Creative segmentation of audiences and A/B tests
Results
- +412 leads in 2 months, of which 114 demo
- CR: 27.6% (lead → demo), 9% (demo → free user)
- CAC: $43, LTV by Freemium model - $620
- Click cost: Linkedin - $2.8, Google - $1.6
- Increased time on the site: from 0:42 to 2:05
- Decrease in BOUNCE RATE: -38%
- ROI from campaigns: 3.8x for 3 months
Partnership
We continue to work with the team on:
- Regular A/B Testing Landings, Onboarding Flow and CTA
- Content development: SEO-articles, Videos, Customer Success Stories
- Launching campaigns in Quora ADS and Reddit for niche traffic
- Extension of UGC and email marketing (reactivation, reviews for reviews)
- Improving integrations with Google Workspace and Slack for new landings
- Analysis of retention functions and binding marketing to USAGE metrics
