Case Study / SaaSClickBucks Media LLC
Scaling qualified trials without inflating CAC
Moved a B2B SaaS from vanity sign-ups to activation-qualified trials — higher trial volume and better CAC efficiency.
AChallenge
Paid social was filling the CRM with free sign-ups that never activated. Sales complained about lead quality, and finance could not reconcile ad spend to pipeline.
BApproach
- 01
Defined “qualified trial” as accounts that completed onboarding and invited a teammate within seven days.
- 02
Rebuilt Meta and LinkedIn around that event, not raw registration.
- 03
Added review-site and search coverage for high-intent queries; used native for mid-funnel education.
- 04
Synced CRM stages back to ad platforms so bidding favoured activating cohorts.
CResults
+58%Qualified trials
2.6xBlended ROAS
-19%Customer CAC
DChannels used
Google AdsLinkedIn AdsReview sitesNative