BRIJMOHAN RAY
Back to Case Studies
B2B SaaS

Scaling a B2B SaaS from ₹20L to ₹1.5Cr ARR in 8 Months

Restructured LinkedIn + Google Search, CAC −40%, doubled demos.

Scaling a B2B SaaS from ₹20L to ₹1.5Cr ARR in 8 Months
ARR Increase650%
CAC Reduction-40%
Timeframe8 Months

The Challenge

Our client, a high-growth B2B SaaS platform, was struggling with scaling their customer acquisition pipeline. Despite having product-market fit, their ad spend on LinkedIn and Google Search was burning cash.

A thorough audit revealed:

  • Fragmented Account Structure: Over 12 campaigns running with overlapping audiences, bidding against each other.
  • Low-Intent Lead Capture: Lead gen forms on LinkedIn were capturing unqualified personal emails (Gmail, Yahoo) that the sales team couldn't close.
  • High-Latency Landing Pages: The Google Search traffic landed on a slow marketing page (5.8s load time) causing a 55% drop-off.
Loading chart...

The Approach

We implemented a ruthless performance restructuring program over 8 months:

1. LinkedIn Consolidation

We terminated the lead-gen form campaigns and switched entirely to Direct-to-Demo landing page campaigns. We targeted specific decision-maker layers (VP, CXO, Director) at companies with a headcount of 50-500.

2. Google Search Intent Alignment

We purged all broad-match keywords. We limited campaigns to strict phrase and exact-match high-intent transactional keywords (e.g., "b2b subscription software enterprise").

3. High-Converting Page Rebuild

We built a custom Next.js landing page dedicated to demo booking, optimized for mobile, which loads in 1.2s and features a single-click calendar integration.

Loading chart...

The Results

The pipeline responded immediately:

  • ARR Scaling: ARR scaled from a baseline of ₹20L to a stable ₹1.5Cr within 8 months.
  • Cost Efficiency: Blended Customer Acquisition Cost (CAC) was reduced by 40%.
  • Demo Volume: Monthly qualified demo bookings doubled, with a 92% corporate email verification rate.
Loading chart...

The Lesson

Most B2B accounts don't need more leads, they need to stop paying for the wrong ones. By targeting high-intent business users and optimizing the destination page for immediate friction-free demo bookings, we proved that budget size matters less than budget focus.