Case Study: Scaling ROAS for a B2B E-Commerce Company

Background

A B2B e-commerce company offering products with both consumer and professional demand faced challenges in isolating relevant traffic. Their goal was to improve the efficiency of non-branded campaigns, ensuring ad spend focused on high-value business customers rather than consumers.

Challenge

The company needed to:

• Filter out consumer traffic that wasn’t a fit for their B2B offerings.
• Reach and convert industry-specific buyers while maintaining efficiency.
• Achieve a 4x ROAS on non-branded campaigns while still testing new audiences and drive net-new customers.

Our Approach

To maximize efficiency and scalability, we:

• Diligently isolated branded traffic to prevent it from inflating non-branded campaign performance.
• Structured campaigns into three categories:
  • Test campaigns for exploring new audiences and strategies.
  • High-ROAS campaigns optimized for maximum efficiency and return.
  • Acquisition-focused campaigns designed to bring in new customers at scale.
• Refined targeting and exclusions to eliminate consumer-driven searches and ensure ads were served to the right industries.

Results

Our strategy delivered:
✔ Surpassed the 4x non-branded ROAS goal, now achieving 6x and continuing to improve
✔ More efficient budget allocation, allowing to scale where needed
✔ Stronger industry-specific targeting, reducing wasted spend

Key Takeaway

By isolating branded traffic, structuring campaigns strategically, and refining audience targeting, we helped this B2B e-commerce company exceed their ROAS goals while continuing to scale profitably.

Looking to improve your paid media efficiency? Let’s talk about how we can optimize your campaigns for better results.