B2B SaaS · Case study
Nimbus tripled their pipeline in nine months
A horizontal B2B SaaS scaleup needed faster organic + paid pipeline growth without raising blended CAC. We rebuilt their search strategy from scratch.
3.4x
Pipeline generated
–38%
Paid CAC
+212%
Organic demos
9 mo
Engagement length
The challenge
Nimbus had a strong product and engaged free-tier users, but paid acquisition costs were climbing and organic demo requests had plateaued. They needed pipeline growth without unit economics getting worse.
What we did
- Audited the existing Google Ads and LinkedIn paid spend; killed campaigns burning budget on broad match.
- Rebuilt the SEO content strategy around bottom-of-funnel comparison and use-case queries.
- Shipped 18 long-form pillar pages over six months, briefed against real customer interviews.
- Tightened paid keyword strategy with negative lists and intent-aligned landing pages.
- Stood up a closed-loop pipeline dashboard mapping spend → demo → SQO → closed-won.
The result
In month nine the pipeline was 3.4x baseline. Organic demos were up 212%, paid CAC was down 38%, and blended cost per SQO was tracking 2.1x improved. Nimbus extended the engagement and added two new channels in year two.