In this episode of Unqualified Leads, we switch things up and walk through a real client case study: a B2B Company doing £10-20m ARR, operating globally, but with one major catch: they had never run paid media before.

We break down how we approached a zero-history ad account, how we handled multiple products with multiple ICPs across broad geographies, and why we deliberately went broader than we normally would in the early stages to learn what the market responded to.

You will hear the exact plays that moved the needle, including the measurement foundations, how we tracked a large number of conversion actions without losing clarity, and howwebsite conversion campaigns underperformed, while LinkedIn Instant Forms consistently delivered for webinars, gated agendas, and document ads.

We also cover how events fit into the funnel, how employee thought leader content was turned into high-intent SQL demand, and how retargeting with LinkedIn message ads helped book meetings in specific verticals. Finally, we share the simple paid search structure used to capture existing demand/

The result: just under £400,000 in pipeline generated in four months, starting from scratch and on relatively low spend, with a strategy tailored to how this market actually buys.