Case study · Paid media & demand generation
How 3 & Four Helped Bolt On Technology Build a Scalable Acquisition Engine
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Illustrative case file. Figures from the engagement.
01 · Background
A strong brand that needed to reach beyond its keywords
Bolt On had built a fantastic product and enjoyed strong brand recognition among its existing audience. However, to achieve their aggressive revenue goals, they needed to scale.
Bolt On partnered with us to build a scalable, predictable acquisition engine that could reach new auto shop owners, engage them with the right messaging, and drive them to book a demo.
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Bolt On Technologyboltontechnology.com
02 · Challenges
The B2B SaaS Growth Challenge
In the highly saturated B2B SaaS landscape, scaling acquisition presents two distinct challenges:
The “Low-Quality Lead” Trap
Broad targeting on ad platforms often results in high lead volume but terrible pipeline quality, wasting valuable time for Account Executives.
High Competition & Soaring CPCs
Bidding exclusively on bottom-funnel software keywords is incredibly expensive. Relying strictly on “active demand” limits growth and drives up the overall Cost Per Acquisition (CPA).
03 · Solution
A Full-Funnel, Multi-Channel Approach
To overcome the high costs and low intent typical of B2B SaaS campaigns, we moved away from a single-channel dependency. We structured a multi-platform strategy across Google, Microsoft (Bing), and Meta, ensuring every stage of the buyer’s journey was covered.
Top-of-Funnel Awareness: The PMax Efficiency Engine
To generate massive reach without depleting the budget, we deployed a Google Performance Max (PMax) campaign. By distributing Bolt On’s “all-in-one platform” messaging across Google’s entire ecosystem (Display, YouTube, Discover, Maps), we proactively introduced the brand to tens of thousands of highly targeted users. This generated “cheap but qualified” traffic that created a massive halo effect, feeding the middle and bottom-funnel campaigns.
Mid-Funnel Interruption: Meta Lookalike Lead Generation
B2B buyers don’t just search on Google; they also scroll social media. We leveraged Meta (Facebook/Instagram) to engage passive buyers. By building strict Lookalike Audiences based on Bolt On’s LTV (Lifetime Value) customers, we ensured we only targeted shop owners with similar data profiles to proven buyers. This successfully engaged cold audiences at a highly profitable CPA.
Bottom-Funnel Capture: High-Intent Search & Competitor Conquesting
With PMax and Meta creating demand, we utilized Google and Microsoft Bing Search to capture it.
04 · Results and impact
Pipeline & Revenue Impact
In B2B SaaS, marketing success is not measured in clicks or Conversions; it is measured in Closed-Won revenue. To ensure total alignment with sales, we integrated our ad platforms directly with Bolt On’s HubSpot CRM to track the true business impact. Within the first four months of launching the new multi-channel strategy, we achieved the following:
Increase in Monthly Lead Volume
By turning on the Meta and PMax engines alongside Search, we successfully doubled the total volume of CRM contacts generated per month.
Sales Meetings Booked
The leads generated were not low-quality form fills; they were highly motivated buyers. Our campaigns generated over 120 booked sales meetings in a single quarter, providing the sales team with a consistently full calendar.
Lead-to-Close Rate
Because B2B SaaS has a standard sales cycle, the massive influx of leads in Q1 matured into Closed-Won deals by Spring. We achieved a Lead-to-Closed-Won conversion rate of over 5.5%. (Note: The industry standard for paid media lead-to-close rates in SaaS sits between 1% and 3%).
By breaking away from a single-channel strategy and focusing on HubSpot pipeline data rather than just ad-platform metrics, we successfully validated Bolt On’s broader value proposition in the open market. Performance Max and Meta built highly cost-effective top-of-funnel awareness, which fed directly into high-converting Search campaigns. The result is a scalable, predictable pipeline engine that continues to deliver high-value revenue month over month.