Full-Funnel Marketing Fuels Dramatic Growth and National Presence

Operating in the dynamic food service industry, this large and innovative company has become a significant player in both B2B and B2C markets. Their service portfolio spans direct consumer delivery, catering partnerships, and corporate solutions, positioning them uniquely in a rapidly-expanding market segment.

The depths of the pandemic in 2020 marked our starting point with this client. During that time, their marketing approach was highly concentrated, focusing exclusively on select markets through tactical performance channels.

This narrow but focused strategy aligned with the immediate needs of the business during unprecedented market conditions, with new customer acquisition serving as the primary objective.

As the market stabilized, we identified several critical areas for growth and transformation. Our analysis revealed compelling expansion opportunities beyond the company’s core markets, where its sophisticated performance marketing foundation could be leveraged for dramatic growth.

The untapped catering and corporate segments presented particularly exciting prospects, especially as we envisioned establishing a commanding national presence. This clear path to market leadership aligned perfectly with the company’s capabilities and ambitions.

Our approach centered on developing a comprehensive strategic framework that supported both geographic expansion and channel diversification.

We methodically evolved from select markets to a national footprint, creating scalable media frameworks that could adapt to various market conditions. The transformation from tactical performance to a full-funnel approach involved careful integration of premium media partnerships and the development of sophisticated multi-channel attribution models.

By 2024, we had successfully implemented a sophisticated upper and mid-funnel media strategy across a national footprint. This comprehensive approach allowed us to maintain strong performance marketing results while building lasting brand value.

The results tell a compelling story of growth and transformation. We moved from acquiring 79,796 new customers in our first year of partnership to an impressive 295,405 in the current year – a 270% increase. This growth was achieved while maintaining their target CPA, demonstrating remarkable efficiency in our scaled approach.

Our strategy expanded beyond pure customer acquisition to encompass catering partnerships and corporate solutions, creating new revenue streams and market opportunities. This diversification proved crucial in building a sustainable growth model that could weather market fluctuations and changing consumer behaviors.

The transformation from regional player to national category leader wasn’t just about expanding reach – it was about evolving the entire approach to market engagement. By maintaining the precision of performance marketing while building sophisticated brand awareness campaigns, we created a balanced strategy that delivered both immediate results and long-term value.

Looking ahead to 2025, we see significant opportunities for continued growth in key geographic regions through enhanced corporate partnerships and advanced attribution modeling. Our focus remains on optimizing the full-funnel approach while driving deeper market penetration and expanding corporate solutions.

This case study demonstrates how a strategic, full-funnel marketing approach can drive extraordinary growth even during challenging times. By carefully balancing efficiency with expansion, we achieved a 270% increase in new customer acquisition while managing costs effectively. This success has positioned the company for continued growth and market leadership in 2025 and beyond.