Project Summary

Brand Name – Confidential B2B Sales Intelligence Platform
Business Model – B2B SaaS
Industry – SalesTech / Sales Intelligence
Project Name – PLG Acquisition & Growth
Services Provided – PLG Growth, Performance Marketing, SEO, Content Marketing, CRO, Distribution Strategy

Key Results – 47K+ new sign-ups, 10X growth in Weekly Active Users, 150% increase in organic traffic

About the Company

The client is a B2B sales intelligence SaaS company operating with a product-led growth model.

The product already had a market and an established user base. The next challenge was considerably harder: turning PLG into a predictable acquisition engine that could scale.

At the time, Weekly Active Users stood at roughly 1,600. The product pages responsible for attracting new users were getting very little traffic, visitors weren’t consistently progressing through the funnel, and acquiring users through paid campaigns was becoming increasingly expensive.

Growth couldn’t continue by simply putting more money into advertising.

The company needed to improve the entire journey — from how prospects discovered the product to what happened after they landed on the website and signed up.

That’s where Growth9 came in.

The Challenge

The first thing we discovered was that there wasn’t one isolated acquisition problem.

There were several problems reinforcing each other.

The product pages that should have been doing the heavy lifting for PLG had negligible traffic. And even when people reached them, too many visitors failed to become active users.

Paid acquisition was filling some of the gap, but that created another problem. As the company became increasingly dependent on advertising, inefficient campaign structures were pushing acquisition costs higher.

Organic acquisition wasn’t strong enough to compensate either. The company had significant gaps in SEO and content visibility, meaning potential customers searching for relevant solutions often weren’t discovering the product organically.

So throwing more budget into paid campaigns would have treated the symptom without fixing the underlying growth engine.

Growth9 needed to solve three problems together:

• Bring more qualified people into the PLG funnel.
• Convert more of those visitors into active product users.
• Build acquisition channels that could scale without relying almost entirely on paid advertising.

What we did for them?

When Growth9 came on board, we approached the project as a full PLG acquisition system, rather than treating paid ads, SEO and conversion independently.

Here’s what we worked on:

• Improved the PLG acquisition journey: We started by looking at what happened between someone discovering the product and becoming an active user. Product messaging and onboarding flows were refined to make the value of the product clearer and help more users progress through the PLG journey.

Rather than focusing only on generating registrations, the objective was to bring in people who would actually use the product.

• Found the leaks in the acquisition funnel: More traffic does very little when the funnel underneath it leaks. We analysed the customer journey and ran CRO experiments to understand where potential users were dropping out.

Those learnings were then used to improve funnel conversion and make the existing acquisition spend work harder.

• Restructured paid acquisition around efficiency: Paid campaigns were optimised alongside the funnel rather than in isolation. Instead of judging success purely on clicks or traffic, the focus shifted towards efficiently generating users and improving CPA.

This meant Growth9 could scale acquisition without allowing paid media costs to scale at the same rate.

• Built a multi-channel distribution engine: We didn’t want the company to depend on one source of traffic. Growth9 developed a distribution strategy spanning LinkedIn, X/Twitter, Reddit, SEO and email, creating multiple ways for the product and its content to reach potential users.

Content was no longer something that simply lived on the website. It became part of the acquisition engine.

• Expanded reach through partnerships and influencers: We also built relationships with relevant industry players for co-marketing opportunities.

These collaborations created opportunities for backlinks, guest content, joint events and access to audiences the company would otherwise have had to acquire individually.

• Made organic search a serious acquisition channel: Finally, we strengthened the company’s SEO presence so product pages could capture more relevant organic demand.

As search visibility improved, organic traffic to the product pages increased by 150%, creating a more sustainable source of acquisition alongside paid campaigns.

The Results

Over the next 9 months, the combined strategy produced significant growth across the PLG funnel:

• Generated 47,000+ new PLG sign-ups
• Increased Weekly Active Users from 1.6K to 16K — a 10X increase
• Increased organic traffic to product pages by 150%
• Improved the efficiency of paid acquisition through funnel optimisation and CRO
• Built a broader acquisition engine across paid, organic, content, partnerships and social distribution

Takeaway

The biggest lesson from this project wasn’t that one channel suddenly started performing better.

It was that PLG growth is a system.

Sending more paid traffic into a weak funnel would simply have increased acquisition costs. Producing more content without distribution wouldn’t have created enough demand. Increasing sign-ups without improving activation would have produced impressive-looking numbers without meaningful product usage.

Growth accelerated when these pieces started working together.

Growth9 improved the acquisition funnel, strengthened product messaging and onboarding, made paid campaigns more efficient, built organic search visibility and created a multi-channel distribution engine around the product.

Within nine months, that system generated 47K+ new sign-ups, grew Weekly Active Users from 1.6K to 16K, and increased organic product-page traffic by 150%.

That’s how we approach growth at Growth9. We don’t look for another isolated marketing tactic to add to the stack. We find what is restricting growth, fix the underlying system, and then scale what works.

👉 Trying to scale your SaaS acquisition but finding that more traffic isn’t translating into enough active users? Let’s talk.