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Client Snapshot
Company: ShipHero
Industry: eCommerce Fulfillment / 3PL SaaS
ICP: DTC brands doing $5M–$50M ARR (Ops leads, COOs, founders)
Channels: Google, Linkedin, Meta
Goal: Increase qualified demos and pipeline while improving CAC efficiency

Overview

ShipHero, a leading 3PL and eCommerce fulfillment SaaS, wanted to generate more qualified demos and sales opportunities while lowering acquisition costs. Over 90 days, we launched a full-funnel paid media strategy combining Google Ads, LinkedIn Ads, and Meta Ads.

Google Ads captured intent with non-branded search campaigns, LinkedIn built authority through ABM-style content, and Meta Ads retargeted warm audiences to drive conversions.

The Problem

ShipHero’s marketing had broad efforts across Google Ads, Meta Ads, and LinkedIn.
Google Ads were mostly branded and limited to high-intent terms → not capturing enough new prospects. Meta Ads only worked for awareness without structured retargeting → not converting site visitors. LinkedIn Ads targeted too broadly and didn’t highlight the value of ShipHero → weak mid-funnel conversion.
The outcome: Flat demo volume and inconsistent CPL with unclear attribution.

The Solution

1) To overcome these challenges, we created a multi-channel full-funnel paid media system that aligned with the buyer’s journey, using Google Ads (TOFU), LinkedIn Ads (MOFU), and Meta Ads (BOFU):
2) Google — Capture High-Intent Demand
Google Ads
Google Ads (TOFU): Capture high-intent search demand using non-branded keywords like “eCommerce fulfillment software” and “3PL warehouse management.”
3) Linkedin Ads
LinkedIn Ads (MOFU): Establish thought leadership and authority with ABM-style targeting and creative focused on case studies, testimonials, and DTC success stories.
3) Meta Ads
Meta Ads (BOFU): Retarget warm traffic from Google and LinkedIn, serving them client success videos, “before/after” workflows, and low-friction CTAs like “Book Your Free Fulfillment Audit.”

The Results (3 Months)

Ad spend: 150k total
Booked Demos: 136
Cost per SQL: $310 (↓43% from $540 baseline)
Qualified Pipeline: $1.2M+

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