CASE STUDY | GROWTH EXPERIMENT Helping a window company profitably access and understand a new customer
THE ASK | GLASS CANADA
Glass Canada is a leader in the glass and window industry in Southwest Ontario. They came to us via referral, looking to grow and break into a new customer base. Glass Canada is primarily a B2B company and wanted to dip their toes into the residential space on a smaller budget.
THE APPROACH | GLASS CANADA
We recognized that their existing website was not conducive to this strategy in targeting a new customer base. With a smaller budget, we knew we had to start small with an experiment to avoid overspending. Without blowing up their existing site, we landed on a growth experiment to reach out to this new customer base.
After doing our due diligence on market research and persona development, we developed a microsite to isolate the residential experience (the experiment) separately from the B2B (the control).
We also tested offers in the form of a multi-variant experiment. What are these customers interested in and enticed by? We ran three different ad campaigns with three different offers to see which performed best at creating leads.
THE RESULTS | GLASS CANADA
The major takeaways are the learnings and insights gleaned from the experiments. We helped the client:
- Understand the profile, needs, and wants of a new customer base
- Spotlight the offer that works best for them to convert
- Market an offer with a lower and more sustainable acquisition cost
- Generate a positive ROI!
Our growth teams are at your service.
