Rebuilding the Acquisition Strategy: +400 Monthly Leads

+70%
Increase in Target-Match Rate
+400
Monthly Opportunities for Sales
2.3x
Pipeline Velocity Uplift

“Thanks to a close collaboration and a diversified strategy including paid, outbound, and user-generated content, we succeeded in increasing the proportion of people corresponding to our target by 70% and in generating more than 400 monthly opportunities for our sales teams.”

Matthieu Bagur
Chief Business & Marketing Officer
Mooncard
+
Bulldozer
B2B
Growth

Rebuilding the Acquisition Strategy: +400 Monthly Leads

+70%
Increase in Target-Match Rate
+400
Monthly Opportunities for Sales
2.3x
Pipeline Velocity Uplift

L'entreprise

Mooncard offers payment cards and an expense management app that tracks professional spending in real time. Their goal is to take the friction out of expense reporting for companies.

Challenge & Objectif

Challenge

Refining targeting and optimizing the funnel to drive qualified opportunities

This commitment has been running for eight months, built around a full rebuild of Mooncard's acquisition strategy. The core problems were straightforward: they were reaching the wrong people, and the funnel was not converting them into opportunities for the sales team. The work focused on:

  • Shifting the targeting to reach people who actually matched Mooncard's ideal customer.
  • Tightening up every stage of the funnel from first touch to sales-ready opportunity.

‍

Strategy

Refined targeting, aligned funnel definitions and multi-channel testing to unlock opportunities

  • Redefined the target audience and tightened the criteria used to qualify leads.
  • Rewrote the definitions of MQL, SQL, and other pipeline stages to create a shared language between marketing and sales.
  • Tested a mix of paid, outbound, UGC, data, and design to find the right combination of channels.
  • Worked through every stage of the funnel to remove the bottlenecks enduring down opportunity creation.

‍

Results

Performance impact: higher lead quality and strong monthly opportunity generation

  • +70% increase in the proportion of leads matching the target profile
  • 400+ monthly opportunities generated for the sales team

“Eight months in, our work with Bulldozer has helped us rethink how we approach acquisition and improve every step of the process, from targeting to opportunity generation. Through a mix of paid, outbound, and user-generated content, we increased the proportion of people matching our target by 70% and now generate over 400 monthly opportunities for our sales team. A real shift, built on solid collaboration.”

Matthieu Bagur
-
Chief Business & Marketing Officer

Stratégie

‍

To remember

  • Redefining targets directly improves the quality of the pipeline. +70% of qualified profiles show that the initial problem was upstream.
  • Clarifying MQL, SQL, and qualification criteria avoids friction. This turns leads into real exploitable opportunities.
  • Combining Paid, Outbound, UGC, Data and Design allows you to multiply entry points and optimize what really works.
  • Working every step of the way to commercial opportunities generates concrete output. +400 monthly opportunities prove that optimization should not stop at leads.

    • ‍

    Ask your favorite LLM for a summary of this page

    Challenge

    Refining targeting and optimizing the funnel to drive qualified opportunities

    This commitment has been running for eight months, built around a full rebuild of Mooncard's acquisition strategy. The core problems were straightforward: they were reaching the wrong people, and the funnel was not converting them into opportunities for the sales team. The work focused on:

    • Shifting the targeting to reach people who actually matched Mooncard's ideal customer.
    • Tightening up every stage of the funnel from first touch to sales-ready opportunity.

    ‍

    Strategy

    Refined targeting, aligned funnel definitions and multi-channel testing to unlock opportunities

    • Redefined the target audience and tightened the criteria used to qualify leads.
    • Rewrote the definitions of MQL, SQL, and other pipeline stages to create a shared language between marketing and sales.
    • Tested a mix of paid, outbound, UGC, data, and design to find the right combination of channels.
    • Worked through every stage of the funnel to remove the bottlenecks enduring down opportunity creation.

    ‍

    Results

    Performance impact: higher lead quality and strong monthly opportunity generation

    • +70% increase in the proportion of leads matching the target profile
    • 400+ monthly opportunities generated for the sales team
    No items found.

    Let's grow

    From the first pipeline to sustained growth
    Book a strategy call
    Léo Lacoste
    Business partner

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