How SHARE Mobility made paid media its #1 pipeline source.
Paid media went from a written-off line-item to the fastest pipeline generator in the business - $0.5M to $2.3M total pipeline in a single quarter, with a 3x budget increase approved by the board.
- Industry
- Transport B2B SaaS
- Channels
- Google Ads · LinkedIn Ads · Microsoft Ads
Who SHARE Mobility is.
SHARE Mobility is a transportation technology company, selling enterprise mobility and commuter programmes in a market where a single account is worth around $150k a year. Its buyers are HR managers at large enterprises, state government and fleet operators.
With a roughly three-month sales cycle and a two-person marketing team, every pound of spend has to be accountable. Pipeline, not raw lead volume, is the number the business is run on.
Pipeline that ran on outbound alone.
Going into the quarter, SHARE Mobility's pipeline was built almost entirely on outbound SDRs - around $0.5M, and capped by how many accounts a small team could work by hand.
Paid media had been written off as too expensive and too unreliable. Earlier Google Ads tests had produced negligible pipeline, so the channel carried no board confidence and no real budget.
- Pipeline capped by outbound SDR capacity
- Paid media generating negligible pipeline
- No conversion path tuned to the ICP
- No attribution from ad spend to pipeline
Three moves that turned paid into pipeline.
Bet on pipeline, not lead volume.
Set a paid media strategy built around high-quality leads and pipeline, not clicks or raw volume - running across Google, LinkedIn and Microsoft Ads.
Matched intent end to end.
Built tightly matched, high-intent keywords into single-theme ad groups, and gave each core audience a persona-tailored landing page - so every query mapped cleanly to its ad and page, lifting conversion rate by 40%. Then tested keywords, ad copy and page copy to find what resonated with the ICP.
Made pipeline provable.
Introduced self-reported attribution so the team could see which spend actually generated pipeline - and brief the board with the confidence to triple the budget.
What changed.
+2,100%
Pipeline from paid media
Pipeline sourced from paid media climbed from roughly $0.1M to $2.2M in a single quarter.
4.5×
Total pipeline
Total quarterly pipeline grew from $0.5M to $2.3M, with paid media now the fastest-growing source.
3×
Budget approved
The board approved a 3x budget increase within the quarter, and the engagement expanded into SEO.
“In a single quarter, Copixel took paid media from a line-item we'd written off to our most powerful pipeline generator. Going from near-zero to over $2M in pipeline and securing a 3x budget increase from our board speaks for itself.”
More work.
