Case Study: How Unispace Generated 950+ Leads Within 90 Days of Entering New Markets

Turning a Dry Global Sales Pipeline into 950+ Qualified Leads in 90 Days

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Services: SEM Strategy, Performance Marketing, ICP Framework, Conversion Optimisation, Data & Attribution

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Overview

Unispace is a global design consultancy specialising in commercial workspace strategy and delivery. Operating across multiple international markets, the business required a predictable and scalable digital lead engine to support revenue growth.

Despite strong brand equity and international presence, the sales pipeline had slowed. The challenge was clear: generate qualified enterprise-level leads at scale — fast.

Digital Squad was engaged to architect and activate a high-performance SEM and conversion framework capable of delivering measurable impact within a short timeframe.

The Challenge

Unispace faced several key barriers:

• An underperforming digital sales funnel
• Low inbound enterprise enquiries
• Fragmented paid acquisition structure
• Limited clarity around ICP targeting
• Inconsistent conversion performance

In B2B consultancy, quality matters more than volume. The objective was not traffic for its own sake — but high-value, decision-maker level enquiries.

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Our Strategy

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1. ICP-Led Performance Architecture

We began by redefining the Ideal Customer Profile across:

• Enterprise corporate real estate decision-makers
• Facilities and workplace transformation leaders
• C-suite and regional directors

Campaign segmentation was rebuilt around high-intent, commercial search behaviour aligned with corporate relocation, redesign and workspace transformation terms.

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2. Search-Led Demand Capture (SEM)

We deployed a structured Google Ads framework built on:

• Commercial high-intent keyword clusters
• Regional segmentation across priority markets
• Precision bid strategies
• Continuous A/B testing of ad creative and landing experience

The focus was on capturing enterprise-level search demand at the exact moment of decision.

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3. Conversion Rate Optimisation (CRO)

Driving traffic is one part of the equation.

We implemented:

• Landing page restructuring aligned with enterprise buyer psychology
• Clearer value propositions
• Trust-layer reinforcement
• Refined lead capture mechanics

This ensured that increased visibility translated into measurable pipeline growth.

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4. Data & Attribution Clarity

For a global consultancy, performance clarity is critical.

We established:

• Full-funnel tracking
• Lead quality assessment
• Campaign-to-opportunity attribution
• Executive-level reporting dashboards

This allowed leadership to clearly see marketing’s impact on pipeline velocity.

The Results

Within just 90 days of activation:

• 950+ qualified leads generated
• Sales pipeline transformed from stagnant to over-capacity
• Significant uplift in lead quality and commercial opportunity

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The campaign did not simply increase traffic — it re-engineered the company’s digital acquisition engine.

Impact

The transformation delivered:

• A predictable, scalable inbound lead channel
• Increased sales team capacity and opportunity flow
• Improved conversion rates across enterprise landing environments
• Stronger visibility in competitive commercial workspace terms

Most importantly, it re-established marketing as a measurable revenue driver.

Why This Matters

For enterprise consultancies, growth is not about impressions — it is about pipeline.

Digital Squad’s ICP-led performance framework enabled Unispace to convert high-intent global search demand into tangible commercial opportunity within 90 days.

Ready to Engineer Your Pipeline?

If your organisation operates in high-value B2B markets and requires structured performance marketing at scale, let’s discuss how we can architect your growth engine.

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