The Problem
Green Ride positioned itself as the "sustainable" alternative to traditional limo services. a small fleet of hybrids and EVs catering to executives and event planners. The brand story was strong; the funnel wasn't. Most leads came from a generic Wix contact form with no qualification, and the founder was personally answering every WhatsApp enquiry at 11pm.
The goal: lock in repeatable corporate accounts instead of one-off airport runs, because corporate clients spend 4× more per relationship and book months in advance.
The Approach
I split the strategy into a B2C demand-capture layer (Google + Meta) and a B2B account-acquisition layer (LinkedIn + outbound). The two funnels fed different CRM pipelines so we could measure each independently.
LinkedIn ABM was the unlock. We built a target list of 480 companies within 25 miles. finance, law, consulting, biotech. and ran sequenced ads to HR, EAs, and travel coordinators. The lead magnet was a "Corporate Travel Cost Calculator" that compared in-house drivers vs Uber Black vs a managed account. CPL on LinkedIn was high ($87) but lifetime contract value averaged $11,400.
Google Ads captured the urgent transactional searches. airport runs, last-minute event transfers, hotel pickups. Same playbook as a traditional ops account: tight match types, geo discipline, brutal negatives.
Referral Program: every booked corporate account got a custom referral code worth a $250 credit for both parties. This generated 31 of the first 60 corporate signups.
The Outcome
By month 9, Green Ride had a waitlist for corporate accounts and was about to sign a fleet expansion lease. The LinkedIn pipeline alone was generating $40K+/month in booked revenue. We replaced the Wix form with a HubSpot funnel that auto-qualified by company size, routed to a Twilio queue, and pinged WhatsApp within 2 minutes. that single change lifted lead-to-booking conversion from 9% to 34%.