DORA Compliance — Growth Case Study

69 DAYS · ITALY & IRELAND · GOOGLE ADS + LINKEDIN ADS + EMAIL DB
€285K
Revenue
19
Clients
3.34x
ROAS
€85.2K
Spend
Full-Funnel Conversion
Visitors1,200
↓ 48.0%
Registrations576
↓ 57.5%
Attendees331
↓ 15.1%
SQL50
↓ 38.0%
Clients19
Unit Economics
Lead economics
CPL€148
Cost / SQL€1,705
Customer economics
CAC€4,487
Revenue / client€15,000
Efficiency
ROAS3.34x
Revenue / SQL€5,700
Growth Architecture
Research & segmentation→ Google / LinkedIn / database→ Landing page→ CRM nurture→ Webinar→ SQL qualification→ Sales follow-up→ Client
What I Would Look At Next
Registration conversion is strong at 48%
Verify whether performance was consistent by source and segment.
43% of registrants did not attend
Analyse whether non-attendee nurture produced incremental SQL/client conversion.
Attendance → SQL is 15.1%
Diagnose qualification by persona, company size, source and engagement behaviour.
SQL → Client is 38%
Strong downstream conversion — investigate which signals best predicted purchase.
Overall ROAS is 3.34x
Next optimisation should target marginal ROAS/CAC by channel and segment, not aggregate ROAS alone.
Growth Flows — Phase 1–4
Phase 1 — Analysis & Market Research
Explicit Demand Analysis
Latent Demand Analysis
Competitive Landscape Mapping
Market Segment Identification
Internal Analysis
Phase 2 — Pre-launch
Google Ads
LinkedIn Ads
Email list
Landing Page
Marketing Qualified Lead
CRM
Nurturing email
Nurturing email
Nurturing email
Phase 3 — Launch
MQL Attendees
Live Webinar + Q&A
Time Limited Offer
Sales Qualified Lead
Phase 4 — Post-Launch
Not Attendees
Webinar on-demand
Tiered Bundling Strategy
Sales calls
New Client
Nurturing email
Nurturing email
Nurturing email
LinkedIn retargeting
Rebuilt from verified project totals. No channel-level breakdown, CTR, CPM or attribution data was invented — those figures were not available in the original case.