Business Problem
Shopflo builds the checkout layer for Shopify-based D2C brands — strong product, real traction, sold to founders who care about conversion rate, AOV, and RTO. But nearly all new business came from two places: cold email and the founders' own network. Both work; neither scales on demand. Growth was capped by how many emails could go out and how many warm intros could be pulled. LinkedIn Ads had the right targeting but a brutal cost per lead — too expensive for a funnel still proving its economics.
Diagnosis
"Meta doesn't work for B2B" is the most repeated line in B2B marketing — and it's a tactics problem dressed up as a channel problem. The buyers are on Meta; they're the same founders, just in a different headspace. Most attempts fail because teams run B2C tactics on a B2B funnel: generic product messaging, broad audiences, no qualification layer, no event tracking to show where prospects leak. Meta was also the cheapest place to test — and if it worked, it would unlock a lead source Shopflo's competitors were ignoring.
Execution
A 90-day sprint, one channel, one goal: prove the economics. Four moves, in order.
- A deep audit of the funnel and the buyer — mapping which pains a D2C founder feels sharply enough to click on mid-scroll.
- Creative built around those pains, not the product, with multiple formats tested head-to-head.
- Audience construction and campaign structure tuned for a B2B buyer on a B2C platform — the part we keep to ourselves.
- Full event instrumentation, so every week the data showed us the leak and the campaigns got sharper.
Business Impact
Testimonial
The channel everyone tells you won't work is usually where the cheapest pipeline is hiding. Book a 90-day sprint call with GTXO.