Systems We've Built. Problems We've Solved. Results We've Helped Create.
Customer acquisition isn't one marketing tactic. It's the combination of strategy, channels, technology, tracking, follow-up, and sales processes working together. Our experience across these areas is what allows Key Twenty to build better customer acquisition systems for small B2B businesses today.
Experience solving the problems that make up a customer acquisition system.
Establishing Market Position Through Authority and Trust
Turning Reporting Into a Retention and Growth Engine
Research-Led Go-to-Market Strategy Before Launch
Unblocking a Restricted-Category Paid Social Channel
We didn't invent this framework yesterday.
Years of working across paid acquisition, CRM, analytics, conversion, customer research, sales enablement, and growth revealed the same recurring problem. The individual marketing tactics are rarely the biggest issue. The issue is that they often don't work together. That experience is what now allows Key Twenty to bring them together into a complete customer acquisition system.
ATTRACT
Reach the businesses and decision-makers that fit your ideal customer profile.
- Deep market research and audience persona development
- Paid social strategy and creative development
- Thought leadership and content strategy
- Geo-fenced and audience-targeted campaigns
- Go-to-market channel strategy
CAPTURE
Create clear ways for interested prospects to identify themselves and take the next step.
- Purpose-built landing pages matched to ad promises
- Website optimization for direct conversion
- Go-to-market messaging and channel strategy
- Enrollment and booking funnels
ORGANIZE
Centralize prospect information, activity, sources, and history in an effective CRM.
- Data pipeline restructuring for reporting infrastructure
- Connecting performance data to business goals
NURTURE
Stay in front of potential customers who are interested but not ready to buy today.
- Authority and trust building through thought leadership
- Brand storytelling and equity building
- Content strategy for ongoing visibility
QUALIFY
Establish criteria and processes for identifying when a prospect should move toward sales.
Part of the Key Twenty system framework. Qualification criteria and processes are established during the Build phase for each client.
HAND OFF
Move appropriate prospects from marketing into your sales process with useful context.
Part of the Key Twenty system framework. Marketing-to-sales handoff processes are designed during the Build phase for each client.
MEASURE
Connect marketing activity, prospect behavior, and sales outcomes to improve the process.
- Goal-specific reporting dashboards and data pipelines
- Structured A/B/C/D/E-level testing
- Channel forecasting and ROAS tracking
- Attrition and retention tracking
- Cost-per-acquisition optimization
Broader experience that informs the system.
These examples come from broader growth work, including prior experience from Key Twenty's founder. While not all are B2B engagements, they demonstrate the same underlying principles: understanding the audience, building the right acquisition channels, and connecting activity to measurable outcomes.
Building an Acquisition Engine for Growth
The Challenge
This ecommerce company was entirely dependent on paid search and shopping campaigns. Growth had plateaued and there was no brand presence to compete on anything beyond price and clicks.
What We Built
- Introduced paid social channels to build brand story and compete beyond search
- Developed channel-specific creative that told the brand's story to new audiences
- Maintained disciplined ROAS and margin targets across all channels
- Expanded the media mix strategically over 3 years to compound brand equity
Key Takeaway: Search captures existing demand. Brand creates new demand. You need both to grow.
Growing Direct Bookings Against Larger Competitors
The Challenge
A boutique Tennessee cabin brand needed to grow direct bookings and compete with much larger players in a crowded market.
What We Built
- Built clear guest profiles from past booking data, reviews, and search behavior
- Focused budget on the platforms where target travelers were already planning trips
- Tightened the website and listings to drive direct bookings instead of third party fees
- Tested messaging and creative per audience and scaled what produced bookings
Key Takeaway: You don't need the biggest budget to win your market. You need to know your audience better than your competitors do.
Filling Enrollment from a Cold Start Before Opening Day
The Challenge
A new, high-end dayschool had to fill every age range before opening day. Infant, toddler, pre-K, and kindergarten, all at once. No existing families, no track record, and parents with high expectations.
What We Built
- Ran targeted, geo-fenced paid campaigns across several ad platforms
- Tailored messaging and audience targeting to each age range on its own
- Focused spend on higher-income households inside the school's catchment area
- Shifted budget toward the age ranges showing the strongest early demand
Key Takeaway: Precise geo-targeting turns a cold launch into a waitlist before the doors even open.
The problem was never the tools. It was the gaps between them.
Years of working across paid acquisition, CRM, analytics, conversion, customer research, sales enablement, and growth revealed the same recurring problem. The individual marketing tactics are rarely the biggest issue. The issue is that they often don't work together. That experience led to the Key Twenty Customer Acquisition System.
Let's look at how your customer acquisition system works.
If your marketing, website, CRM, follow-up, and sales process feel disconnected, let's identify where the gaps are and what a better system could look like.
Let's Talk