Hypergrowth and country expansion: a budget multiplied by 20 in two years

Context

We supported Qonto from the very first phases of structuring their paid acquisition, through to their positioning as the leading European neobank.

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Our support took place in a context of hypergrowth, directly tied to several fundraising rounds, which required a fast and controlled scale-up of all paid acquisition channels.

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The main challenge was to significantly scale media investments, first in France and then across Europe, with the simultaneous launch of the UK, IT, ES and DE markets, while preserving competitive acquisition costs and long-term profitability.

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Solution

We designed and deployed a scaling strategy built around a 12-month roadmap, designed to absorb strong budget growth while maintaining fine-grained performance management.

This approach relied on a full-funnel vision, integrating massive brand awareness investments to sustainably feed the bottom of the funnel.

Each country benefited from a dedicated go-to-market strategy, taking into account market maturity, local habits and competitive pressure.

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Incrementality measurement & data-driven management

• Setting up Brand Lift Studies (BLS) and GeoLift tests by region in order to measure the real impact of awareness campaigns on consideration, demand and business performance.
• Following the ramp-up of Social Ads, deployment of advanced incrementality tests to manage investments along a cost-efficient logic, and to arbitrate budgets based on the real contribution of each channel.

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Search / Social / Mass media synergies

• Validating intent by market through the analysis of search signals (brand & generic).
• Adjusting brand Search investments based on the awareness peaks generated by Social Ads and mass media campaigns.
• Fine orchestration of digital investments with TV, radio, podcast and out-of-home initiatives, in order to maximize cross-channel leverage.

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Tracking & value-based management

• Improving lead quality through the implementation of a lead-to-sale journey on Google Ads and Meta Ads.
• Differentiated valuation of each funnel stage via weighted conversions.
• Optimizing Search campaigns with value-based management, using dynamic conversion values fed back into the platforms.

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Creative & CRO

• Deploying creative ABC testing strategies by targeted vertical, with a continuous iteration logic.
• Systematic testing on landing pages to optimize conversion rates and lead quality.

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