Prebo Digital is a South African performance marketing agency specialising in Google Ads, CRM-integrated lead generation, and conversion optimisation. This case study explores how a full-funnel acquisition strategy increased monthly vehicle deals by 50% through improved lead quality, CRM feedback loops, and performance media optimisation.
What Made This Different
Unlike traditional lead generation campaigns focused purely on volume, this strategy integrated CRM deal-stage data directly into campaign optimisation. By feeding real sales outcomes back into media decision-making, the campaign was able to prioritise higher-quality leads and improve overall deal performance.
Campaign Summary
- Service: Performance Marketing / Google Ads / Meta Ads / TikTok Ads / CRO
- Industry: Automotive
- Region: South Africa
- Key Result: 50% increase in vehicle deals
- Strategy: CRM-integrated acquisition optimisation
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A national vehicle buying business partnered with Prebo Digital to improve the quality of leads generated through its digital acquisition channels and increase the number of vehicles successfully purchased.
Operating in a highly competitive market, the business relies heavily on online lead generation to source vehicles directly from consumers. While lead volumes were strong, the opportunity was to improve how many of those leads progressed through the funnel into priced vehicles and ultimately completed deals.
To address this, Prebo Digital implemented a CRM-driven optimisation framework, enabling advertising platforms to learn from downstream sales data rather than just lead submissions.
Using Zapier to connect the client’s CRM with advertising platforms, conversion data from deeper in the funnel — such as priced vehicles and completed deals — was fed back into campaign optimisation. This allowed the platforms to prioritise leads that were more likely to convert into real vehicle purchases.
Alongside this integration, high-intent demand capture campaigns were strengthened across Google Search, while Meta campaigns expanded reach and supported remarketing across the funnel.
The client provides a steady pipeline of image and video creatives, enabling continuous creative testing and optimisation across campaigns.
By combining high-intent demand capture with first-party CRM conversion signals, the acquisition system became significantly more effective at identifying and prioritising high-value leads.
This case study focuses on the transformation phase of the acquisition engine during 2023–2024.
→ Read the follow-up case study:
Scaling a CRM-Optimised Vehicle Acquisition Engine to Drive 27% Growth in Deals (2024–2025).
The Results
- 32% increase in leads (2023 → 2024)
- 20% increase in priced leads
- 50% increase in completed deals
Performance improvements were particularly evident following CRM integration:
- 24% increase in Google Lead → Priced conversion rate
- 50% increase in Google Priced → Deal conversion rate
- 50% increase in Meta Lead → Priced conversion rate
- 75% increase in Meta Priced → Deal conversion rate
These improvements demonstrate the impact of incorporating CRM conversion data into campaign optimisation, enabling advertising platforms to focus on users most likely to convert into real vehicle purchases.
