01 · THE BRIEF
Take a brand-new pharmacy from zero
A startup with no customers, no funnel and no acquisition in place. The job was to build the whole growth engine and prove it could scale.
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» FULL-FUNNEL GROWTH PARTNER · PERFORMANCE CASE STUDY
Online PharmacyGPhC RegulatedCQC RegulatedE-Commerce
From zero to£5.19M in 14 months.
We built the entire customer acquisition journey from the ground up, including the website, sales funnel and paid social strategy. From there, we tested, optimised and scaled the system to drive consistent growth.
The result: £5.19M in revenue generated within the first 14 months.
£5.19M
REVENUE GENERATED
All transactions
£930K
TOTAL AD SPEND
Advertising spend
5.59×
BLENDED ROAS
£5.59 back per £1 spent
30,282
ORDERS DRIVEN
15,740 first-time customers
£30.70
COST PER ORDER
Blended, all orders
£171.54
AVERAGE ORDER VALUE
Blended, all orders
CAMPAIGN TIMELINE24 Aug 2024 – 25 Oct 2025
02 · WHAT WE DID
Built the funnel, then scaled the spend
Website, brand, funnel and media buying handled by one team across Google and Meta.
Website designBrandingCROGoogle AdsMeta AdsReporting
03 · THE RESULT
£5.19M revenue in 14 months
£930K in managed ad spend, 30,282 orders and a 5.59× blended return, with revenue still growing after spend came down.
Two phases: aggressive client acquisition, then sustained growth.
The business was a brand-new startup with zero customers. The work started well before the first ad went live. We designed and built the entire growth engine from the ground up, then tracked every stage of the customer journey from the first ad impression through to completed order. The 14-month campaign was structured into two distinct phases.
Phase 1: We scaled hard, taking the account from nothing to a fast growing customer base.
Phase 2: We deliberately cut advertising spend by 90% to give the team room to catch up while the business sustained itself with steadier growth and increased profit margins.
One team, every part of the engine.
Nothing was handed off. The same team that built the brand and the site ran the media buying and read the numbers, so every decision was made with the full picture, not a slice of it.
Website designWeb developmentUXBrandingCopywritingCROGoogle AdsMeta AdsReporting suite
From Startup to a Scalable Customer Base
The first priority was proving the acquisition model. We tested the offer, messaging, creative and funnel to understand what converted and which audiences produced the strongest customers. Once the model was proven, we scaled aggressively to build the customer base and accelerate revenue growth. As acquisition increased, so did the pressure on customer service and operations. Rather than continuing to push spend, we deliberately reduced new customer acquisition and allowed the wider business to catch up. What happened next became one of the strongest indicators of the model we had built.
Acquisition Slowed. Revenue Kept Growing.
By this point, the business was no longer dependent entirely on acquiring a new customer for every sale. The customer base created during the scaling phase was now generating significant repeat revenue. New customer acquisition could be reduced while overall revenue remained strong. In the early stages, roughly £2 of every £3 in revenue came from first purchases. Later, returning customers became the largest source of revenue. We had not simply built a paid advertising campaign. We had helped build a customer base capable of generating ongoing revenue.
THE RESULT
Scale That Kept Working After Spend Came Down
Revenue increased 77%, cost per order fell 36% and blended ROAS increased 91%, even after acquisition spend was reduced. That is the difference between running ads and building a growth engine.
Ad spend
Monthly ad spend