---
title: "Quantive Case Study | 420% self-service pipeline growth"
description: "Quantive's trial-to-sale journey mapping fed ICP signals to Smart Bidding via offline conversions. 420% self-service pipeline, 75% lower cost per trial."
url: "https://vertodigital.com/case-studies/quantive"
image: "https://vertodigital.com/images/site/og-default.png"
---

# 420% self-service pipeline growth.

 

Mapping the trial-to-sale journey - and feeding ICP signals to Smart Bidding via offline conversions.

 

420%

 

self-service pipeline

 

75%

 

lower cost per trial

 

Initial target: 50%

 

- exceeded

 [Get Your Free Pipeline Assessment](https://vertodigital.com/assessment) [See all case studies](https://vertodigital.com/case-studies) 

The company

 

## About Quantive.

 

Quantive (formerly Gtmhub) is a strategy execution platform that helps organizations connect strategy, OKRs, and execution across teams. The product sits inside the strategy and OKR software category - alongside Asana Goals, Lattice, and 15Five - and competes on its strategy-first approach combining OKRs with broader execution and AI-driven insights.

 

The buyer is the strategy and operations leadership: chief strategy officer, head of OKRs, COO, head of business operations. The sales motion combines self-service trial conversions for SMBs with named-account enterprise expansion - making conversion-rate optimization on the trial funnel central to growth.

 

At a glance

 Industry Strategy SaaS Engagement Inbound + Pipeline Intelligence Timeframe Multi-quarter program 

The problem

 

## The problem.

 

COVID-19 pushed Quantive to focus on a self-service model. Cost-per-trial was too expensive, mostly due to high cost-per-click for targeted Search keywords. Quantive set a cost-per-trial target of 50% below current. As a startup, they had limited historical customer data - meaning the bid algorithms had little signal to learn what a good trial looked like.

 

The work

 

## What we built.

 

With our help, Quantive mapped its trial-to-sale journey. To define ideal client profiles, business metrics and platform engagement were analyzed. Key engagement indicators included weekly login frequency, number of goals and OKRs created, and teammate invitations to the platform. We identified pre-sale user signals that made users more likely to convert, with a plan to leverage these signals together with offline conversion imports and Smart Bidding.

 

The outcomes

 

## What changed.

 

420%

 

self-service pipeline.

 

Self-service pipeline grew 420% as Smart Bidding learned to value high-engagement trials.

 

75%

 

lower cost per trial.

 

Cost per trial dropped 75% - far past the 50% target Quantive had set as success criteria.

 

Initial target: 50%

 

exceeded.

 

Achieved with limited historical customer data, by feeding pre-sale engagement signals to the bid algorithm.

 

The customer voice

 

## In their words.

 

> “We witnessed the true power of using our own data to improve the algorithms. Even as a new company, we were able to reach more high-intent customers while lowering acquisition costs. We're already planning for what we can do next.”

 

Seth Elliott

 

then CMO, now COO, Quantive

 

The services

 

## Services behind the work.

 

Service 01

 

### Inbound Pipeline Growth

 

Trial-to-sale journey mapping with engagement-signal modeling.

 

Service 02

 

### Paid Search

 

Smart Bidding rollout fed by offline ICP-trial signals.

 

Service 03

 

### Pipeline Intelligence

 

Custom engagement-quality definition (logins, OKRs, invitations) used as the bid signal.

 

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 [Read case study](https://vertodigital.com/case-studies/snaplogic-vbb) 

Free · 5 business days · No commitment

 

## See whether your pipeline could move like this.

 

The Pipeline Assessment is the same diagnostic we ran with Quantive before the engagement. Five days. Three deliverables. No pitch deck.

 [Get Your Free Pipeline Assessment](https://vertodigital.com/assessment)