Case Study: SolarCity achieves 93% overall lead growth while maintaining CPL with Kenshoo

SolarCity - Customer Case Study

Covario was engaged by SolarCity in early 2014 with a clear mandate: double online paid lead volume by year’s end while maintaining cost-per-lead (CPL). The team faced tight constraints—no flexibility on CPL, strict direct-response-only budgets, last-click attribution, and growth limited to SolarCity’s 11-state footprint.

Covario used Kenshoo to automate and scale bidding with uncapped KPO budgets, leveraged Advanced Search and the Search Query Report to prune poor performers and add negatives/exact matches, and deployed Kenshoo Editor for rapid ad testing and campaign builds across Google and Bing. This efficiency freed time to restructure Google Display Network campaigns, driving dramatic growth between Q4 2013 and Q2 2014: Search +62%, GDN +529%, Overall +93%, while CPLs remained largely steady (Search -3%, GDN +7%, Overall +9%) and display spend helped lift branded conversions.

SolarCity