Case Study: Expensya achieves 4X lead generation volume and 2X lead efficiency with LinkedIn Marketing Solutions

Balancing short- and long-term lead generation on LinkedIn

Expensya, a Paris-based computer software company with 51–200 employees, faced the dual challenge of filling its sales pipeline with high-quality short-term leads while also nurturing a wider pool of prospects for long-term growth.

They adopted a two-pronged LinkedIn strategy: broad nurturing with premium content (e-books, infographics) to generate a large volume of cold leads, plus targeted acquisition campaigns aimed at senior decision-makers to capture immediate demand. The approach drove 4× lead volume from broad targeting and 2× higher Lead Gen Form efficiency from narrow targeting, demonstrating better reach and conversion while ensuring future pipeline development.

Expensya

Olivier Gallet Raffaelly

Paid Acquisition Team Leader