Performance Marketing Case Study — Furniture Store
Winning
High-Value
Buyers
Across
a
Long
Decision
Cycle
Alpha Ecommerce rebuilt acquisition for a furniture retailer — holding high-intent buyers across weeks of consideration, connecting online demand to showroom visits, and lifting return on a high-ticket basket.
+64% Revenue
+102% ROAS
−24% CPA
+47% Orders
Furniture Campaign Creative Placeholder
+102%
Drop room-set photography, showroom footage, or the best-performing product-in-context creative here.
Show the collections that carried the highest basket value.
02 — The Challenge
Buyers
took
weeks.
Campaigns
were
judged
in
Days.
We planned around the buying cycle, not the reporting window.
Amit Pandey
,
Founder & CEO
A sofa or dining set is researched across many sessions and often finished in a showroom. Budget was measured on last-click returns, so campaigns that were genuinely creating demand looked like they were failing — and delivery questions stalled the rest at checkout.
01 — Long Consideration Cycle
High-ticket purchases spanned weeks, so short reporting windows undervalued the campaigns driving them.
02 — Online-to-Showroom Gap
Demand created online closed offline, leaving budget decisions based on incomplete data.
03 — Delivery Friction
Lead times, assembly, and shipping questions stopped buyers at the final step.
Consideration journey — before optimisation
Traffic
100%
Room & collection browsing
54%
Checkout
27%
03 — The Approach
We
planned
around
the
buying
cycle,
not
the
reporting
Window.
01 — Media Strategy
Rebuilt campaigns by consideration stage and judged budget on full-cycle return instead of last-click.
02 — Funnel / Conversion
Brought delivery timelines, assembly, and finance options forward into the product and checkout journey.
03 — Creative & Scaling
Scaled room-set and in-context creative that helped buyers picture the piece in their own space.
04 — Performance
From
undervalued
spend
to
a
measurable
high-ticket
Engine.
Before → After ROAS
+102%
Before: last-click guesswork
After: full-cycle profitability
+102%
ROAS
−24%
CPA
+26%
Conversion
05 — The Outcome
High-value
demand
became
Predictable.
The retailer now scales spend against the full buying cycle, with online and showroom revenue measured as one growth engine.
Revenue
+
Growth in total revenue, year over year.
ROAS
+
Higher return on every ad dollar spent.
CPA
−
Lower cost to acquire each new customer.
Order Volume
+
More orders across the full period.
