“Our landscaping company focuses on office complexes, factories, and condo developments – projects worth RM50K-200K but the sales cycle can take 6-12 months. I was getting maybe 1-2 serious B2B inquiries monthly, mostly through networking events that barely converted. Started Google Ads targeting facilities managers and property developers but was bidding on broad terms like ‘commercial landscaping’ without understanding the decision-making process.
The tracking setup revealed that procurement managers research us during office hours searching for specific services like ‘factory ground maintenance contract’ or ‘office building landscape design KL.’ What surprised me most was that the same company often has multiple people researching us – the facilities manager, procurement head, and sometimes the CEO all visit our site separately before anyone contacts us. Now we can see the entire B2B journey and nurture these longer sales cycles properly. Last quarter closed 4 major contracts worth RM680K total, compared to maybe 1-2 projects the whole previous year. The cost per qualified B2B lead dropped from RM350 to RM120 once we understood how businesses actually search for landscaping services.”