Case study · B2B Lead Generation
How DPilot built a complete digital acquisition ecosystem for Mukunda Foods — India's food automation startup — turning generic enquiries into a qualified sales pipeline.
Results at a glance
20x+
Qualified lead volume
70%
SQL improvement
4.5x
Conversion performance
35%+
Cost per lead reduction
1M+
Targeted audience reach
300%+
Remarketing audience growth
Client & context
About Mukunda Foods
A fast-growing Indian food automation startup building smart kitchen equipment for commercial food businesses — from hotel chains to QSR operators. The business sells complex, considered B2B products requiring direct sales engagement.
The brief
Build a scalable lead acquisition system from scratch — one capable of attracting decision-makers at hotels, QSR chains, and commercial kitchens, and delivering qualified, sales-ready opportunities to the BD team.
Challenges we inherited
How we approached it — timeline
Phase 1 · Weeks 1–3
Infrastructure & tracking foundation
Set up CRM integration, conversion tracking, Google Analytics goals, and campaign infrastructure from zero. Defined SQL criteria with the BD team to align marketing with sales outcomes before spending a single rupee on ads.
CRM · Analytics · TrackingPhase 2 · Weeks 3–6
Conversion-focused landing pages
Built dedicated landing pages for each target segment — hotels, QSR, commercial kitchens — with messaging specific to each buyer's pain points. Introduced two critical qualification fields: business type and purchase timeline.
CRO · Landing pages · CopywritingPhase 3 · Weeks 5–10
Paid acquisition campaigns launch
Launched Google Ads campaigns with intent-matched keywords and audience targeting. Ran initial discovery spend to gather conversion data across segments before optimizing budget allocation toward highest-performing audiences.
Google Ads · Audience targeting · SearchPhase 4 · Weeks 10–16
Audience intelligence & remarketing
Used first-cycle conversion data to isolate high-intent audience patterns. Built segmented remarketing pools and lookalike audiences from qualified lead data. Shifted campaign budget decisively toward SQL-focused acquisition.
Remarketing · Lookalike audiences · OptimisationPhase 5 · Ongoing
Continuous optimisation & scaling
Weekly performance reviews tied to SQL volume, not just clicks or impressions. Iterative landing page testing, ad creative rotation, and budget reallocation based on segment-level conversion data.
Performance loop · A/B testing · ReportingStrategic approach
Intent-based lead qualification
Added business type and purchase timeline fields to capture buying intent. Separated immediate buyers from long-term prospects at the point of enquiry.
Segment-first audience strategy
Built distinct audiences for hotels, QSR, and commercial kitchens — each with tailored messaging, landing pages, and separate campaign tracking.
High-intent remarketing loops
Visitors who engaged with product pages or partially completed forms were pooled into prioritised remarketing audiences with urgency-driven messaging.
Sales-aligned reporting
All reporting mapped to SQL volume and pipeline value — not vanity metrics. Weekly reviews with the BD team kept marketing and sales in lockstep.
Performance impact
Client perspective
"Before DPilot, our website was generating a lot of noise but very little signal. Within a few months, our BD team was receiving enquiries that were already pre-qualified — prospects knew what they wanted, had a timeline, and were ready to talk. The CRM setup alone changed how we manage our pipeline."
Rohan Kulkarni
Head of Sales, Mukunda Foods
Strategic outcomes
Sales and marketing aligned around a shared SQL definition
Scalable acquisition infrastructure ready for budget growth
Lead quality drove 70% fewer unqualified BD conversations
First high-intent remarketing pool built from real buyer data
Segment-specific landing pages now serve as evergreen assets
Mukunda Foods entered global markets with proven playbooks
About DPilot
DPilot — Digital Growth Agency
DPilot designs and builds performance-driven digital acquisition systems for B2B startups and scaling businesses. From infrastructure setup to conversion optimisation, every engagement is built around measurable business outcomes — not vanity metrics.
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