Introduction

Zeo Route Planner is a SaaS platform built for delivery drivers and fleet managers — helping them plan the shortest routes, manage deliveries, and reduce fuel and time costs at scale. With two distinct buyer audiences — individual drivers on the B2C side and fleet owners on the B2B side — they needed a growth system that could acquire and retain both simultaneously.

The Challenge

Two completely different buyers. One growth system to serve both.

Zeo Route Planner came to C11S with a dual acquisition challenge. On the B2C side they needed to acquire individual drivers through app install and subscription campaigns — optimising for LTV, not just downloads. On the B2B side they needed to generate qualified leads from fleet owners and logistics managers — a completely different buyer with a longer sales cycle and a higher contract value. Running both funnels simultaneously, without one cannibalising the other, required a dedicated system for each.

What We Did

We built two separate acquisition systems and connected them under one analytics infrastructure.

We started with a full audit of their existing growth setup and audience data. From there we built a complete dual-funnel system covering paid acquisition, content production, analytics, and third-party marketplace management.

What we built:

• Facebook and Google app install and subscription campaigns targeting individual drivers — optimised for LTV, not just installs

• Google Search and LinkedIn campaigns targeting fleet owners and logistics managers for B2B lead generation

• Full creative production — static ad designs, video content, and campaign creatives built in-house for both funnels

• Blog content, landing pages, and organic content managed end to end

• G2, Capterra, Software Advice, and Gartner Markets profile management — ensuring Zeo stood out on every platform where B2B buyers compare SaaS tools

• Amplitude and AppsFlyer integration to measure the complete growth infrastructure — tracking every stage from install to subscription to LTV

Every number below is from the actual campaign data.

Result cards:

• 3.5× — LTV to CAC ratio across B2C driver acquisition campaigns

• 2 — Separate acquisition funnels built and managed simultaneously

• 4 — Third-party marketplaces managed — G2, Capterra, Software Advice, and Gartner Markets

• 10+ — Influencer collaborations driving organic and paid user acquisition in parallel

• 2 — Analytics platforms integrated — Amplitude and AppsFlyer