A mid-market B2B SaaS company spent three years hitting demo request targets while pipeline declined. The root cause was not keywords, bids, or creative. It was the conversion signal. By importing qualified pipeline stages as offline conversions, switching to target CPA bidding, and tightening match types, they turned Google Ads from a lead machine into a pipeline driver. This article walks through the diagnosis, the three changes, and what the results looked like in 90 days.
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