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CASE STUDY · Finance · B2B Lead gen

DCAP: Go2Market Strategy with a

lower-cost investor pipeline

DCAP was preparing to bring its Web3-focused asset management offering to market, but needed to establish the right audience, channels and customer journey before launching. R17's role was to build the go-to-market foundation, identify where potential investors could be reached and create a system that could generate and nurture leads. The result was a cost per lead of CHF 75 against a benchmark of CHF 100, while giving DCAP a clearer path from first touchpoint to investor conversation.

Outperformed

CPL target set

FULL

Customer journey mapping & performance marketing

The situation

DCAP is a FINMA-licensed Swiss asset manager specialising in investment opportunities created by the structural disruption and innovation of Web3 across different asset classes. Its team combines investment specialists, Web3 experts, engineers and economists. As DCAP prepared to launch, the challenge was not simply generating leads. The business needed to understand which markets and channels were most relevant, how to communicate a complex investment proposition and how to guide potential investors from initial awareness towards a conversation with the DCAP team.

The call

Build the go-to-market before turning on the campaigns

R17 focused first on the foundations behind the launch. Instead of immediately pushing media live, we mapped the target markets, channels, creative requirements and customer journeys that would shape the campaign. This gave DCAP a clearer understanding of where to focus its own sales efforts while creating a performance marketing system designed to generate, nurture and qualify investor leads.

The work

Map the journey, launch the right channels, optimise from the data

01

Define the market and audience

We identified the target markets and key channels for DCAP's go-to-market strategy. This helped establish where potential investors could be reached and where the DCAP team should concentrate its efforts when converting leads.

02

Build the customer journey

We mapped the journey from first interaction through to the point where a prospect could be handed over to the DCAP team. This ensured the campaign was designed around the actual investor journey rather than simply maximising lead volume.

03

Create assets that support acquisition

R17 developed the ad assets and supporting campaign infrastructure needed to communicate DCAP's offering and generate interest. Email nurturing flows were then used to continue the conversation with prospects after their initial interaction.

04

Measure and optimise performance

Based on benchmarks, the initial target was 50 leads per month at an average cost of CHF 100 per lead. R17 achieved a CHF 75 CPL, outperforming the target by 25%. Looker Studio dashboards were also planned to provide ongoing visibility into performance and support continued campaign optimisation.

The results

A stronger foundation for investor acquisition

  • CHF 75 CPL
  • 25% lower cost per lead than target
  • Target of 50 leads per month
  • Pre-launch strategy in place & customer journey mapped
It's really a next level of results that we can achieve working together with R17 Ventures.
Claudio Schneider
CEO, DCAP

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