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Building the Engine for B2B Growth: Deliveroo for Business

A complete B2B acquisition architecture built to scale Deliveroo for Business — aligning strategy, automation, and content to drive predictable, high-quality lead generation.

Client
Deliveroo
Project
2021
Role
CRM Strategy
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Measurable impact of digital transformation

Fully operational HubSpot-based B2B acquisition system launched
Continuous performance optimisation framework established
Significant uplift in lead quality and conversion efficiency

The Challenge

Deliveroo for Business (DFB) needed a scalable B2B acquisition engine to accelerate growth. While the consumer brand was well-established, the business arm faced structural limitations — fragmented systems, manual processes, and limited visibility into lead quality. The marketing and sales teams needed a unified framework that could automate acquisition, nurture high-value prospects, and reduce friction across the funnel. The challenge was to architect a foundation that wasn’t just technically sound but strategically designed to drive measurable growth — connecting data, content, and automation into one seamless, performance-driven system.

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The Solution

We built a full B2B marketing architecture from the ground up using HubSpot as the core platform. The solution connected every stage of the funnel — Attract, Convince, and Convert — through automation, segmentation, and content strategy. We implemented advanced lead scoring and routing, built audience-specific campaigns for HR, Finance, and Operations personas, and designed more than 30 conversion assets including landing pages, case studies, and nurturing emails. Alongside this, we developed a CRO testing framework to ensure every asset improved over time. The result was a single, integrated system — capable of scaling acquisition while maintaining consistency and performance.

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The Result

We delivered a fully operational acquisition ecosystem — aligning technology, strategy, and creative execution into one scalable framework. The new HubSpot architecture provided end-to-end visibility across the funnel, while automation reduced manual workload and improved lead response time. Lead quality and conversion efficiency both improved significantly, supported by data-led testing and optimised user journeys. Beyond the platform, Deliveroo’s B2B brand presence grew through high-impact activations such as “Meetings à la Deliveroo” — blending physical experiences with digital conversion. Together, these elements established a strong foundation for future growth and measurable commercial impact.

“Accelerate transformed how we approach B2B growth. Their team didn’t just deliver a system — they built an engine that connects every part of our marketing and sales process. It’s scalable, efficient, and completely aligned with how we want to grow.”

Name
Senior Marketing Manager

“Accelerate transformed how we approach B2B growth. Their team didn’t just deliver a system — they built an engine that connects every part of our marketing and sales process. It’s scalable, efficient, and completely aligned with how we want to grow.”

Name
Senior Marketing Manager

“Accelerate transformed how we approach B2B growth. Their team didn’t just deliver a system — they built an engine that connects every part of our marketing and sales process. It’s scalable, efficient, and completely aligned with how we want to grow.”

Name
Senior Marketing Manager

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