Cellenza: 93% more MQLs than target in the first month through LinkedIn Ads

Cellenza, which publishes a generative AI SaaS platform for companies, beat its paid acquisition targets in the first month of launch: 93% more MQLs than the target and a cost per MQL 33% below target. These results come from a setup deployed by Growth Room since April 2026, combining LinkedIn Ads, outbound prospecting, nurturing and a rebuild of the sales pipeline in the Odoo CRM. The programme is aimed at 200 MQLs in six months and 35 customers by the end of 2026, across all channels.

About Cellenza

Cellenza publishes Jask, an all-in enterprise artificial intelligence platform designed to improve the day-to-day productivity of business teams. The business is B2B: the platform is sold to organisations that roll it out internally, not to individual users.

The product is built around five differentiators: security, interconnection with the customer's existing ecosystem, an agnostic platform, functional breadth, and white label deployment. In a generative AI market that filled up very quickly, these are the criteria that get discussed during an evaluation.

The starting point

Lead generation relied on too few channels. The need was to open others, outbound and paid in particular, so that new business no longer depended on a single source.

Two numerical objectives framed the work: 200 MQLs in six months and 35 customers by the end of 2026, across all channels. Those objectives also set the way the work is steered. They are expressed in MQLs and customers, not in traffic or raw contacts, which means qualifying before counting.

Growth Ads: launching LinkedIn Ads

The launch

LinkedIn Ads was launched as an acquisition channel in its own right. Targeting is built on the companies and job functions concerned by an internal AI rollout. For a technical product, the relevant audience is narrow: targeting accuracy matters more than impression volume.

Steering on MQLs

Campaigns are steered on MQLs and cost per MQL, not on clicks or raw leads. A contact only counts once it is qualified. That framing is what the first month's figures reflect: MQLs 93% above target, at a cost per MQL 33% below target.

Outbound and nurturing

Outbound prospecting addresses the accounts that never raise their hand. It is steered on SQLs and then on customers, in line with the objectives set. Paid and outbound feed the same qualification chain.

Accounts that are not ready stay in the database. They move into nurturing sequences and come back into the flow when their situation changes. On a long evaluation cycle, a no at a given moment is not a permanent exit.

Sales Ops: structuring the process and the CRM

Structuring the sales process

We defined the stages of the sales cycle and the criteria for moving between them: what makes a lead an MQL, then an SQL, then a customer. The same rules apply across the team; without that, targets expressed in MQLs and customers could not be measured.

Rebuilding the pipeline in Odoo

The sales pipeline was rebuilt in Odoo around those stages. The CRM then becomes the shared point of measurement: every MQL from paid or outbound is tracked there through to qualification, which makes it possible to compare channels on what they actually produce.

Results

• 93% more MQLs than the target in the first month of the paid campaigns.
• Cost per MQL 33% below target over that same first month.
• A sales pipeline rebuilt in Odoo, aligned with the objectives of 200 MQLs in six months and 35 customers by the end of 2026.

The engagement has been running since April 2026. The approach stays the same: open several acquisition channels, judge them on the MQLs they produce and what those MQLs cost, and track every contact in a CRM structured the same way for the whole team.

Looking to generate qualified B2B leads?

Growth Room launches and runs your LinkedIn Ads campaigns, targeted by job function and company, with MQL and SQL tracking. To find out more, discover our LinkedIn Ads agency.