the challenge
Nemo was relying solely on referrals and word-of-mouth, making growth unpredictable and difficult to scale. Although the product and value proposition were strong, there was no clear acquisition funnel, no reliable tracking in place, and no framework for identifying the right channels to drive qualified enquiries. As the team looked to accelerate growth and explore the U.S. market, they needed a paid media strategy that could deliver repeatable, measurable results.
"Farrer have taken us from a scrappy referral-only business to finding product-market fit. We had the ideas and raw components, the FARRER team created a clear funnel and the results were incredible. I can’t recommend FARRER enough for startups struggling to get lift off with paid ads and looking to grow."
Tom Harding
Co-Founder, nemo
nemo-travel.com
The strategy
We developed and launched a performance-led paid media strategy designed to consistently generate enquiries while providing full visibility of marketing contribution. This included:
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Crafting a clear acquisition funnel aligned to business objectives
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Implementing accurate tracking to understand performance across touchpoints
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Producing high-performing creative and messaging to clearly communicate value
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Scaling spend responsively based on lead quality and sales capacity
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Expanding campaigns into the East Coast U.S. to open a new market opportunity
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Providing ongoing strategic guidance to align paid media with wider go-to-market priorities
The results
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Monthly enquiries grew from 91 to 333 at peak spend - a 3.6x increase in leads from only a 2x increase in media investment
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Consistent high-performing creative supported ongoing scalable growth
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Demand grew to the point where spend had to be capped due to sales team capacity
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Successfully launched in the East Coast U.S., unlocking a new scalable growth market
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Paid marketing evolved from experimental to a predictable and reliable acquisition engine
SUMMARY
The growth achieved confirms that demand for Nemo is strong and scalable when supported by clear funnels, accurate tracking, and targeted creative. With acquisition now proven and enquiries reaching sales capacity, the focus moves toward operational scaling: strengthening qualification and onboarding, expanding deeper into the U.S. market, and refining messaging for new segments. Nemo is now positioned to scale confidently and sustainably into its next phase of growth.
Get in touch
If we can help you achieve more from your business objectives please do send us a few details and we will be in touch to arrange a call.