Prepared a case study on the use of TikTok Ads for complex B2B / SaaS products, where decisions are not made impulsively but depend on warming up, trust, the user's role in the company, and the correct next step.
The work covers 3 areas:
1. B2B SaaS for logistics and procurement automation
2. Industrial 3D tables, welding systems, and robotics
3. IT consulting / Cloud Migration / Enterprise DevOps through TikTok + LinkedIn
Main task:
To show how TikTok can work not only for B2C or mass products but also for B2B if the advertising is built around a professional pain point, native creative, and the right funnel.
Case 1 — B2B SaaS
Product: platform for automating internal logistics and procurement.
ACV: $12,000 / year.
Test budget: $5,000 / month.
A two-step funnel was built:
TikTok Video Views → audience 50% viewers → Lookalike 1–3% → landing page with an interactive calculator → Demo Request.
Creatives:
— Founder-led video: CEO explained a real logistics mistake of a large brand and showed how the system can prevent such problems.
— UGC from an expert: a buyer showed chaos in Excel and compared it to the clean interface of the SaaS platform.
Result:
— CTR increased from 0.4% to 1.85%;
— CPL for registration in the calculator: $32;
— CAC decreased from $150 to $87;
— CAC reduction: 42%.
Case 2 — industrial 3D tables and robotics
Product: modular welding systems, industrial 3D tables, and workstations.
Average check: $4,500–$15,000.
Test budget: $3,500 / month.
TikTok Instant Forms were used to avoid losing leads due to slow mobile sites of industrial companies.
Targeting was built around interests and behaviors:
— Manufacturing;
— Automotive;
— #welding;
— #metalwork;
— #cnc;
— #machining.
Creative logic:
Industrial ASMR + demonstration of product strength.
First 3 seconds: a metal structure weighing 1 ton is lowered onto a welding table with the message:
"Can your table withstand such weight without deformation?"
The form contained a mandatory manual question:
"Name of your company / workshop"
This helped filter out non-target applications.
Result:
— 140 leads in the first month;
— 45% of applications were SQL;
— CPL: $25;
— 4 times cheaper than LinkedIn Ads for the same audience.
Case 3 — TikTok + LinkedIn for IT consulting
Product: Cloud Migration, DevOps, cybersecurity audit for enterprise companies.
LTV: $50,000+.
Test budget: $6,000 / month.
TikTok was used as a cheap Top of Funnel channel, while LinkedIn was used as a channel for closing enterprise leads.
Funnel:
TikTok Video Views → audience 75% viewers → LinkedIn retargeting → filter by positions CTO / VP Engineering / Head of IT → offer of a free cloud architecture audit.
Creative in TikTok:
An expert drew a cloud infrastructure diagram on a tablet and explained how companies can overpay AWS by up to 30% every month.
Result:
— CPM on TikTok was 8 times lower than on LinkedIn;
— conversion from click to lead on LinkedIn increased by 64%;
— campaign ROI increased by 230% compared to a cold launch only on LinkedIn.
Main conclusion:
TikTok Ads can work in B2B if you don't try to create "viral content for the sake of views" but build a system:
professional pain point → native creative → behavioral signal → correct next step → qualification → sale.
In these cases, TikTok played different roles:
— reduced CAC for SaaS;
— generated bottom-up leads for industrial B2B;
— warmed up the enterprise audience before LinkedIn.
Main principle:
TikTok can be a B2B channel if the creative is professional enough to filter out random audiences and specific enough to touch on real business pain.
The work covers 3 areas:
1. B2B SaaS for logistics and procurement automation
2. Industrial 3D tables, welding systems, and robotics
3. IT consulting / Cloud Migration / Enterprise DevOps through TikTok + LinkedIn
Main task:
To show how TikTok can work not only for B2C or mass products but also for B2B if the advertising is built around a professional pain point, native creative, and the right funnel.
Case 1 — B2B SaaS
Product: platform for automating internal logistics and procurement.
ACV: $12,000 / year.
Test budget: $5,000 / month.
A two-step funnel was built:
TikTok Video Views → audience 50% viewers → Lookalike 1–3% → landing page with an interactive calculator → Demo Request.
Creatives:
— Founder-led video: CEO explained a real logistics mistake of a large brand and showed how the system can prevent such problems.
— UGC from an expert: a buyer showed chaos in Excel and compared it to the clean interface of the SaaS platform.
Result:
— CTR increased from 0.4% to 1.85%;
— CPL for registration in the calculator: $32;
— CAC decreased from $150 to $87;
— CAC reduction: 42%.
Case 2 — industrial 3D tables and robotics
Product: modular welding systems, industrial 3D tables, and workstations.
Average check: $4,500–$15,000.
Test budget: $3,500 / month.
TikTok Instant Forms were used to avoid losing leads due to slow mobile sites of industrial companies.
Targeting was built around interests and behaviors:
— Manufacturing;
— Automotive;
— #welding;
— #metalwork;
— #cnc;
— #machining.
Creative logic:
Industrial ASMR + demonstration of product strength.
First 3 seconds: a metal structure weighing 1 ton is lowered onto a welding table with the message:
"Can your table withstand such weight without deformation?"
The form contained a mandatory manual question:
"Name of your company / workshop"
This helped filter out non-target applications.
Result:
— 140 leads in the first month;
— 45% of applications were SQL;
— CPL: $25;
— 4 times cheaper than LinkedIn Ads for the same audience.
Case 3 — TikTok + LinkedIn for IT consulting
Product: Cloud Migration, DevOps, cybersecurity audit for enterprise companies.
LTV: $50,000+.
Test budget: $6,000 / month.
TikTok was used as a cheap Top of Funnel channel, while LinkedIn was used as a channel for closing enterprise leads.
Funnel:
TikTok Video Views → audience 75% viewers → LinkedIn retargeting → filter by positions CTO / VP Engineering / Head of IT → offer of a free cloud architecture audit.
Creative in TikTok:
An expert drew a cloud infrastructure diagram on a tablet and explained how companies can overpay AWS by up to 30% every month.
Result:
— CPM on TikTok was 8 times lower than on LinkedIn;
— conversion from click to lead on LinkedIn increased by 64%;
— campaign ROI increased by 230% compared to a cold launch only on LinkedIn.
Main conclusion:
TikTok Ads can work in B2B if you don't try to create "viral content for the sake of views" but build a system:
professional pain point → native creative → behavioral signal → correct next step → qualification → sale.
In these cases, TikTok played different roles:
— reduced CAC for SaaS;
— generated bottom-up leads for industrial B2B;
— warmed up the enterprise audience before LinkedIn.
Main principle:
TikTok can be a B2B channel if the creative is professional enough to filter out random audiences and specific enough to touch on real business pain.