The Challenge

In 2017, Xsolla had a strong presence in the gaming industry with solid revenue and traffic. However, growth potential remained untapped across key digital channels. Brand awareness, user acquisition, and customer lifecycle engagement needed to scale. The objective was to accelerate growth while improving efficiency at every stage of the customer journey.

Objectives

  • Build a scalable referral program to amplify word-of-mouth

  • Uncover and convert missed acquisition and retention opportunities

  • Establish Xsolla as a thought leader in game monetization

  • Improve onboarding and customer experience across touchpoints

  • Expand reach through influencer, partnership, and social content strategies

  • Implement full-funnel analytics and page-level tracking

Strategy & Execution

A comprehensive full-funnel marketing program was designed and deployed, integrating acquisition, conversion, and retention efforts across 15+ channels.

SEO & Content Strategy

  • Doubled organic search performance through on-site SEO, content hubs, and link building

  • Created high-converting landing pages tailored to buyer personas

  • Outranked competitors by targeting category keywords with custom creative and ad bidding strategies

Email Marketing & Automation

  • Launched multi-stage nurture campaigns for product education and re-engagement

  • Implemented marketing automation to support onboarding and upsells

Conversational Marketing

  • Deployed chatbots for qualification, FAQs, and demo scheduling

  • Reduced sales cycle duration with real-time support and handoff to SDRs

Paid Media & Retargeting

  • Ran paid search and social campaigns optimized for each funnel stage

  • Built layered retargeting strategies based on user behavior and engagement scores

Strategic Partnerships & Tradeshows

  • Activated alliances with publishers, tech partners, and platforms

  • Sponsored and exhibited at key gaming industry events to drive pipeline and visibility

Influencer & PR Activation

  • Collaborated with gaming influencers to build social proof and brand authority

  • Managed PR campaigns highlighting product milestones and success stories

Optimization & Tracking

  • Streamlined the booking engine UX and implemented A/B testing

  • Added tracking codes and analytics layers across all digital assets for performance monitoring

Brand & Community Building

  • Created developer case studies to showcase monetization results

  • Maintained a consistent presence across Reddit, Medium, LinkedIn, and YouTube

  • Participated in panels and published thought-leadership content to shape the category

Results

  • 10x increase in monthly traffic

  • 2x growth in organic search

  • 177% increase in annual revenue

  • Increased customer retention and lifetime value

  • Transformed from rising player to global leader in game monetization infrastructure

Conclusion

By implementing an integrated growth strategy across search, content, automation, partnerships, and conversion optimization, Xsolla achieved dramatic and sustainable revenue growth. This case illustrates the power of strategic alignment between brand, technology, and marketing execution.

Xsolla Case Study:
3X Revenue Growth Through Full-Funnel Marketing Innovation

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