Case KOTA Company - Agency Bobble

Case - KOTA Company

Collaboration with Agency Bobble leads to a 10x ROAS for KOTA Company in new markets

Background

When the Finnish startup KOTA Company set out to conquer Europe with its innovative “furniture-in-a-box” concept, it needed a partner who understood the power of digital marketing to validate market potential and drive sales effectively. Agency Bobble took on the challenge and created a strategic, data-driven launch campaign that not only exceeded all sales targets but also set a new benchmark for digital marketing in the furniture industry. This case study details how a meticulously planned and dynamically optimized campaign transformed an unknown startup into a rapidly growing international success story.

Initial situation

KOTA Company was founded in 2023 with a vision to revolutionize the furniture industry with compact, vacuum-packed, and easily home-deliverable furniture. The company’s first product, “The Sofa Bed,” combines stylish design, comfort, and logistical efficiency—delivered conveniently in a vacuum-sealed package and expanding to its full size in just a few minutes.

While the product itself was groundbreaking, the challenge was low brand awareness. Before the broader international launch, Kota Company had only run limited Google Ads Smart Campaigns in Finland, but the results did not meet expectations. In October 2023, Agency Bobble executed a pilot marketing campaign in Finland, demonstrating the potential of digital advertising and achieving a 3X ROAS for an unknown brand. This pilot laid a strong foundation for the extensive international launch that began in July 2024.

Campaign Objectives

The primary goal of the campaign was to establish a strong digital sales channel, enabling KOTA Company to expand internationally without physical stores or showroom exhibitions. Specific objectives included:

ROAS Target: 3.5X (significantly exceeded, final ROAS 11.6X)
Significant revenue growth
Expansion into new markets and increased brand awareness
Validation of e-commerce sales in large markets

Target Audience

KOTA Company’s international launch started in Germany, followed by expansion into eight countries: Sweden, Denmark, Austria, Belgium, Germany, France, Italy, and the Netherlands. Initially, the target audience was formed based on broad interest-based segments, but as the campaign progressed, audience targeting was optimized in real-time based on data.

Demand grew significantly, particularly in Central Europe, with Germany and France becoming the campaign’s largest markets. Advertising content was also adapted for each market, with localized copy and visuals to resonate more effectively with the target audience in each country.

Strategy

The strategy focused on an efficient digital sales process and data-driven optimization. The main emphasis was on performance marketing, directing sales straight to the online store. Key elements included:

Europe-wide launch: Rapid scaling into strategically chosen markets.
Dynamic optimization: Campaigns were monitored daily, with budgets and targeting adjusted in real-time for optimal results.
Retargeting: Effective remarketing strategies ensured that interested customers converted at the final stages of the purchase process.

Channel-Specific Tactics:

Meta Ads: Conversion-focused advertising using videos and still images with psychologically activating elements, such as urgency and social proof.
Google Ads: Shopping ads and Performance Max campaigns leveraging automated bid strategies to maximize conversions.

Solution

Agency Bobble acted as a comprehensive strategic partner, managing campaign optimization, consulting, and adapting creative content for different markets.

Creative Concept: The core message was “The world’s most comfortable sofa bed,” emphasizing that it’s even more comfortable than one’s own bed. The goal was to evoke emotions and effectively communicate the product’s value proposition.
Content Production: While the client provided basic materials, Bobble was responsible for adapting them to be channel-optimized and suitable for the target audience.
Analytics and Data Utilization: Campaign performance was closely monitored using Google Analytics, Shopify data, and GA4’s Enhanced Conversions feature.

Results

“This is the best product launch I have ever seen for a real-world product. It’s astonishing that customers are willing to buy without seeing or trying the product—and still, there are no returns.” - Investor, KOTA Company Oy

"Our partnership with Agency Bobble has been one of the most important aspects of our journey toward international growth. The solutions we built together have taken us to an entirely new level." - Visa Friström, CEO, KOTA Company Oy