Launching a travel platform across 8 countries
The challenge
A newly launched B2B2C travel platform needed to win members in 8 EMEA and APAC markets, in a crowded category, with an early-stage product and limited budget.
What I did
I designed a partner evaluation framework to choose the right partners, then built a partner-led go-to-market strategy. That included brand creation, localisation and content tailored to each country. I personally qualified and activated 35 B2B partnerships, including Mastercard, Vodafone and M&S, and with my team negotiated marketing space and exposure on their websites and channels to drive traffic, member sign-ups and sales, and gave partners localised toolkits, co-marketing plans and dashboards. I also restructured multi-million pound agency engagements and brought key skills in-house.
The results
- 73k+ members in year one
- 35% user-to-member conversion
- +406% YoY transaction growth
- +6.5% compound YoY growth from partner marketing with zero budget
- Six-figure annual agency cost savings
“She can easily take broad strategies and localize them to fit regional nuances and ensure the full team understands how these differences will drive performance. Leilah is a great leader and built a strong performance driven team under her delivering constant month-over-month returns.”
“Leilah's exceptional marketing skills were evident in every partnership deal we collaborated on. Her sharp focus on delivering win-win outcomes for both our company and our partners set her apart in the industry.”
Leilah King-Gotlib is a London-based global growth and marketing leader who builds commercially accountable marketing for premium and travel brands. She has led marketing in more than 20 countries across six regions, delivered over £25m in revenue and rebuilt marketing functions through pivots, reorganisations and restructures.