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Case Study
Kilig

How We Built Kilig’s Multi-Marketplace Growth Engine — Doubling Sales While Growing Organic Revenue by 65%

Kilig was building its presence across Amazon, Flipkart, Zepto, Blinkit and Instamart, with two growth priorities running simultaneously: expand its existing business and successfully introduce new products.

 

The challenge was to avoid making that growth dependent on progressively higher advertising spends.

 

New launches needed enough initial visibility to build sales momentum, while established products needed to strengthen organic discovery. Pricing also had to respond to seasonal shifts in demand without compromising profitability.

Key Business Challenge

Build a multi-marketplace growth engine that could double revenue, launch new products and strengthen organic sales — while keeping advertising returns healthy as the business expanded.

Campaign

Marketplace – Amazon, Flipkart, Zepto & Blinkit

Industry

eCommerce / D2C

Key Growth Levers

Amazon | Flipkart | Zepto | Blinkit | Instamart

Before Re-architecting, We Diagnosed
Where Growth Needed More Than Ad Spend

Launch Visibility Gap

New products needed concentrated early visibility to break through established marketplace competition and start generating sales momentum.

Paid Dependency Risk

Increasing advertising could grow sales quickly, but sustainable growth required paid visibility to translate into stronger organic discovery.

Seasonal Demand Shifts

Demand and price sensitivity changed through the year, requiring pricing and media decisions to work together rather than independently.

From Buying Marketplace Sales to
Building a Multi-Platform Growth Engine That Compounded Visibility

Launch-Led Advertising

Concentrated advertising around new product launches to create early awareness, visibility and the sales momentum needed to establish them.

Seasonal Pricing Strategy

Adapted pricing to shifts in seasonal demand, balancing conversion potential with the need to protect profitability throughout the year.

#ROI

Organic Rank Building

Used paid visibility to support sales velocity and strengthen organic discoverability, reducing dependence on advertising for incremental growth.

Top Search Dominance

Aggressively used Amazon Top of Search placements on high-intent keywords where premium visibility could accelerate discovery and conversion.

Cross-Platform Optimisation

Continuously recalibrated advertising and marketplace performance across platforms so growth wasn’t dependent on a single commerce ecosystem.

We connected product launches, search visibility, pricing and advertising efficiency into one marketplace strategy — using paid media to create momentum while strengthening the organic engine underneath it.

Results Within 6 Months

Overall Sales
↑ 0 %
Organic Sales
↑ 0 %
ROAS
↑ 0 %
Bonus Win!
Growth became less paid-dependent. Overall sales doubled while organic sales grew 65% and ROAS improved 10% — strengthening the economics underneath Kilig’s marketplace expansion.

Our Learnings
We Don’t Just Launch Products

We Build Marketplace Momentum That Compounds Beyond Paid Media
01

Marketplace launches need concentrated early momentum. Spreading budgets too evenly can leave new products without enough visibility to establish meaningful sales velocity.

02

Top of Search can be a strategic investment, not just an expensive placement. On the right high-intent keywords, premium visibility can accelerate both discovery and ranking momentum.

03

Pricing and advertising cannot operate independently in seasonal categories. The right media strategy becomes far more productive when pricing reflects changing consumer demand.

04

The healthiest marketplace growth happens when organic sales strengthen alongside paid performance — allowing revenue to expand without increasing dependence on advertising.

For us, marketplace growth isn’t just about selling more today — it’s about using every launch and every paid push to build the organic momentum that makes tomorrow’s growth more efficient.
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