--- title: "Case Study: OLX Romania | Beans United" description: After partnering with Beans United and implementing HubSpot, OLX applied an inbound user acquisition strategy to grow leads, traffic and marketing–sales alignment. --- [Skip to content](https://www.beans-united.ro/en/case-studies/olx#main-content) [![Beans United](https://www.beans-united.ro/hubfs/logo-beans-white.svg)](https://www.beans-united.ro/en?hsLang=en) How we can help [Who we work with](https://www.beans-united.ro/en/who-we-work-with?hsLang=en) Who we are Case Studies Resources [Contact](https://www.beans-united.ro/en/contact?hsLang=en) [Get a demo](https://www.beans-united.ro/en/contact?hsLang=en) [RO](https://www.beans-united.ro/studiu-de-caz-olx-romania) [EN](https://www.beans-united.ro/en/case-studies/olx) SERVICES [HubSpot CRM](https://www.beans-united.ro/hubspot-crm-en?hsLang=en) [HubSpot Services](https://www.beans-united.ro/en/hubspot-services?hsLang=en) [CRM digitalization funds](https://www.beans-united.ro/en/hubspot-crm-digitalization-funding?hsLang=en) [HubSpot Trainings](https://www.beans-united.ro/en/hubspot-corporate-trainings?hsLang=en) [FullFunnel Growth™ Program](https://www.beans-united.ro/full-funnel-growth-program?hsLang=en) [AEO – Leads from AI Search](https://www.beans-united.ro/en/aeo-ai-search-visibility?hsLang=en) B2B INBOUND MARKETING ### We accelerate B2B growth with HubSpot & AI Discover a scalable marketing and sales growth system built over 12+ years, with dozens of happy clients. 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Part of the group’s CEE region, Romania is the perfect market for small and medium-sized entrepreneurs to grow their businesses, sales and customer portfolios. ![](https://www.beans-united.ro/hubfs/raw_assets/public/Beans%20United%202026/images/case-studies-2026/company-overview/icon-industry.svg) Industry: Online Marketplace ![](https://www.beans-united.ro/hubfs/raw_assets/public/Beans%20United%202026/images/case-studies-2026/company-overview/icon-size.svg) Company: Enterprise ![](https://www.beans-united.ro/hubfs/raw_assets/public/Beans%20United%202026/images/case-studies-2026/company-overview/icon-location.svg) Location: Romania ![](https://www.beans-united.ro/hubfs/raw_assets/public/Beans%20United%202026/images/case-studies-2026/company-overview/icon-use-case.svg) Use Case: Increase Traffic, Increase Leads, Inbound Marketing Solutions Partners, Boost Sales, Better Contact Management, Company Data Integration, Integrations, Sales and Marketing Alignment ![](https://www.beans-united.ro/hubfs/raw_assets/public/Beans%20United%202026/images/case-studies-2026/company-overview/icon-products.svg) Products: Marketing Hub Professional **153%** YoY lead growth **468%** YoY MQL growth **53%** Contacts advanced to MQLs ![OLX-logo](https://www.beans-united.ro/hs-fs/hubfs/2026/OLX-logo.webp?width=443&height=180&name=OLX-logo.webp) [Introduction](https://www.beans-united.ro/en/case-studies/olx#intro) [Content Hub](https://www.beans-united.ro/en/case-studies/olx#content-hub) [Inbound marketing](https://www.beans-united.ro/en/case-studies/olx#inbound-marketing) [Segmentation and qualification](https://www.beans-united.ro/en/case-studies/olx#segmentare) [Reports](https://www.beans-united.ro/en/case-studies/olx#rapoarte) [Integrations](https://www.beans-united.ro/en/case-studies/olx#integrari) [Other activities](https://www.beans-united.ro/en/case-studies/olx#activitati) [Testimonial](https://www.beans-united.ro/en/case-studies/olx#testimonial) ## Introduction In 2020, OLX Business was looking for a long-term marketing partner to develop an effective Content Hub and lead generation strategy in Romania, with the goal of growing a strong community of small and medium-sized e-commerce entrepreneurs, their main Buyer Persona. After partnering with Beans United and implementing HubSpot, OLX applied the inbound user acquisition strategy proposed by the Beans United team, with personalized tactics throughout the “buyer’s journey”, to achieve its goals of lead generation, traffic growth and marketing–sales alignment. - Customer acquisition: Lead generation plan, PPC campaigns, A/B testing for personalized landing pages, smart content rules for landing pages and emails, CTAs. - Traffic growth: SEO, Content Hub - Lead nurturing strategy and workflow management: long-term email nurturing for contacts in the awareness stage. - Lead scoring, to identify contacts that haven’t yet progressed through the marketing funnel, in order to convert them into sales-qualified leads. Content Hub ## Content Hub – wireframe, design and implementation in HubSpot The content strategy developed to grow website traffic and build a trusted community was based on a blog with educational resources for entrepreneurs. To improve keyword rankings and “topical authority”, we created monthly SEO-optimized articles focused on the buyer’s pain points, questions and goals. - Custom design for all pages – Homepage, article pages, category pages, resource pages for videos, eBooks, webinars - Development and implementation in HubSpot - HubSpot setup to support the lead generation infrastructure (emails, forms, landing pages, thank-you pages, email settings, domain settings, etc.)   ![](https://www.beans-united.ro/hubfs/image1-1.png) Inbound marketing ## Inbound marketing campaigns for lead generation Awareness: To attract potential entrepreneurs to purchase OLX business packages, we proposed and implemented inbound marketing campaigns built around the main pain points of the Buyer Persona identified for OLX. We created premium content (eBooks, videos, webinars) targeted at different stages of the sales funnel and promoted it to specific audiences through PPC campaigns. Prospects landed on campaign landing pages created in HubSpot, clicked specific Call-to-Actions and downloaded the premium content, which answered their needs in the awareness stage. Consideration: Leads were targeted with remarketing ads featuring a “bottom of the funnel” offer focused on conversion. Leads who downloaded the premium content or attended a webinar were enrolled in a nurturing flow using HubSpot workflows and received emails designed to move them to the Consideration/Close stage. Consideration: One of the most successful inbound marketing campaigns of 2022 was an on-demand webinar, in partnership with a local e-commerce platform, focused on effective strategies for growing online sales. 80% of the audience was qualified, and 53% of the contacts who engaged with the content advanced to MQLs. Segmentation and qualification ## Lead segmentation and qualification To qualify leads, we created a list of eligibility criteria based on which leads are qualified as MQLs and sent to the sales team for processing. We also developed a lead scoring strategy, assigning point values to every lead we generate, for better prioritization and to increase the rate at which these leads become MQLs or customers. ### Lead evolution 2021 vs 2022 153% YoY growth ![](https://www.beans-united.ro/hubfs/image3-1.png) ### MQL evolution 2021 vs 2022 468% YoY growth ![](https://www.beans-united.ro/hubfs/image5-1.png) Reports ## Custom reports For reporting, we used data from the website and from campaign pages. ### Report examples Leads & MQLs sources ![](https://www.beans-united.ro/hubfs/image4-1.png) Business types ![](https://www.beans-united.ro/hubfs/image2-1.png) Integrations ## HubSpot integrations - **Zapier** We use Zapier as an intermediary tool to pre-qualify prospects, who are then uploaded to the OLX database and imported as SQLs into Salesforce. Other activities ## Other activities with HubSpot - Ongoing optimization of marketing–sales processes - Continuous maintenance of their HubSpot account *"With an analytical approach, a goal-oriented mindset and a positive attitude, Beans United is one of our most effective and trusted partners in reaching our lead generation goals."* **Florentina Popescu** B2B Growth Manager, OLX Business RO PT BG Contact ## Want to generate more qualified leads with HubSpot tools? If you’re ready to talk, we’re ready to listen. Leave us a message to get started! ### Let's talk! 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