Case study
How Desertcart Grew Cross-Border Revenue 4.6× with Performance Marketing
Shopping and Performance Max feeds rebuilt around margin tiers, Meta creative focused on landed-cost transparency, and a checkout that shows duty-inclusive prices. Revenue grew 4.6× in ten months (client-reported).
Client
Desertcart
Industry
Cross-Border E-commerce
Engagement
10 months · ongoing
Services
Google Shopping + Performance Max
Desertcart
Shopping and Performance Max feeds rebuilt around margin tiers, Meta creative fo…
Revenue Growth
4.6x
↑ Client-reportedBlended ROAS
5.4x
↑ Client-reportedBlended CAC
-39%
↑ Client-reportedCheckout Completion
+27%
↑ Client-reportedObjective
Grow profitable revenue from paid channels by fixing the point where cross-border shoppers dropped off: checkout.
Challenges & Solutions
What stood in the way, and what we changed.
Shoppers abandoned at checkout
- When landed cost, customs duty or delivery time felt uncertain, shoppers left.
- Ads drove traffic, but most of it leaked before conversion.
- Shopping and Performance Max feeds were not split by margin, so low-margin products took budget.
- Conversion tracking was click-based only, giving bidding a weak signal.
Margin-aware feeds, honest creative and a clearer checkout
- Rebuilt Merchant Center feeds and Performance Max asset groups by product margin tier.
- Refocused Meta creative on landed-cost transparency and delivery times.
- Showed duty-inclusive prices before the payment step.
- Set up server-side tracking (Meta CAPI and Google enhanced conversions) for a clean revenue signal.
- Tested every checkout change before rolling it out.
Our approach. 4 phases
Four phases, each with a clear output.
Step 01
Audit and research
Funnel, feed and checkout analysis.
Step 02
Plan
Margin tiers, creative angles and a CRO test plan.
Step 03
Build and launch
Feed rebuild, new creative, checkout changes and server-side tracking.
Step 04
Measure and improve
Budget shifted to the tiers and creatives that proved profitable.
Results.
Revenue from paid channels grew 4.6× over ten months, blended ROAS improved from 2.3× to 5.4× and blended customer acquisition cost fell 39% (client-reported). These results are specific to this client's audience, budget and timeframe and aren't a forecast for another business.
Revenue Growth
4.6x
↑ Client-reported
Over 10 months · client-reported
Blended ROAS
5.4x
↑ Client-reported
Across the full engagement period
Blended CAC
-39%
↑ Client-reported
Across the full engagement period
Checkout Completion
+27%
↑ Client-reported
Across the full engagement period
Get expert insights for free
Selling across borders or running Shopping and Performance Max? We'll review your feeds, tracking and checkout and show you where budget leaks.
The starting state
Shoppers abandoned at checkout When landed cost, customs duty or delivery time felt uncertain, shoppers left. Ads drove traffic, but most of it leaked before conversion. Shopping and Performance Max feeds were not split by margin, so low-margin products took budget. Conversion tracking was click-based only, giving bidding a weak signal.
What we changed
Margin-aware feeds, honest creative and a clearer checkout Rebuilt Merchant Center feeds and Performance Max asset groups by product margin tier. Refocused Meta creative on landed-cost transparency and delivery times. Showed duty-inclusive prices before the payment step. Set up server-side tracking (Meta CAPI and Google enhanced conversions) for a clean revenue signal. Tested every checkout change before rolling it out.
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Case study FAQs
What did VR Digital do for Desertcart?+
Rebuilt Merchant Center feeds and Performance Max asset groups by margin tier, refocused Meta creative on landed-cost transparency, showed duty-inclusive prices before payment and set up server-side tracking.
Are these results a forecast for my business?+
No. These results are specific to this client's audience, budget and timeframe and aren't a forecast for another business.
How should I interpret the reported results?+
Read the figures alongside the stated challenge, timeframe and channels. Ask about the metric definitions and supporting evidence before using a result in your own forecast.
Will my business achieve the same outcome?+
Results vary with audience, competition, budget, offer and execution. A published case study is an example of an engagement, not a guarantee for another business.
Which parts of the approach can be applied elsewhere?+
The research, tracking and testing process can inform other projects. The channel mix and messaging need to fit your own customer journey.
How do you set goals for a new campaign?+
We review the starting point, available data and commercial priorities, then agree deliverables and relevant success measures.
Can we review the scope before starting?+
Yes. Your proposal should explain the work, responsibilities, reporting and separate media or tool costs before delivery begins.
What should I send to discuss a similar project?+
Share your website, target audience, current channels and main goal through the enquiry form. Include the case study that interested you so we can discuss what is relevant.
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- Founder industry experience
- 8 years
- Based in India
- India
- Digital services
- 9
- Strategy & automation
- Custom