If the demo can’t prove the headline in 60 seconds, change the headline.

Most campaigns are expensive fiction.

We dream up the perfect customer journey in a conference room that smells like optimism and dry-erase markers. We comp visuals that would make our mothers proud. We buy reach like we’re collecting Pokémon cards.

Then someone actually clicks the ad. And our beautiful landing page loads to reveal… a product that can’t deliver on a single promise we just made.

This is the eternal war between UX and marketing. Marketing sells the dream. UX design delivers the reality. And users get caught in the crossfire, wondering why nothing works like the video said it would.

Here’s a radical thought: what if we stopped doing that?

The $6,000-Per-Customer Campaign That Taught Me to Work Backwards

B2B SaaS project management tool. 45 employees. Series A closed. Marketing and product teams barely speaking to each other.

Marketing ran a 60-day campaign the normal way:

Budget: $18K ($300/day)
Ad promise: “Plan projects 3x faster”
Landing page: Beautiful hero video, gradient backgrounds, testimonial slider
CTA: “Start Free Trial”

Looked professional. Sounded ambitious. Couldn’t deliver.

Results after 60 days:

• 8,420 clicks
• 412 signups (4.9% conversion – actually decent)
• 31 activated users (7.5% activation – terrible)
• 3 paid conversions (0.73% trial-to-paid)
• Customer acquisition cost: $6,000 per customer

Founder called me: “This is an expensive failure. What’s wrong?”

I clicked through their funnel like a normal user. Ad promised “3x faster.” Landing page promised “3x faster.” Signed up for trial.

Then what? Empty state. Import button hidden in settings. No guidance. Couldn’t figure out how to bring over existing Asana projects. Gave up after 12 minutes.

The gap between ad promise and product reality: about 40 minutes of confused clicking through settings panels.

Marketing sold a dream. Product couldn’t prove it in first session. Classic UX and marketing disconnect.

I Forced Them to Work Backwards Instead

Started with what their product could actually prove in 90 seconds: “Import Asana project” feature. It worked. It was fast. It was boring. It was real.

Built landing page around that ONE provable thing first. Then wrote ad copy based on what the page could deliver. Not dreams. Not roadmaps. Reality.

Timeline: 1 week to rebuild campaign.
Cost: $3,200 (including my time fixing their onboarding flow).

New 60-day campaign (backwards approach): Budget: Same $18K ($300/day)
Ad promise: “Import your Asana projects in 90 seconds”
Landing page: Screenshots of exact import flow, no hero video, proof it works
CTA: “Try Asana Import Now” (not “Start Free Trial”)

Results after 60 days:

• 6,180 clicks (27% fewer but more qualified)
• 524 signups (8.5% conversion – better targeting)
• 312 activated users (59.5% activation – 8x improvement)
• 47 paid conversions (9% trial-to-paid – 12x improvement)
• Customer acquisition cost: $383 per customer

Cost drop: 94% (from $6,000 to $383)
Customers: 16x more (3 → 47) for same $18K budget

Why it worked: Ad, page, and product told same story. User clicked expecting ONE thing. Got that ONE thing in 90 seconds. Didn’t need to learn entire product in first session.

UX and marketing finally agreed on something: reality converts better than dreams.

Start With What Actually Exists

The best campaigns don’t advertise potential. They advertise what you shipped last Tuesday.

Find the smallest, most boring thing your product does well right now.
Not the roadmap item that’ll change everything.
Not the feature that’s 90% done (also 90% done last quarter, strangely).

The mundane thing that works.

I call it the first credible win — something a new user can achieve before their coffee gets cold.

Send an invoice. Export a report. Import an Asana project in 90 seconds. Get a notification that isn’t broken. One tiny victory with a timestamp and screenshots.

If you can’t name this win, congratulations — you’ve discovered why your last three campaigns felt like shouting into the void.

That project management tool originally advertised “3x faster planning” but couldn’t prove it in first hour. When we switched to “Import Asana in 90 seconds,” users got the win immediately. Activation jumped 8x.

Collect Receipts, Not Mood Boards

Before anyone touches Figma, become a detective:

A number that won’t make you sweat in front of investors.
Not “Join 500+ teams” — actual outcome. “Imported 2,847 projects from Asana last month.”

A customer quote that isn’t your mom being supportive.
(Love you, Mom, but you’re not the target market.) Real users, real outcomes, real names.

A screen recording that shows the outcome, not just pretty interfaces.
The project management tool used 90-second screen recording of actual import. No music. No fancy editing. Just truth.

One limitation you’ll admit to.
Perfect products don’t exist, and everyone knows it. Being honest about what doesn’t work yet builds more trust than pretending everything’s ready.

Most teams skip this step and wonder why their landing pages read like horoscopes. Vague, aspirational, and somehow always promising transformation.

Your page doesn’t need more gradients. It needs proof.

Write the Page Before You Buy the Traffic

This is where UX and marketing usually have their first fight. Marketing writes the ad copy based on dreams. UX builds a page based on what actually works.

Result: cognitive whiplash for anyone brave enough to click.

Do it backwards instead. Write the landing page first:

Who needs this. Name the audience. “Asana users with 10+ active projects.”

What changes. Specific outcome. “Import all projects in under 2 minutes.”

How it works. One sentence. “Connect Asana, select projects, import.”

Proof it’s real. Screenshot, metric, testimonial — something verifiable.

One clear next step. “Try import now” not “Transform your workflow.”

If you need a brand video to make this convincing, start over. And maybe update your LinkedIn to “seeking new opportunities.”

The project management tool’s original page needed 3 scrolls and a hero video to explain what it did. Backwards version fit in one viewport. Conversion improved because clarity improved.

The Brutal Honesty Test

Your campaign headline should be something your product can prove in 60 seconds.

No, not 60 seconds of setup, disclaimers, and “here’s what we’re building toward.”

Sixty seconds of actual demonstration.

This test is uncomfortable. It should be. It forces you to advertise reality instead of potential. And reality, it turns out, is pretty good marketing when you’re the only one doing it.

“Plan projects 3x faster” failed this test. Couldn’t prove it in 60 seconds. Couldn’t prove it in 60 minutes.

“Import Asana projects in 90 seconds” passed. Timed it. Recorded it. Put timer in the demo video. Users believed it because we could show it.

Keep the Story Straight

Users don’t experience your organizational silos. They experience one continuous journey:

Sponsored post → landing page → signup flow → first session → confused help desk ticket

If your ad talks about “workspaces” but your onboarding mentions “projects,” you’re paying customer acquisition costs to teach vocabulary lessons.

If the ad shows dark mode but your app loads with a blindingly white welcome tour, users will think they clicked the wrong link.

The project management tool’s original campaign: ad said “teams,” landing page said “workspaces,” product said “projects,” help docs said “collections.” Four names for same concept. Users got lost translating.

Backwards version: “projects” everywhere. Boring consistency beats clever creativity. Every time.

Appoint a Truth-Teller

Every team needs someone with permission to kill beautiful lies. Preferably someone marketing teams secretly hate.

Simple rule: Every superlative needs documentation. Every claim has an expiration date.

When the product changes — and it will, probably while you’re reading this — update the landing page the same day. Because nothing destroys trust faster than promises your current product can’t keep.

For that project management tool: I became the truth-teller. Marketing wanted to add “integrates with 50+ tools” to landing page. Product team confirmed 8 integrations worked reliably. I killed the 50+ claim.

Marketing was annoyed. Users were less confused. Activation rates stayed high.

Someone needs to be the grown-up. Make it official.

Measure What Actually Matters

Clicks are expensive if nothing happens afterward.

Track the unsexy metrics that matter:

Time-to-first-win: Ad click to actual value delivered. Project management tool: 90 seconds (backwards) vs 40+ minutes (original).

Activation rate: Visitors who achieve something useful within first week. 59.5% vs 7.5% tells you everything.

Abandonment points: Where people give up and go update their Slack status to “why does everything suck.” Original campaign: stuck at import screen. Backwards: almost none.

Documentation-assisted conversions: Users who needed help docs to succeed. This isn’t failure — it’s due diligence.

These numbers won’t win awards. They’ll win budget approvals.

That project management tool’s 94% CAC reduction ($6,000 → $383) got them another $50K marketing budget. Reality works.

Speed Is Credibility

A slow landing page makes every sentence feel like marketing speak. Trust me on this.

Keep it fast. Under 2.5 seconds to load. One font family. Images that justify their existence.

Not because some SEO guru said so — because waiting feels like lying.

The project management tool’s original page: 4.8 seconds to load (hero video, gradient animations, custom fonts). Backwards version: 1.3 seconds. Text and one screenshot.

Faster page = more believable promises. Physics and psychology working together.

The Creative Becomes Obvious

When your page tells the truth, the ad practically writes itself.

Grab the headline. Screenshot the proof. Point to the action.

You’re not creating art — you’re making a movie trailer for something that already works.

This is why working backwards saves time. Fewer rounds of “can we make the logo bigger?” Fewer late-night Slack arguments about whether the CTA should be “Start Free Trial” or “Transform Your Business Today!”

The project management tool: original campaign took 3 weeks and 17 rounds of revisions. Backwards version took 4 days and 2 revisions. Page was true, so there was nothing to argue about.

Know When to Pause

If your proof is thin, don’t stretch it with adjectives and hope.

Fix the product first. Then advertise it.

It’s cheaper than paying for disappointed clicks at scale. Trust me on this one.

That project management tool could’ve kept burning $300/day on the “3x faster” campaign. They paused. Fixed the onboarding. Built backwards from proof. Saved $270K in wasted ad spend over next year.

More Simple UX and Marketing Rules

Don’t advertise what you can’t demonstrate today.
Not “coming soon,” not “almost ready.” What works now.

Don’t create discontinuity between expectation and reality.
If ad shows 3-click workflow, product better deliver 3-click workflow.

Don’t promise what the current product can’t deliver.
Even if roadmap says it’s shipping next quarter. Next quarter is fiction today.

Don’t let claims outlive their evidence.
Product changed? Update the landing page same day. No excuses.

And if your agency responds to this brief with another “big idea” presentation in a conference room where someone ordered the good catering, save everyone’s time and find people who understand that UX and marketing are supposed to be teammates, not rivals.

The Bottom Line

That project management tool spent $18K proving beautiful campaigns that promise everything convert poorly.

Then spent $18K proving boring campaigns that promise one true thing convert 16x better.

Same budget. Same product (mostly). Different approach.

Original campaign (normal):

• Promised: “3x faster planning”
• Delivered: Confusion and empty states
• Result: $6,000 per customer, 3 customers total

Backwards campaign:

• Promised: “Import Asana in 90 seconds”
• Delivered: Exactly that, timed with stopwatch
• Result: $383 per customer, 47 customers total

The internet has enough fantasy content already.

Your users don’t need another beautiful lie with a call-to-action. They need to click something, try it, and have it actually work the way you said it would.

When UX and marketing finally get their act together — when campaigns advertise reality instead of roadmaps — something miraculous happens:

Conversion rates go up. Support tickets go down. Users become advocates instead of refund requests.

Start with what your product can prove in 60 seconds. Build the page around that proof. Write the ad last, based on what the page delivers.

That’s SaaS website design that works when everyone clicks through.

Revolutionary concept, right?