13.2x ROAS

A travel insurance brand operating in EMEA was struggling to market and sell their products through increasingly expensive Google Search campaigns and margin-eroding price comparison sites.

Their customer acquisition costs were rising while their market share remained stagnant.

They needed to find a way to reach potential customers at scale without relying on these highly competitive channels.

The brand required a solution that would connect them with travellers at the exact moment they were most likely to purchase travel insurance, while maintaining profitable customer acquisition costs.

Many of their competitors were spending millions on partnering with airlines and selling via their booking funnel. However, they didn't see this as a beneficial strategy and wanted to capture the whole market, not part of it, and believed it should be a multi-touchpoint campaign.

Navigator targeted customers who were actively searching for and booking flights and hotels across the world's largest airlines, OTAs, and travel metasearch websites throughout EMEA.

This approach reached a highly targeted audience at massive scale, precisely when they were most likely to purchase travel insurance — during the flight and hotel booking process.

By placing the travel insurance brand's message at this critical decision-making moment, Navigator enabled direct customer acquisition as bookings were happening.

This eliminated the need for expensive price comparison sites and provided a more efficient path to purchase than traditional search campaigns.

Through testing and performance analysis throughout the campaign, Navigator found that it was needed to target travellers from booking through to day of departure as people were buying travel insurance throughout this window.