How we Helped a Virtual Events Platform Generate High Quality Leads
Across North America, Europe, APAC and ANZ markets
Industry
IT
Geography
Europe & UK
Method Used
Email, LinkedIn
Campaign period
5 months
About the Client
The client is one of the fastest-growing platforms for hosting a rich variety of virtual events for enterprises, including Hackathons, ice-breakers, panel discussions, workshops, summits etc.
- A growing startup without a dedicated marketing team.
- Limited bandwidth to execute global go-to-market strategies.
- A highly competitive and expansive market, with a tight timeline to ensure fast market penetration.
- The need to manage multiple layers of decision-makers (CXO, VP) across 8+ industries with a tight qualification filter for roles like Security, Access, and Compliance.
Campaign Objective
Book sales meetings for the client by engaging enterprise
leaders across verticals via email and LinkedIn outreach.
Our Strategic Approach
To acheive the client’s objective of lead generation, we implemented a layered,
analytics based strategy. Here’s how we approached it
- Identified companies with "No-platform required/Zoom" and analyzed key metrics.
- Filtered accounts based on marketing spend, revenue growth, and industry trends.
- Used insights from closed leads to refine targeting for improved accuracy.
- Focused on eLearning and advertising sectors, as they had high conversion rates.
- Tailored messaging based on company size and industry-specific challenges.
- Used distinct use cases, collateral, and relevant client references.
- Implemented persona-based messaging within each account for relevance.
- Highlighted unique business outcomes for different audience segments.
- Leveraged ABM strategies to engage key accounts with customized outreach.
- Selected the top 50 priority accounts per region for targeted campaigns.
- Mapped personas within accounts to deliver unique and impactful messaging.
- Addressed gatekeepers, decision-makers, and influencers effectively.
- Established direct connections with decision-makers for smoother conversions.
- Utilized referrals to build credibility and expand influence in accounts.
- Engaged industry influencers to amplify messaging and brand trust.
- Created multi-touchpoint engagement strategies for lasting relationships.
Segmentation Strategy
We implemented a precise segmentation strategy to identify and engage key decision-makers across different regions, company sizes, and roles. This approach enabled us to craft highly personalized messaging, ensuring maximum relevance and impact.
Geography
- Europe
- USA
- APAC
- UK
Company Size
- Small businesses (200-1000)
- Mid-sized businesses (1000-5000)
- Large businesses (5,000-10,000)
- Global corporates (10,000+)
Persona
- Software
- E-Learning
- Event Services
- Marketing and Advertising
Seniority
- C-Level Executives
- Directors
- Senior managers
How This Helped
Geography:
Made it possible to craft region-specific messages that resonated with local markets and regulations.
Company size:
Designed content that fit each company’s size and resources, making it more relevant and meaningful.
Persona:
Created messages that spoke directly to each role’s challenges, making engagement better.
Seniority:
Adjusted the tone and depth of the content to connect naturally with each decision-maker’s level of influence.
Content Overview
We crafted personalized LinkedIn messages tailored to each region, company size, role, and seniority level, making every interaction relevant and impactful.
Meetings Booked
