ICPMarket researchAccount scoringEvent strategy
Turning event participation into a prioritized sales pipeline
Financial services · FinTech
547 → 84Priority accounts
ChallengeHundreds of attendees, limited commercial capacity — treating everyone equally would have wasted enormous sales effort.SystemResearch → ICP → qualification → scoring → prioritization, using company type, geography, business model, lending activity, product fit, seniority and buying signals.Outcome547 attendees → 414 ICP-qualified → 84 priority accounts, ready for targeted outreach.
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EventsMeeting generationOutbound
A banking conference run as a pipeline engine
FinTech · Banking
22 vs 12Meetings vs target
ChallengeA major international banking event where the goal was qualified conversations with decision-makers, not booth traffic.SystemTarget personas defined, attending institutions researched, personalized pre-event outreach, meeting scheduling, on-site priorities and structured follow-up.Outcome22 booth meetings against a target of 12, 335 leads captured, 168% of the lead-generation target.
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OutboundABMQualificationCRM
A multi-market outbound engine for financial institutions
B2B SaaS · FinTech
100+ · 30+Interactions · SQLs
ChallengeBanks have complex structures and many influencers; generic mass email would not work across multiple markets.SystemMarket → account → persona → trigger → message → sequence → qualification → CRM, personalized with annual-report and strategy insight.OutcomeMore than 100 positive sales interactions and 30+ sales-qualified opportunities over a measured period.
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ABMPersona mappingMessaging
Account-based outreach with a point of view
Banking · FinTech
1 : 1Research-led outreach
ChallengeGeneric outbound performs poorly with strategic institutions; each stakeholder cares about something different.SystemPer-account research on business model, priorities and stakeholders across credit, risk, collections, SME and corporate banking, operations and technology.OutcomeResearch became the foundation of the message instead of an afterthought — a more credible, more relevant outbound motion.
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Market expansionICPEvents
Building a market-entry pipeline from zero
FinTech · Banking technology
New marketCountry-launch pipeline
ChallengeEntering a new region needs more than a list: relevant institutions, decision-makers, priorities and which conversations to run remotely versus in person.SystemMarket research → account mapping → ICP qualification → contact discovery → outreach → meeting booking → local event → follow-up.OutcomeA structured pipeline around a new geography instead of relying on networking or inbound luck.
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DeliveryQAResearch
A research pipeline a junior team could run
FinTech · Project management
48Qualified accounts
ChallengeA market-research project needed many qualified institutions while keeping quality high across a junior researcher’s output.SystemScreening → first-level research → qualification → validation → extraction → final review, with onboarding, second-level checks and process refinement.Outcome48 qualified accounts plus a repeatable annual-report research process that scales without lowering the standard.
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AutomationCRMPlaybooks
Designing a scalable prospecting workflow across sales tools
B2B SaaS · FinTech
Manual → connectedProspecting workflow
ChallengeProspecting was spread across several platforms, creating duplicated work, inconsistent follow-ups and limited visibility.SystemResearch → prospecting → enrichment → outreach → engagement → qualification → CRM → reporting, connected across HubSpot, Apollo, Sales Navigator and Power BI, with documented playbooks.OutcomeA foundation for a more scalable, measurable sales-development operation.
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AnalyticsPower BIKPI framework
Turning sales activity into performance data
B2B SaaS
KPIsSales visibility
ChallengeSales teams had plenty of activity data but little visibility into what it meant.SystemKPI tracking across positive responses, qualified opportunities, meetings, pipeline contribution, campaigns and markets, using Power BI and CRM data.OutcomeReporting moved from “we sent X emails” to “which markets, accounts and campaigns create real engagement.”
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All engagements are anonymized. Company names, internal conversion rates, proprietary workflows and campaign copy are withheld to protect confidentiality.