How We Generated 133 Qualified Leads
from 3,027 Contacts for EM360Tech
5.52% reply rate • 79.64% positive rate • 10,877 emails • Marketing tech platform
Qualified Leads
Reply Rate
Positive Rate
Leads Contacted
Watch the Full Story
Hear directly how we generated 133 qualified leads for EM360Tech
In Their Own Words
One of the biggest headaches is getting enough meetings booked in your pipeline. Inbound lead generation that we did in-house was extremely manual. You want your sales team selling, not pushing paper and trying to book meetings.
Michael Lodge
EM360Tech
What I really liked was the attention to detail. We spent three to four weeks outlining everything. It wasn't 'you signed up, now let's get leads'. It was 'let's get this right'.
Michael Lodge
EM360Tech
From our very first conversations, I said the only thing I want in a partnership is transparency, honesty, and ethics. And that's exactly what you delivered.
Michael Lodge
EM360Tech
The Challenge
Who is EM360Tech?
EM360Tech is a B2B podcast platform that creates analyst-led thought-leadership content for technology companies. They sell podcast programs (45-min video/audio with Forrester, Gartner, and EMA analysts) to marketing decision-makers at enterprise tech companies.
Pain Points
- •Low engagement on broad digital channels (wasted ad spend)
- •High cost per SQL with traditional outbound agencies (CHF 500-800/lead)
- •Difficulty creating analyst-backed thought leadership at scale
- •Need to expand beyond R&D users into wider marketing decision-makers
- •Challenges hitting ABM and targeted demand-gen quotas
Our 3-Campaign Approach
We deployed a sophisticated multi-angle testing strategy to find the best messaging approach for EM360's ICP
Offer-First
Direct podcast invitation with analyst tie-in and topic personalization
Value-First
Free EM360 profile page (44k visitors/month) + 2 content pieces upfront
FOMO
Show competitor activity in same industry/topic with metrics
Campaign Performance Dashboard
Campaign Performance Dashboard
Lead Response Categories
Campaign Sentiment Analysis
240 total campaigns managed • 6 active campaigns • Real-time sentiment tracking
Top Campaign Performance
Best Performing: Lookalikes 50-200
- • 5.75% reply rate (above average)
- • 92.31% positive sentiment (highest)
- • 452 leads contacted, 24 positive replies
- • Value-first approach resonated best
Enterprise Infrastructure Campaign
- • 7.75% reply rate (highest engagement)
- • 70% positive sentiment
- • Targeted 129 high-value accounts
- • Analyst matching drove results
The Results
By The Numbers
Key Achievements
- 133 SQLs from 167 total replies - highly qualified pipeline
- 79.64% positive reply rate demonstrates strong intent and targeting
- Multi-campaign testing optimized for different company sizes
- 1.85% bounce rate confirms exceptional data quality
- Value-first approach drove highest engagement rates
We delivered 133 qualified SQLs from 3,027 leads with a 5.52% reply rate and 79.64% positive reply rate—demonstrating exceptional targeting and messaging effectiveness in the B2B marketing technology sector.
Why It Worked
1. Sophisticated ICP Targeting
We didn't just target "marketing leaders at tech companies." We segmented by company size (50-200 vs 200-500 vs 500+), geography (USA/Canada/UK/DACH), and matched specific analysts to industry verticals (Cybersecurity, Data/BI, Infrastructure).
2. Multi-Angle Testing
Running 3 simultaneous campaigns allowed us to test messaging approaches. The value-first campaign had the highest positive rate (92.31%), while the offer-first approach had higher overall volume. This data informs future campaigns.
3. Signal-Based Personalization
We tracked buying signals (analyst LinkedIn engagement, product launches, partnerships, funding rounds) and personalized emails based on a waterfall system: Product initiatives → Partnerships → Company news. This specificity drove the 12% reply rate.
4. Analyst Matching
Mentioning specific analysts (e.g., "Forrester's Chris Stefan on Cybersecurity") in subject lines increased credibility and relevance, driving 3.2x higher reply rates than generic podcast invitations.
Want Similar Results for Your Business?
Let's discuss how we can generate high-quality leads for your B2B tech company at a fraction of traditional agency costs.