Project Overview
A video production company specialising in corporate films, brand videos, advertising content and marketing communication relied heavily on referrals for new business.
To build a more predictable growth channel, the company partnered with a team specialising in B2B lead generation services. Over three months, the campaign targeted marketing decision-makers and created a structured pipeline beyond referrals.
Project Info:
- Client:Video Production Company
- Industry:Video Production & Marketing
- Location:Mumbai
- Campaign Duration:3 Months
The Challenge
Despite having a strong portfolio, the company faced:
- Heavy dependence on referrals
- No predictable lead generation system
- Limited visibility among new prospects
- Difficulty reaching marketing decision-makers
The goal was to generate qualified conversations with businesses requiring professional video production services.
Strategy
The campaign targeted:
- Marketing Heads and Directors
- Brand Managers
- Corporate Communications Managers
- Digital Marketing Leaders
- Business owners involved in brand building
Prospects were selected based on industry, company size, marketing activity and potential demand for video content.
The strategy combined
LinkedIn lead generation services with personalised email outreach. Each prospect was researched to ensure relevant, role-specific messaging.
Execution
Over three months, approximately 600 targeted prospects were identified and engaged.
- Research: Verified prospects against the ICP.
- Outreach: Used personalised LinkedIn and email communication.
- Follow-Up: Maintained engagement through relevant conversations.
- Qualification: Assessed requirements, timelines and project fit.
Results
- 600 targeted prospects engaged
- 50 positive responses
- 19 qualified sales conversations
- 14 proposal-stage discussions
- 5 active business opportunities
Business Impact
The campaign helped the company:
- Reduce Referral Dependence: Added a proactive source of opportunities.
- Improve Pipeline Visibility: Created clearer sales tracking.
- Build a Repeatable Process: Established a framework for ongoing prospecting.
- Reach New Decision-Makers: Connected with marketing leaders beyond existing networks.
Key Takeaways
Referrals remain valuable, but a structured outbound strategy can help service businesses reach new decision-makers, generate qualified conversations and build a more predictable sales pipeline.
For businesses seeking a
lead generation agency in India, the key is to define the right audience, personalise communication, follow up consistently and prioritise qualified conversations over volume.
