Crypto Payments × iGaming: How OutCheese built outbound around industry events — Case Study
Client Snapshot
Crypto Payments
Lithuania
Cleverlee is a crypto fintech provider offering processing, wallets, exchange, virtual cards, POS, and tokenization for businesses going crypto-friendly
Objective
Build a B2B outbound pipeline across multiple verticals - iGaming, Forex, Adult, and selected low-risk segments. And convert it into qualified meetings with decision-makers fit
Pain Points
Only +- 19% of licensed-company registries (MGA, Anjouan) turn out to be active brands - the rest are closed, rebranded, or delisted
Standard outbound by payments BizDev teams uses one generic pitch across all sub-niches, which kills reply rates
Conference cabinets don't allow attendee export. Need external enrichment before any outreach can start
Results
Average channel conversions across the engagement:
LinkedIn: 33% accept rate / 21% reply rate (very solid)
Email: 4.23% reply rate (x6.5 higher than market average)
Pipeline output: 100+ MQLs / 10 SQLs over 3 active months
What Made Our Approach Work
Custom event-cabinet parsers
Conference platforms don't allow attendee export. We built parsers that auto-open every attendee card, extract data, and feed it into enrichment. Real numbers from the events we processed:
ICE (London): 16,846 attendees kept after custom de-junking, only 3-6% had usable links, 5,613 potentially relevant LinkedIn profiles recovered, 2,700 iGaming / 632 Payments. Final pool of 1,130 ICP-fit Operators and B2B Providers ready for outreach
iFX Expo: 1,000 attendees converted into 400 potentially relevant LinkedIn profiles found, 106 Payments + 69 FX = ICP-relevant
Sigma: 2,500 attendees in the cabinet, 800 LinkedIn profiles found. Skewed heavily to affiliates - fewer operators in attendance
Vertical micro-segmentation
Split target verticals into Operators & Betting Brands, B2B Game Providers, B2B Platforms, Affiliate Networks, Marketing Agencies, plus parallel tracks for Forex, Adult, and selected low-risk segments.
Each sub-niche received messaging tied to its actual payments problem - cascading PSP, missing crypto rail, B2B settlement, payouts, lower fees
AI Web Search Agents for sourcing at scale
Custom AI Web Search Agent flows do the manual work that would otherwise eat weeks of Salespeople time - auto-opening cards, recovering missing LinkedIn profiles, cross-referencing license registries, validating which entities are actually live
Pre-event audience targeting
Built dedicated audiences around ICE, Sigma, and iFX. People in networking mode accept connections faster, reply more, and refer colleagues. Reply baseline shifts dramatically vs cold cycles
Licensed-company database mining
Worked through MGA and Anjouan license registries to source verified iGaming brands. Heavy verification layer required - only ~18.5% of the dataset were live, operational brands
Multi-language outreach
Split sequences into English and Russian. Russian-speaking iGaming decision-makers rarely receive native-language outreach, so RU sequences outperformed EN simply by standing out in their inbox
Tools Stack
GetSales - LinkedIn outreach automation
Smart Lead - email outreach automation
Clay - orchestration, enrichment, email finding
Custom AI Web Search Agents - per-lead context gathering and data recovery
Custom event-cabinet parsers - automated attendee extraction from conference platforms
ICP We Chose (and Why)
01
iGaming
02
Forex / Online Trading
03
Adult
04
Selected Low-Risk Verticals
Why:
High-risk verticals are underserved by mainstream PSPs and have direct, urgent pain around crypto rails - PSP cascade fallback, lower cross-border fees, faster B2B settlement, missing payment methods for player deposits and trader payouts. Low-risk segments were tested in parallel as a hedge and to validate market breadth
Value Proposition:
High-risk friendly processing
Crypto rail in PSP cascade
Lower fees on cross-border B2B settlements
API-first integration
What Worked
Pre-event outreach windows (ICE, Sigma, iFX). Highest-converting acquisition mode in this niche by a large margin
Sub-niche segmentation with role-specific pain in copy
Multi-language outreach - Russian sequences in iGaming inboxes outperformed English by a clear margin
AI Web Search Agents replacing analyst time on event-cabinet and license-list sourcing
Custom event-cabinet parsers replacing manual list-building
What Didn’t
Working from old or pre-existing databases. Lists go stale fast in iGaming - brands close, rebrand, or lose licenses. Sourcing has to be fresh, cleaned, and segmented from scratch every campaign
Pure cold outreach into casino operators without an event or networking context. Cold cycles into this audience convert weakly. The same prospects respond well when there's an event hook or a real conversation already started
Key Takeaways
In high-risk verticals, industry events outperform regular cold outbound by a wide margin. We've now seen this pattern repeat across multiple PSP clients - it's how this niche operates. If you want a consistent flow here, you build the year around ICE / Sigma / iFX / SBC
Sub-niche segmentation is non-negotiable. The moment you pitch the whole vertical with one message, reply rates collapse
Data sourcing in iGaming is harder than in mainstream B2B. License lists, event apps, and public databases all need a manual verification layer to be usable
Language localization compounds with vertical fit. In niches with non-English speaking decision-makers, native-language sequences quietly outperform
Cleverlee initially planned a 2-month engagement with us. Based on results, we extended to 4 months together and finalized the work with a self-service Playbook so the client's team could continue outbound in-house