How we generated 100+ MQLs in 30 days for a Swiss crypto liquidity provider — Case Study
Client Snapshot
Crypto Liquidity Provider
Switzerland
FinchTrade enables businesses to exchange large volumes of crypto and fiat efficiently
Objective
Build and scale a LinkedIn + Email + Conferences outbound pipeline to generate MQLs across defined ICPs
Pain Points
Previous lead gen agencies focused on “selling leads” (on a KPI basis obviously😊) instead of building a scalable, transferable outbound system
Limited internal resources to test multiple ICP hypotheses
What Made Our Approach Work
Scalable Outbound Infrastructure
Set up and warmed 5 domains, 20 inboxes, and 5 LinkedIn accounts
Crafted a dozen prompts for Clay + OpenAI API cascade data sourcing
AI-Driven Segmentation Funnel
Built an automated funnel that processes large datasets and narrows them to exact ICP-fit companies and decision-makers.
This way we basically turn 1,000 companies from the ICP into 300 highly relevant decision makers (instead of spamming everyone and losing reputation)
Event App Scraping & Outreach Automation
Developed custom scraping and messaging automation for ICE, Money20/20, SBC, Sigma, IFX and other event platforms to target ICP-qualified attendees
ICP We Chose (and Why)
01
Crypto Processing Providers
02
OTC Crypto Exchanges
03
and more (NDA🤷)
Why:
These businesses operate in high-volume, margin-sensitive environments where execution quality directly impacts profitability.
They face liquidity fragmentation and require consistent access to deep crypto-fiat markets to maintain spreads, settlement speed, and operational stability.
Benefits:
Compliant & transparent infrastructure
Competitive aggregated rates
Fast settlements
Post trade settlement and margin trading
Target Personas:
C-Level Executives
Heads of Trading & Treasury
Product Leaders
Partnerships & Business Development
Buying Intent Signals
Crypto Infrastructure: clear presence of crypto-related operations
Active participation in industry events and other visible efforts of expansion
Role-Based Qualification: presence of dedicated trading, treasury and other roles
Messaging Strategy
Segment-specific personalization:
for example, Head of Trading and CRO receive slightly different messages, tailored to their core pain points
Key Takeaways
Scrape 70,000 event attendees, enrich them with data, filter them to 16,000 potentially relevant prospects, and then segment them down to 1,500 really valuable contacts, instead of spamming everyone
Automate event scraping and data enrichment, no need for your Sales team to manually contact 40 people per day
Deep segmentation and filtering via Clay and OpenAI API are critical to achieving high conversion rates
Industry events are powerful accelerators - book meetings with your Clients beforehand
Results
Generated over 100 MQLs in the second month with a 5% lead rate and 20%+ reply rate
LinkedIn + Email + Event outreach ecosystem generated new leads every week, keeping the sales team busy