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 multi-channel outbound pipeline to generate MQLs across defined ICP segments
Pain Points
Previous lead gen agencies focused on “selling leads” instead of building a scalable, transferable outbound system
Limited internal resources to test multiple ICP hypotheses across segments and channels
Results
Generated over 100 MQLs generated in the first month after campaign launch with a 5% lead rate and 20%+ reply rate
Established a multichannel acquisition engine combining cold and event-driven outreach, keeping sales calendars consistently booked with qualified meetings
What Made Our Approach Work
Scalable Outbound Infrastructure
Built scalable outbound infrastructure including warmed domains, dedicated inboxes, and LinkedIn accounts for each sales representative
Event App Scraping & Outreach Automation
Developed custom scraping and outreach workflows for event platforms such as Money20/20 and IFX Expo to identify and engage only ICP-fit attendees across multiple channels
Advanced Filtration
Designed a sourcing funnel that processes large datasets into precise ICP-fit companies and decision-makers lists through multi-layer enrichment combining AI-driven qualification (Clay + OpenAI API) with manual verification
ICP We Chose (and Why)
01
Crypto Processing Providers
02
OTC Crypto Exchanges
03
Additional segments covered under 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
Value Proposition:
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: evidence of crypto processing, trading, or liquidity operations
Active participation in industry events or visible expansion efforts
Liquidity-Driven Roles: presence of dedicated trading, treasury, and other relevant management roles
Messaging Strategy
Segment-specific personalization:
tailored to the core pain points and value drivers of each company and role type to maximize performance, refined through systematic testing cycles
Key Takeaways
Deep segmentation drives higher conversion rates. Data enrichment and precise filtering via AI automation and manual verification enables achieving these results
Industry events are powerful accelerators. Pre-event outreach ensures a fully booked calendar for the sales team with relevant attendees