From Cold Outreach to C-Suite Conversations: How LakeB2B Activated 47 Executive Meetings for a Global InsurTech Provider in 120 Days

Strategic Goal

Accelerate deal velocity and sales conversations by delivering qualified executive meetings across Tier 1 & Tier 2 insurance organizations, driven by LakeB2B’s compliance-aligned, persona-based outreach engine.

The Situation:

A fast-scaling InsurTech firm had the product, the engineering team, and an initial install base but lacked a scalable model to reach global insurers at the decision-maker level. The company’s previous campaigns had:

• Failed to convert leads beyond mid-management.
• Underperformed in conservative, compliance-heavy markets (UAE, UK)
• Lacked a consistent multi-channel rhythm.
• Created friction between marketing-generated leads and actual SQL handoffs.

“We knew we weren’t talking to the right buyers. We needed strategic outreach that would open executive doors across markets.” – Chief Growth Officer, InsurTech Client

LakeB2B was brought in as the global outreach partner to run a full-cycle lead generation campaign that would deliver conversations not just contacts.

LakeB2B’s 4-Month Execution Framework

120 Days. 3 Channels. 1 Goal: Executive Access.

LakeB2B rolled out a regionally adaptive, industry-specific outreach campaign across Email, LinkedIn, and Voice. The messaging was built around compliance, cost optimization, digital modernization, and ROI not hype.

Stage 1: Data Targeting & Strategic Profiling

LakeB2B used its proprietary data intelligence system to curate a universe of 1,200+ validated contacts, segmented by:

• Company Type: P&C Insurers, Reinsurers, MGAs, Specialty Lines, Digital-First Carriers
• Title Level: Director → SVP → C-Suite
• Function Areas: Underwriting, Claims Ops, Digital Transformation, Policy Servicing, IT Infrastructure
• Geography: USA, EMEA (UK, UAE), APAC (Singapore, Australia)

Sample Titles Targeted:

• VP, Claims Optimization
• Director, Policy Administration
• Head of Transformation
• Chief Underwriter
• CIO – Core Systems & Automation

LakeB2B overlaid firmographic triggers like regional license updates, digital product launches, and hiring spikes to identify warm timing windows.

Stage 2: Compliance-Safe Email Campaign

LakeB2B built and deployed a 6-step global email cadence, customized for each market and decision-maker persona:

Personalization Depth:

• UK prospects saw FCA/IFRS-17 aligned language.
• UAE contacts referenced Takaful workflows.
• APAC messaging tied to regulator modernization initiatives (e.g., MAS, APRA)

Results:

• Open Rate: 39.7%
• Response Rate: 12.4%
• Response-to-Meeting Rate: 34%

Stage 3: LinkedIn — Build Trust, Then Convert

LakeB2B built a presence-first LinkedIn layer to establish legitimacy and create natural engagement prior to direct outreach.

Key Tactics:

• Executive-level connection requests (CRO, VP–Product personas)
• DMs sharing compliance insights (e.g., “What UK insurers are doing post-IFRS17”)
• Weekly posts: “Modernizing Claims Processing: What Tier 1 Insurers Miss.”
• Post-click retargeting via Sponsored DMs & follow-up messages.

Performance:

• Connect Rate: 44.5%
• Response Rate: 16.9%
• Post Engagement Rate: 12%

Stage 4: Strategic Calling – No Cold. All Signal-Driven.

LakeB2B’s SDRs reached out only after two or more engagement indicators (e.g., email opens + content clicks or LinkedIn connect + case study view).

What Worked:

• Used regionally adapted talk tracks.
• Emphasized productivity gains, not software demos.
• Referenced email/LinkedIn trail to warm the call instantly.

Metrics:

• Call-to-Meeting Conversion: 31%
• Average Time to Book Post-Call: Under 48 hours

Results After 120 Days:

• Appointments spanned 5 regions.
• 100% of meetings were Director-level and above.
• Campaign generated replicable cadences adopted by internal SDRs.

Why This Worked

Industry-Conscious Messaging – LakeB2B didn’t sell a product positioned the client’s solution as a response to market shifts, compliance pressures, and operational inefficiencies.

Tiered Cadence Strategy – By sequencing email ➝ LinkedIn ➝ call across ~3 weeks, LakeB2B ensured a non-intrusive but persistent brand presence.

Market-Aware Regionalization – Messaging in UAE referenced Sharia-compliant workflows; in Singapore, it addressed MAS audit automation; in UK, it tied into Solvency tech preparedness.

Full SDR Enablement – SDRs were equipped with persona briefs, objection handling matrices, and a refined playbook based on live call logs.

Client Impact

“This wasn’t lead gen this was market entry. LakeB2B gave us control in markets where we previously had zero penetration.” — Head of Enterprise Sales

“Every meeting was usable. No interns. No timewasters. Just the people who sign checks.” — Director, EMEA Expansion