Accelerating U.S. Market Penetration for a Global Financial SaaS Provider through Precision Demand Generation

Company Overview

A leading enterprise SaaS company specializing in financial solutions embarked on a mission to expand its U.S. presence by engaging high-level decision-makers from the banking and financial services sector. The client provides robust, scalable platforms for core banking, digital lending, regulatory compliance, and wealth management. With a stronghold in Asia and Europe, the company sought LakeB2B’s expertise to build market visibility and generate high-intent leads in North America.

• Industry: FinTech / SaaS
• Annual Revenue: $150+ Million
• Global Workforce: 3,000+
• Target Region: United States
• Buyer Personas: CTOs, CFOs, Chief Compliance Officers, Digital Transformation Heads
• Customer Profile: Mid-to-large banks, credit unions, and FinTech firms

Objective

To deploy a multi-channel lead generation strategy targeting financial institutions in the U.S., identifying and qualifying key decision-makers, and aligning engagement with long sales cycles and enterprise deal complexity. The goal was to drive BANT-qualified leads monthly with the potential to convert into sales-ready opportunities within 6–9 months.

Key Challenges

• Navigating complex and regulated U.S. financial institutions
• Previous campaigns showed low engagement due to generic targeting
• Sales cycles lasting up to 9 months, needing long-term nurturing
• Lack of visibility among decision-makers in credit unions and tier 2 banks
• Requirement for personalized engagement that aligns with tech adoption cycles

Strategic Solution by LakeB2B

LakeB2B designed and deployed a data-led, multi-touch campaign model combining email, tele-calling, and digital channels to build brand recall and convert interest into action.

Phase 1: Audience Intelligence & Segmentation

• Used LakeB2B’s proprietary intent and firmographic database
• Filtered targets by industry, tech stack, compliance priorities, and funding
• Segmented lists into:
  • Commercial banks with $500M–$10B assets
  • Credit unions with >100,000 members
  • FinTech’s with active Series A or B funding
• Identified senior decision-makers by role, authority level, and purchase influence

Phase 2: Multi-Channel Engagement Strategy

Email Campaigns

• 2–3 email waves/month
• Personalized by industry vertical and digital transformation journey
• A/B testing on subject lines and CTA formats
• Drip campaigns mapped to buyer journey stages: Awareness → Consideration → Decision

Tele-Calling

• Outreach to 100–150 high-intent contacts monthly
• 1:1 conversation to address regulatory, compliance, and tech integration challenges
• Structured scripts aligned with the BANT qualification model
• Follow-ups for appointment booking and lead progression

LinkedIn ABM (Planned Phase 2.0)

• Targeted messaging for warmed-up prospects
• Content syndication and profile-based ad delivery
• Reinforced messaging post-email or call engagement

Phase 3: Lead Qualification with BANT Framework

Every engaged contact was assessed based on:

• Budget: Availability of digital transformation funds
• Authority: Role in decision-making for technology procurement
• Need: Urgency to resolve workflow inefficiencies or compliance risk
• Timeline: Implementation planning within the next 3–6 months

Phase 4: Nurture & Optimization

• Cold or long-term leads were enrolled into automated drip nurture tracks
• Continuous A/B testing of message hooks and formats
• Weekly lead reviews and feedback loops for sales alignment

Results & Performance Metrics

Ongoing Success & Continued Growth

Encouraged by the early success and the quality of BANT-qualified leads delivered, the client chose to extend the campaign for continued execution. With each nurturing cycle, engagement metrics have steadily improved, and the sales pipeline continues to expand across new financial institutions. This ongoing partnership reflects the campaign’s strategic alignment with the client’s long-term growth goals in the U.S. market and further solidifies LakeB2B as a trusted demand generation partner.