81 qualified opportunities in two months for a B2B video agency.

A saturated category, and one real asset

KS Media produce YouTube content for B2B companies. The service works. The problem is the category it sits in — marketing agencies are among the most saturated markets you can sell into, and the average founder already receives several agency pitches a week, most of them making the same claim in nearly the same words.

What KS Media had that almost none of those competitors had was proof: a back catalogue of case studies with real numbers attached, across a spread of client types. That became the basis of the whole strategy. Rather than argue that YouTube works, show each prospect the client most like them and let the result do the arguing.

Broad reach and precision, running in parallel

We split the campaign into two broad segments built for volume and one narrow segment built for relevance. Running them together meant we could test angles at scale while a smaller, warmer audience ran alongside.

The case study segment

We built lookalike lists of KS Media’s current and past clients, then mapped every case study to the prospects it would land hardest with. Each prospect received the single most relevant one, and the email opened by asking whether they knew the client in question. Recognition does work that a claim cannot — a founder who knows the company in the case study reads the number very differently to one who doesn’t.

The trigger segment

The second broad segment came at it from the opposite direction. Instead of leading with proof, we led with the prospect’s own business: referencing what they specifically do, then proposing video concepts built for that type of company. Seeing concrete ideas for their own channel manufactures a trigger. It moves YouTube from something to consider eventually to something worth looking at now.

The engagement segment

The targeted segment was the most direct of the three. Using Apify, we scraped the LinkedIn interactions on KS Media’s clients’ content — the people already commenting on and engaging with videos KS Media had produced, without knowing who produced them. The email told them exactly that, and asked whether they wanted the same reach for their own business.

Where the leads came from

No single source covers a list like this, so we layered them:

• Traditional databases for the base list
• LinkedIn Sales Navigator for firmographic and seniority precision
• Apify for the LinkedIn engagement scrape behind the targeted segment
• Waterfall enrichment to lift deliverable contact coverage across the whole list

Results

Real campaign data from Instantly.ai

26,300 emails sent across the segments, a 3.28% reply rate excluding autoreplies, and 81 qualified opportunities in two months — $607,500 in pipeline at KS Media’s top-tier retainer value. The campaign is ongoing.