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Risk, Insurance & Advisory · Singapore & Southeast Asia

From invisible pipeline to 60 sales-ready executive conversations.

A global risk advisory, insurance, human capital, and sustainability services provider needed to reach CFOs, Chief Risk Officers, and Sustainability leaders inside Public Listed Companies across Southeast Asia. LakeB2B built the audience, ran the nurture, and delivered fully qualified sales conversations.

90-Day Campaign Public Listed & Enterprise Accounts
60
SQLs Delivered
Fully qualified, sales-ready executive conversations.
4,500+
Decision-Makers Reached
CFOs, CROs, sustainability & compliance leaders.
1,500+
Target Accounts Identified
Public Listed & enterprise organizations matched to ICP.
90
Days, Start to SQL Handoff
From audience acquisition to sales-ready delivery.
Client Snapshot
Industry
Risk Advisory, Insurance Solutions, Human Capital Consulting & Sustainability Services
Geography
SingaporeMalaysiaThailand IndonesiaVietnam
Company Profile
Public Listed Companies & enterprise organizations, 1,000+ employees
Target Personas
CFOs / Finance DirectorsChief Risk Officers Compliance HeadsSustainability / ESG Leaders Internal Audit Directors
Priority Industries
Financial ServicesManufacturingTechnology HealthcareEnergyTelecom
Campaign Scope
Audience segmentation → multi-touch nurture → qualification calls → SQL handoff
The Challenge

Reaching the right executive, in the right company, on the right topic

The client wasn’t short on ambition — it needed to expand its footprint among senior decision-makers responsible for risk, finance, sustainability, audit, and compliance, across five markets and six priority industries.

01

A Narrow, Senior ICP

The buying committee spanned three distinct functions — Finance, Risk/Audit/Compliance, and Sustainability — each requiring its own message inside Public Listed Companies with 1,000+ employees.

02

Five Markets, One Standard

Enterprise accounts were spread across Singapore, Malaysia, Thailand, Indonesia, and Vietnam, demanding consistent targeting precision at regional scale.

03

Volume Without Qualification Is Noise

Engagement from senior leaders is only valuable to a sales team if it is verified — role, authority, and genuine initiative must be confirmed before a lead reaches the pipeline.

The Insight
The goal was never more engagement — it was more qualified engagement, at the CFO and CRO level.

Senior finance, risk, and sustainability leaders don’t respond to broad outreach — they respond to relevance. Reaching them was only step one; confirming that each response came from a genuine decision-maker with an active initiative was what turned interest into a sales-ready opportunity.

That reframed the campaign from a volume play into a precision-and-verification play: segment tightly by persona and geography, nurture differently based on how prospects engaged, then hand every promising response to a human qualification call before it ever reached sales.

The LakeB2B Approach

From audience acquisition to sales-ready handoff

01 · Phase 1

Audience Acquisition & Segmentation

Built a targeted universe of Public Listed and enterprise accounts matching the ICP, segmented by geography, industry, persona, and seniority.

→
02 · Phase 2

Multi-Touch Nurture

Persona-specific email sequences, separate nurture paths for openers vs. non-openers, and retargeting with refreshed subject lines and landing pages.

→
03 · Phase 3

Intent Identification & Qualification

Engaged prospects moved to one-to-one qualification calls to confirm role, current initiatives, and genuine willingness to engage.

→
04 · Phase 4

SQL Delivery & Handoff

Only fully qualified SQLs were passed to sales — complete with contact details, qualification notes, call recordings, and next steps.

Solution Detail

What powered the qualification engine

Precision Segmentation

Accounts and contacts organized by geography, industry, persona, and seniority so every message reached the right function — Finance, Risk/Audit/Compliance, or Sustainability.

Behavior-Based Nurture

Distinct email sequences for openers and non-openers, with retargeting mailers and refreshed subject lines for prospects who hadn’t yet responded.

Human-Led Qualification

Inside sales conducted live qualification calls to validate role, decision-making authority, current initiatives, and genuine interest before any lead advanced.

Sales-Ready Handoff

Every delivered SQL included prospect and company details, qualification notes, call recordings, and recommended next steps — built for immediate sales action.

Before → After

From broad outreach to verified executive conversations

Before

  • Broad outreach with limited persona-level segmentation
  • Single-track messaging regardless of engagement behavior
  • Interest treated as a lead, with no verification step
  • Sales time spent chasing and re-qualifying inbound interest

After

  • Accounts segmented by geography, industry, persona & seniority
  • Separate nurture and retargeting paths by engagement behavior
  • Every SQL validated on role, authority & active initiative
  • Sales receives call recordings, notes & next steps — ready to act
Campaign Results

90 days, five markets, 60 sales-ready conversations

1,500+
Target Accounts Identified
Public Listed and enterprise organizations matched to the agreed ICP.
4,500+
Senior Decision-Makers Reached
CFOs, CROs, sustainability leaders, compliance heads, and audit directors.
60
SQLs Delivered
Fully qualified, sales-ready executive conversations.
90
Day Campaign Window
From audience acquisition through final SQL handoff.
Outcome Visualization

The path from account to sales-ready conversation

1,500+
Target Accounts
›
4,500+
Decision-Makers Reached
›
Qualified
1-to-1 Calls
›
60
SQLs Delivered
Business Impact

What a qualified conversation is worth to enterprise sales

Rather than adding volume to the top of the funnel, the campaign gave the client’s sales team a shortlist of verified, senior conversations — already briefed with context, initiatives, and call recordings — inside the exact accounts it was trying to reach.

Segmented Data
→
Persona-Based Nurture
→
Verified Engagement
→
60 Qualified SQLs
→
Faster Sales Engagement
Key Takeaways
01

Segmentation by persona, not just geography, is what makes senior-level outreach land.

02

Behavior-based nurture converts more of the audience without adding more volume.

03

A human qualification step is what turns engagement into a lead sales will actually work.

Ready to Reach Your Own Boardroom?

See how LakeB2B can build a segmented, senior-level account universe and deliver sales-ready conversations for your team.

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