How a 175-person identity verification company generated $1.8M in pipeline across 15 events in 6 months
$1.8M pipeline in 6 months
Description
A Series A IDV company attending 15+ global fintech events had no systematic pre-event targeting. With Luminik, they booked 270+ qualified meetings, supported 6 AEs across 4 continents, and generated $1.8M in pipeline — in a single half.
Industry
FinTech
Company Stage
Series A
Persona/Role
Director of Marketing
CRM Used
Salesforce
Outbound Stack
Apollo
Problem
This 175-person identity verification company (Series A, $60M raised) was one of the fastest-growing players in the KYC/IDV space — but their event marketing wasn't keeping up.
With 15 global events on the H2 calendar — from Money20/20 USA and Europe to the Dubai FinTech Summit, Singapore FinTech Festival, and fintech conferences across Latin America — the Director of Marketing faced a scaling problem. Six AEs needed to walk into every event with qualified meetings already booked. Instead, they were walking in blind.
Attendee lists arrived days before events and sat in inboxes. Nobody had time to cross-reference thousands of registrants against the ICP. Post-event follow-ups happened weeks later — if at all. And when the CEO asked which events were driving pipeline, marketing had no answer.
"We were spending six figures on events every quarter and couldn't tell our CEO which ones were actually producing pipeline. The prep was manual, the follow-up was inconsistent, and we had zero attribution."
— Director of Marketing
With 15 events across 4 continents in a single half, they needed a system that could scale — not another spreadsheet.
Approach
Attendee intelligence at scale: Luminik sourced and enriched attendee data 3–5 weeks before each of the 15 events, identifying which registrants matched the company's ICP using firmographic, technographic, and intent signals
Automated ICP matching: Every attendee was scored and ranked — so the team knew exactly who to target at each event, from Money20/20's 11,000+ crowd to 200-person regional summits
Pre-event outreach sequences: High-priority targets were loaded into Apollo with event-specific messaging, and qualified meetings were booked for all 6 AEs before each event
Real-time CRM sync: All in-event interactions were captured and synced into Salesforce, maintaining a single source of truth across 15 events and 4 continents
Post-event pipeline reports: Delivered within 48 hours of each event, with every meeting and opportunity tied to Salesforce campaign attribution
Results
$1.8M in qualified pipeline generated in H2 2025 — directly attributed to event activity
270+ qualified meetings booked across 15 events on 4 continents
25 active opportunities created and tracked in Salesforce
6 AEs supported with pre-event intelligence, meeting schedules, and post-event briefs
Full campaign attribution — every event dollar tied to pipeline for the first time
Events went from cost center to highest-ROI channel — the team now runs the same system across every event
"For the first time, I could walk into a board meeting and say exactly what each event produced. Luminik didn't just help us book meetings — it gave us a repeatable event engine that works on any continent."
— Director of Marketing
