How a PE-backed fintech turned Money20/20 into $150k+ pipeline
25 dinner attendees (10 customers + 15 target accounts)
Description
This Series B IDV company walked into past events with no visibility or plan. With Luminik, they booked 20+ meetings, hosted a strategic dinner with target accounts, and synced every touchpoint into Salesforce - creating $150k+ in pipeline and a playbook they now use across 10+ events.
Industry
FinTech
Company Stage
Series B
Persona/Role
Director of Marketing
CRM Used
Salesforce
Outbound Stack
Apollo
Problem
This PE-backed identity verification (IDV) company, headquartered in New York, had committed to attending 10 major fintech events in the second half of the year. But their experience at past events including Money20/20 - had been underwhelming.
They spent $70k+ on Money20/20 in the previous year and had no clear ROI. Sales walked in cold. Follow-ups were inconsistent. CRM data was incomplete. The events felt busy - but converted nothing.
“We spent over $70k on Money20/20 last year and had no idea who we talked to or what came out of it.”
– Director of Marketing
Marketing couldn’t defend the spend. Sales didn’t trust event leads - and reps showed up hoping to “bump into someone useful.”
With 10 more events on the calendar, they needed to fix this - fast.
Approach
Pulled the full attendee list five weeks before the event - cleaned, enriched, and scored each contact
Used signals and job titles to isolate high-fit buyers - like their best SDR would
Synced high-priority leads into Apollo with ready-to-send messaging
Pre-booked 20+ meetings with ICPs and created AE briefs to prep reps in advance
Logged notes and conversations live during the event and synced all activity into Salesforce
Executed a private dinner with 10 customers and 15 target account decision-makers
Followed up post-event and delivered full reporting within 48 hours, tied to campaign KPIs in Salesforce
Results
25 high-value guests attended the private dinner (10 customers, 15 ICPs).
20+ ICP meetings booked pre- and during event.
$150k+ opportunity sourced and tracked in Salesforce.
20+ hours saved on post-event reporting, CRM cleanup, and follow-up.
AEs got meetings. Marketing got attribution. Leadership got pipeline visibility.
Luminik retained to support 10+ additional events for the year and as a long-term GTM partner.
