DMT Helps Concordia University Streamline Outbound Efforts for KoolReplay Project

KoolReplay is a technology project backed by Concordia University, designed to help amusement parks capture and share visitor experiences using IoT-enabled video and photo systems. Their solution is used by zip lines, amusement parks, and similar entertainment venues to monetize content and elevate guest engagement.

KoolReplay needed to build an outbound sales and lead generation funnel to engage with their industry-niche prospects more efficiently and generate qualified leads. Their internal team lacked the resources to manage this, and the entertainment industry also includes a couple of challenges with the outbound:

The DMT team kicked things off with an onboarding meeting to align on goals, define the ideal target profiles, and shape the initial outreach strategy together. The primary focus was on zip lines and amusement parks in North America - using client-provided leads as a foundation and expanding from there with hand-curated research via Google Maps, Yelp and other platforms.

The team built the outreach infrastructure - including an email sending tool and sequences there, LinkedIn profiles and their optimization, and CRM implementation - within a couple of days. Once the strategy and sequences were approved, email campaigns were launched, and LinkedIn was used as a separate channel for the multichannel approach.

Campaigns test runs and performance optimization: We ran A/B tests on messaging, mostly changing and testing subject lines and the value prop, since the social proof and challenges were more static due to the nature of our offering. Also playing around with the message timing, role segmentation, and the way we deliver value prop messaging for those segments.

ICP research adjustments: Based on results, we prioritized prospects who were more responsive and a better fit during the outreach. For example, after a couple of tests we figured out that zip line operators were more interested in the solution specifically for the zip line niche. This brought us to a 15% response rate and a 65% open rate on average.

After we got confident in the performance of the campaigns and a dozen of leads already generated, we switched from a local market to a nationwide scale. And eventually, to an international level - adding European companies to the lead pool.

As the campaigns continued, we also broadened our focus to include other entertainment businesses in need of automated video solutions - always keeping personalization and niche targeting at the core of the strategy. While also implementing a couple of AI-driven approaches specifically for research purposes, just to filter out the most relevant leads and add personalization points.

DMT lead generation approach allowed us to:

• Booked 30+ qualified appointments within an initial quarter.
• Generated over 1,000 niche-verified contacts, building a strong foundation for KoolReplay’s long-term outbound pipeline.
• Maintained high engagement rates through both email and the LinkedIn channel.

By adapting rapidly, personalizing outreach, and focusing on high-impact verticals, we helped KoolReplay build a scalable outbound and lead generation strategy that aligned with their business seasonality and unique audience.