Turning Leads into Deals: How DMT Built a High-Impact Lead Generation Strategy for Virtido

Our client is a global provider of advanced financial software for SMBs. Their flagship product, CurrencyXchanger (CXR), along with KYC/AML compliance solutions, is trusted by thousands of currency exchange and money transfer professionals worldwide. Their tools help businesses with physical storefronts handle regulatory compliance, customer onboarding, and financial transactions more efficiently.

For years, the client had successfully grown through inbound marketing and referrals. But as they looked to scale and capture untapped opportunities, inbound alone wasn’t enough. They needed to build a scalable outbound funnel — something they hadn’t done before.

1. Onboarding

The client provided a tightly defined ICP—initially focused on currency exchange and money transfer providers with physical branches. Our research team quickly got to work:

• Manually validated contact data through online directories, licensing registries, and regional business databases
• Filtered out low-intent businesses and focused on those with high regulatory compliance needs
• Built a list of verified leads across North America, the UK, and the Middle East

2. Messaging and Campaign Creation

All messaging, sequencing, and outbound strategy were led by DMT team, with collaborative input from the client to ensure accuracy and tone. We built and launched campaigns across three main channels:

• Email: Custom sequences tailored to regulatory pain points and operational benefits, driving a 30–35% open rate and 5–6% response rate
• LinkedIn: Hyper-personalized outreach supported by a content strategy to elevate brand visibility and trust
• Cold Calling & SMS: These channels proved crucial for reaching low-digital-presence prospects. Voice and text touchpoints helped increase conversion rates and re-engage warm leads.

We also advised and executed a LinkedIn content plan for the client’s leadership, building visibility and credibility within key verticals.

3. Real-Time Campaign Optimization

The campaign delivered strong initial results, including appointments booked within the first 30 days. However, in Month 3, we experienced a market slowdown coupled with a shrinking pool of untouched leads in the initial vertical.

Rather than pause or plateau, we involved:

• Expanded the ICP to adjacent industries: crypto exchanges, real estate brokers, jewelers, and precious metal dealers
• Re-engaged past leads through tailored follow-ups and retargeting
• Launched content and outreach specifically for seasonal shifts in demand (e.g., year-end compliance push)

This agile strategy enabled a full rebound and exceeded prior performance in the following quarter.

Key outcomes:

• 8-9 qualified appointments booked per month (on average)
• 50%+ ROI uplift within the first 90 days
• New verticals tapped and validated for future growth
• Improved brand awareness and executive visibility through LinkedIn
• Hosted a highly attended webinar with DMT’s support on strategy and promotion

In a niche, competitive, and traditionally offline market, SalesNash helped CXR & KYC solutions company build an outbound funnel from scratch—and evolve it into a predictable, scalable growth channel. Our multichannel, high-touch approach has proven its value time and again, making us the client’s preferred outbound partner to this day.