DMT Streamlines Complex Lead Generation for Hubilo with Hyper-Segmented Research

Hubilo is a global event tech platform that empowers organizations to host engaging, interactive virtual and hybrid events. With a mission to transform how people connect, Hubilo provides a dynamic virtual venue supported by a robust suite of tools and a team of event strategy experts. Their platform enables businesses, associations, and event planners worldwide to reimagine audience engagement in an increasingly digital world.

Hubilo partnered with DMT, having a clear objective: to build a highly targeted lead generation channel that could power their outbound sales strategy at scale. The right lead research strategy was essential to hitting the desired metrics. In an oversaturated market, success depends on precise segmentation and personalization — which can only be achieved through accurate research, identification of buying signals, and relevant personalization triggers.

Hubilo sales team's Ideal Customer Profile was not only narrow, but required multi-layered data points—including company event history, employee counts, valid direct phone numbers, and other campaign-relevant data.

To meet these demands, DMT team joined Hubilo’s outbound sales operations to generate, verify the lead generation part of the project. Our mission was to conduct hand-curated, high-accuracy research and deliver segmented lead lists optimized for performance. Sustaining each Hubilo’s representative with the necessary data to run campaigns for the specified vertical and region.

Hubilo’s internal sales team faced multiple roadblocks when trying to scale their outreach in-house:

🔍 Initial Phase: ICP Discovery & Market Mapping

Before launching any research operations, DMT team conducted a market analysis to map out relevant verticals and geos to present to the Hubilo team, aligning with their initial ICP. Also, figuring out the best tool, AI & boolean search prompts, databases, and the workflow setup to get the most accurate research.

To begin with, we aligned on a set of key data points that needed to be included for each prospect and account added to the research list:

• Industry behavior (checked manually through the website and supplementary research platforms);
• Number of events per year for an account (checked through the social media, AI web search prompts, or the company website);
• Number of visitors (tracked through the event pages, event followers, or historical data etc);
• Event types and structure (can be checked manually through the website, LinkedIn events, or Google boolean search “site:”);
• Companies' event news (could be tracked through social and Google boolean search and waterfall enrichment tools like Clay);

While also dividing each prospect into a couple of vertical and role segments, we had ( for example: Tech, Finance, Healthcare, and other verticals).

Once the research strategy, necessary points were approved, we delivered a test batch of leads to validate quality and conversion potential before scaling the research. Hubilo’s team shared their vision for how leads should be delivered, including how to divide batches among their reps. This helped us integrate more seamlessly into their workflow.

📊 Execution Phase: High-Precision Lead Generation at Scale

Eventually, we built a fully integrated research system, and our daily research process focused on three core segments:

1.Professional Associations

• Prioritized based on annual conference activity
• Often required deep research into membership size and past event frequency

2.Enterprise Corporates

• Targeted financial services, pharma, and consulting firms with active event calendars
• Data collected: event type (webinars, virtual summits), decision-maker contact info, HQ location

3.Event Service Providers

• Companies offering event management, AV support, and platform integrations
• Ideal for partnership-based outreach

We enriched every contact with additional firmographic data and, when available, personal direct dial numbers—fulfilling the client’s quota even in harder-to-source regions like the UAE, Singapore, and South Africa.

✅ 2,500+ qualified leads delivered within 12 weeks

✅ 99%+ match rate to ICP criteria, validated by Hubilo sales team

✅ 10%+ uplift in email response rate, as confirmed by the client

✅ Personal phone numbers acquired for >32% of leads in MEA/APAC (surpassing the quota)

"Hiring DMT Business Development was a great decision for us at Hubilo. They provided us with highly accurate leads, which resulted in a 10% increase in our response rate on average."

— Archan Dholakia, Head of Marketing at Hubilo