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

Virtido is a Swiss-based software development and IT staffing company delivering end-to-end solutions - from strategic consulting to hands-on implementation. Through its nearshoring model, Virtido offers cost-effective services to businesses seeking scalable software development and operational support.

As Virtido continued to grow, it recognized a critical gap in its sales process: the lack of a dedicated outbound lead generation channel. While their in-house efforts had succeeded organically, scaling predictable deal flow required a structured outbound funnel focused on generating and converting high-quality leads. So DMT team joined Virtido to cover a rising lead generation demand and find SQLs through outbound outreach.

DMT team was brought in to build and execute an outbound appointment-setting strategy tailored to Virtido’s goals.

1. Deep ICP & Use Case Discovery

The engagement kicked off with a strategy session to align on the Ideal Customer Profile. Our team conducted discovery calls with Virtido’s team to understand:

• Key verticals they wanted to break into
• Types of companies and tech stacks they supported best
• Common buying intent triggers for outsourcing partnerships

From there, DMT team built a dynamic ICP framework, mapping buyer personas to real-world use cases and typical decision-making processes. This ensured every campaign was grounded in relevance from day one.

2. Database Building & Channel Setup

Our research team compiled a clean and accurate lead database, focusing on UK-based CTOs, Heads of Engineering, and Product Leaders. Meanwhile, our technical team set up the necessary infrastructure:

• Verified outbound email domains with warmup systems
• LinkedIn profiles to support personalized messaging
• Cold calling infrastructure and scripts tailored to Virtido's offering

3. Multichannel Execution at Scale

The outbound outreach was executed across email, LinkedIn, and cold calling, each playing a unique role in the funnel:

Email: Personalized, use-case-driven messaging was tested across 5+ industry segments. We ran A/B tests on subject lines, CTA variations (soft and hard), and pain-point alternatives, eventually reaching a 30-40% open rate and 4-5% response rate - with the initial campaigns' test runs.

LinkedIn: The profile was actively managed with weekly posts and a steady stream of personalized connection requests and follow-ups. Messaging was adjusted for tone and relevance, creating a natural and human touchpoint. The LinkedIn channel saw a 20% connection acceptance rate.

Cold Calling: We handled calling to re-engage warm leads who: 1. didn’t reply to emails or LinkedIn messages; 2. those who did reply and showed some interest, but eventually never booked appointments with us. Allowing us to add a more natural follow-up or an initial touch for the relevant prospects.

4. Iteration & Personalization

Throughout the campaign, weekly syncs with the Virtido team allowed us to stay aligned with their vision, and keep developing the ongoing strategy. Our analysis of engagement metrics led to refined role-based messaging and segmented outreach campaigns - just to increase the response and appointment rates even further.

Campaign personalization at scale resulted in response rate improvements of up to 40% over time

We launched micro-campaigns focused on fast-growing tech firms, getting higher-than-average appointment rates

DMT helped Virtido not just fill their pipeline - but build a sustainable outbound and lead generation strategy so they could scale.

• 6+ qualified appointments (SQLs) booked monthly;
• 2 meetings converted into deals during the first quarter;
• Building awareness in a key market (the UK);
• Increased executive engagement on LinkedIn, enhancing Virtido's personal brand and social credibility