Case study 03 · Lead generation & outbound
A B2B outbound engine
The prospecting system for RBP Finivis's partner pipeline — market definition, list building, enrichment, sequenced outreach across LinkedIn and email, and scoring, with every stage recorded in the CRM.
Tools
- 01 Target market segment · licence · region
- 02 Sales Navigator accounts · CEO / founder
- 03 Evaboot · PhantomBuster export · enrich · verify
- 04 SBL · Instantly LinkedIn + email sequences
- 05 Replies → score hot · warm · qualified · low
- 06 Zoho CRM partnership stage · next action
Overview
RBP Finivis sells its white-label forex platform to a narrow set of buyers: fintechs; banks — authorised-dealer, cooperative, small finance and regional rural; and travel, education and immigration businesses whose customers need forex. I designed and ran the prospecting system that finds them, reaches the right person and records every step in the CRM.
I didn’t build the tools. The work is in how they’re connected — what goes in, what comes out, and what happens to a reply.
The challenge
Generic lists don’t work here. A target has to be the right kind of institution, often holding the right licence, and reached through a founder or senior decision-maker who already gets plenty of cold outreach.
Volume without targeting burns the sending domain and the brand. So the engine is built around precision first, then scale.
The engine
LinkedIn + email track
- 01 Define the market Segment, institution type, licence and region.
- 02 Build the list Sales Navigator Account lists and CEO / founder searches.
- 03 Export & enrich Evaboot · PhantomBuster Sales Nav export, profile enrichment, email finding and verification.
- 04 Sequence SBL · Instantly Paced LinkedIn touches (SBL) and multi-step email (Instantly).
- 05 Replies Tracked against the step that earned them.
- 06 Qualify Scored into hot, warm, qualified or low.
- 07 CRM & follow-up Zoho CRM Partnership stage, owner and next action.
Design decisions
- Work around the tool’s limits. Evaboot’s email finder needs a person’s name, not just a company domain — so company-level searches run through PhantomBuster first to identify the CEO or founder, then go to Evaboot.
- Verify before sending. Addresses are verified before they enter a sequence, which protects deliverability for everything that follows.
- Check the licence where it matters. Financial institutions are checked against the Reserve Bank of India’s public lists of authorised dealers and money changers before outreach.
- A field per channel, plus one overall status. The CRM tracks email sequence step (Email 1–5, stopped on reply or bounce), LinkedIn status (request, messages 1–3, replied) and an overall contact status through to meeting booked — so anyone can see exactly where a prospect is.
The local track: Google Maps
Not every good partner is on LinkedIn. Travel agents, study-abroad consultancies, IELTS centres and money changers are found where their customers find them — on Google Maps.
For this track I built a search matrix pairing business types with specific localities, used to drive Google Maps extraction in PhantomBuster. The resulting lists feed sales calls, with WhatsApp follow-up through Interakt once a prospect agrees to it.
| Business type | Locality |
|---|---|
| IATA accredited travel agency | Andheri, Mumbai |
| study abroad consultancy | Model Town, Ludhiana |
| urban cooperative bank | Pune |
| cross-border payments API startup | Koramangala, Bengaluru |
| education finance NBFC | Connaught Place, Delhi |
| IELTS coaching center | Banjara Hills, Hyderabad |
| authorized money changer | Gachibowli, Hyderabad |
| corporate travel agency | Nehru Place, Delhi |
| + 371 more | |
- 01 Search matrix Business type × locality.
- 02 Maps extraction PhantomBuster
- 03 Clean list Relevant, reachable businesses only.
- 04 Sales call
- 05 WhatsApp follow-up Interakt Only after the prospect agrees.
Outcome
A documented, repeatable engine: every stage has a tool and a matching field in the CRM, so a reply arrives with the sequence step and score that produced it. This case study covers the system design; it doesn’t report campaign results.
Capabilities demonstrated
Ideal-customer definition · list building · data enrichment · deliverability hygiene · multichannel sequencing · lead scoring · CRM discipline · connecting tools into one workflow.