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Enterprise grade experimentation and conversion optimization platform
About the client
VWO (Visual Website Optimizer) is an enterprise grade experimentation and conversion optimization platform that helps product, growth, and marketing teams increase revenue by running data driven tests and improving digital experiences.
VWO’s suite includes A/B testing, multivariate testing, personalization, feature experimentation, and insights tools that help digital teams reduce uncertainty and drive measurable customer experience improvements.
Headquartered in India with customers around the world, VWO serves both mid-market and enterprise organizations across e-commerce, SaaS, financial services, travel, and digital publishing.
Responsible team
Challenges
VWO sought to accelerate enterprise inbound and outbound pipeline generation for its experimentation suite. While the brand had strong recognition in the mid-market, they needed assistance in:
- Reaching senior digital leaders and growth decision makers at larger, enterprise companies
- Positioning VWO as a strategic experimentation platform tied to business outcomes such as revenue growth, retention, and conversion uplift
- Penetrating new markets and industries with tailored value propositions
- Consistently generating qualified discovery meetings for their solutions consultants
VWO needed a predictable outbound rhythm that could support enterprise growth over a 12 month horizon.
Solutions
Leadriver implemented a 12 month outbound demand generation program leveraging cold email and LinkedIn outreach.
In collaboration with VWO, we defined a high value ideal customer profile with the following criteria:
Target organization profile:
- Digital first brands and platforms in e-commerce, travel, fintech, education technology and SaaS
- Annual digital revenue north of $50M
- Multi geographical markets and large user bases
Target stakeholders included:
Head of, VP, Director, CRO
Head of Digital Product
CMO, VP, Director, Manager Marketing
Director of e-commerce
VP Digital Strategy
We developed segmented campaigns with messaging frameworks tailored to each buyer group:
- For growth and product leaders: focus on experimentation velocity and ROI
- For marketing and e-commerce leaders: focus on uplift in conversion and revenue
- For digital transformation and innovation: focus on data driven decision making and personalization
Outreach channels included:
Cold email sequences with tightly crafted messaging and case driven hooks
LinkedIn outreach targeting senior decision makers in priority accounts
Personalized messaging based on industry, digital maturity, and revenue impact themes
A B testing on emails, subject lines, and call to action variations
Continuous optimization was driven by detailed performance feedback and regular alignment calls with VWO’s sales and product teams.
Results
Across the 12 month program, Leadriver helped VWO build a reliable outbound pipeline with measurable revenue impact.
We reached approximately 12,400 digital and growth decision makers over the course of the campaign.
Performance highlights:
Average email open rate of 49%
Average reply rate of 3.5%
LinkedIn connection acceptance rate of 38%
This disciplined and tailored outbound motion generated a high volume of qualified conversations, enabling VWO’s solutions team to accelerate enterprise deal flow and shorten sales cycles.
By focusing on real revenue and conversion impact messaging rather than only product capabilities, Leadriver helped position VWO as the go-to experimentation partner for teams looking to scale digital metrics.
The 12 month program created a repeatable outbound engine that continued to feed VWO’s enterprise pipeline and saw them closing more than $400k in ARR.
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