KFA Case Study

Sep 23

2 min read

Updated: Sep 28

CASE STUDY · FINANCIAL SERVICES · ENTERPRISE ABM

A wealth firm with fewer than 100 followers reached Amazon and Microsoft executives for under $20 per signup.

THE CHALLENGE

On paper, it looked impossible.

A small wealth management firm — fewer than 100 LinkedIn followers — wanted to reach financial decision-makers at major enterprise companies.

Their standard funnel strategy was producing mediocre results. Budget was under $5,000.

The math didn’t work. Enterprise LinkedIn ABM campaigns in financial services typically cost $150–$300 per lead. This firm had less than 30 leads worth of budget to spend on a target audience nobody thought reachable at that price.

WHAT WE DID

Pivoted to true ABM. Narrowed to two companies. Amazon and Microsoft.

Broad targeting was the wrong instrument. With less than $5K in budget, we couldn’t afford to be efficient across a wide ICP. We needed to be surgical.

So we killed the funnel-wide approach and rebuilt around a two-account list: Amazon and Microsoft. Both concentrate exactly the kind of financial decision-makers KFA wanted to reach — senior tech executives with meaningful comp packages and complex financial situations.

Then we built the whole campaign to talk to those executives specifically — a webinar on financial tactics for Amazon and Microsoft leadership. Not generic advisory content. A specific point of view for their situation.

THE PLAYBOOK

Four moves that turned one webinar into an evergreen lead engine.

THE RESULTS

Cost per signup dropped 50% as the playbook matured.

Three tactics, three cost points. Each one below what a similar-sized firm would expect to pay to reach this audience at all — let alone in these numbers.