140 Appointments for Volopay
Volopay gives finance teams full control over company spend through corporate cards, automated expense reporting, multi-currency accounts, and real-time budget visibility. They needed a repeatable outbound engine to win mid-market accounts before legacy vendors locked them in.
140
Appointments booked
291
Leads generated
$20,000
Avg deal size
Singapore
Headquarters
About the Client
Volopay gives teams control over their company's payments, expenses, budgets, and accounting. Their platform offers corporate cards, automated expense reporting, multi-currency accounts, and direct integrations with major accounting software. Volopay serves high-growth companies that have outgrown manual expense processes.
Client
Volopay
Industry
Fintech
Headquarters
Singapore
The Challenge
Competitive Spend Management Market
Volopay competed against well-funded global players in the business spend management category. Standing out required highly targeted outreach to finance leaders who were already evaluating multiple solutions.
Identifying Companies at the Right Stage
Volopay's ideal customer was a fast-growing SME or mid-market company that had outgrown spreadsheet expense management but had not yet committed to a legacy solution. Identifying and timing outreach to these companies at the right moment was critical.
Building Pipeline at Volume
Given the relatively fast sales cycle and mid-range deal size, Volopay needed a high-volume, efficient outbound motion that could consistently generate qualified pipeline without excessive cost per acquisition.
Our Approach
Channels Used
Leadriver Team
Finance Leader ICP and Market Mapping
We defined the ideal customer profile around high-growth companies in Series A to Series C stages across South East Asia, with 50 to 500 employees where expense management pain was likely acute. Target personas included CFOs, Finance Managers, and Heads of Finance who were the economic buyers and daily pain owners.
Growth Signal-Based Targeting
Leadriver built prospecting workflows that identified companies showing growth signals including recent funding, rapid headcount expansion, and international operations. These signals correlated strongly with a willingness to invest in spend management infrastructure.
Pain-Led Cold Email Sequences
We developed cold email sequences that led with the specific operational pain of manual expense reporting: month-end close delays, lack of real-time visibility, and the risk of out-of-policy spend. Each sequence was personalised to the prospect's company stage and finance team size.
LinkedIn Decision Maker Engagement
LinkedIn outreach targeted CFOs and Finance leaders with a conversational approach that focused on their specific growth challenges before introducing Volopay's solution. This channel was particularly effective for senior finance buyers who preferred professional network engagement over cold email.
High-Velocity Pipeline and Qualification
Given Volopay's volume-oriented sales model, Leadriver implemented a high-cadence qualification process to ensure a consistent flow of qualified meetings. All leads were screened for company size, current process, and decision-making authority before booking.
Results
140
Appointments booked
291
Leads generated
$20,000
Avg deal size
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