From Clicks to Customers: How Influencer Marketing Drove $1M in Pipeline and Outperformed LinkedIn Ads with 10X ROI

When the ask came in to Offleash to fill a company’s pipeline and lower acquisition costs, we delivered—and then some.

To supplement their existing strategy, they launched a multi-channel influencer marketing campaign—and the numbers told the story. In B2B tech, influencers aren’t just content creators—they’re analysts, engineers, and subject matter experts your buyers already trust.

The outcome? Not only did cost per lead (CPL) drop by over 50%, they also generated upwards of $1 million in marketing-contributed pipeline in just six months. A nearly 10x return on investment and a solid proof point that influencer marketing is no longer just for B2C.

Here is how Offleash helped them do it.

The Problem: Rising LinkedIn Spend, Flat Engagement

Cutting through the noise in B2B tech? Easier said than done. The market is saturated, trust is everything, and legacy ad platforms like LinkedIn are delivering diminishing returns at higher costs.

The team set out to accomplish three primary objectives: reduce cost per lead without compromising lead quality, target IT decision-makers in more credible and authentic ways, and stimulate interest in their solutions—all while expanding into new, strategically important markets.

The Strategy: Engage Buyers Where They Are

Rather than throw more dollars at the same old ads, we switched it up. We focused on a multi-channel influencer program, tailored to the way a tech-savvy audience consumes content. We focused on educating, not selling—tapping trusted voices to do the talking.

We achieved this through a strategic mix of influencer content across multiple channels: co-branded, value-add webinars with thought leaders in cybersecurity, cloud, and enterprise tech; sponsored Substack newsletters; native content developed with credible voices in the space; YouTube product reviews with expert walkthroughs; and LinkedIn posts from trusted industry leaders.

The Results: Performance That Competed—and Exceeded—LinkedIn Ads

With just 5% of their paid media budget allocated to influencer channels, the team saw incredible results in just six months:

• CPL reduced by over 50%: Leads from influencer-hosted webinars and newsletter sponsorships were significantly more cost-effective than their LinkedIn average.
• $1M+ of attributed pipeline: Altogether across all influencer activations, the campaign drove $1,026,000 in marketing-attributed pipeline—almost entirely from webinar signups, newsletter ads, and product demo requests.
• 9.8x return on investment: The campaign generated nearly 10x ROI, proving that influencer marketing, when done right, can outperform traditional digital tactics even among the most tech-savvy buyers.

Why It Worked: Trust, Relevance, and Timing

The success of the campaign came down to three simple but powerful principles. First, we put a premium on reaching the right individuals through the right channel, choosing to join the conversation instead of trying to dominate it. Second, we valued credibility over clicks—partnering with influencers that had real industry expertise and established trust from the start. Finally, each piece of content provided actual educational value rather than a sales pitch, delivering useful information rather than product-heavy messaging.

The takeaway? Influencer marketing isn’t just for brand awareness anymore. When done right, it’s a pipeline machine.

Ready to cut LinkedIn costs and grow your pipeline with influencer marketing? Let’s talk. Email me at kelly@offleashpr.com to discover how Offleash can help you tap into the power of B2B tech and enterprise influencer marketing.