How Leadinfo Uses Webinars to Strengthen Customer Relationships and Drive Growth

Most companies start using webinars because they want more leads.

Leadinfo certainly sees that value too, but what makes their approach interesting is that webinars are not just part of their marketing strategy. They’ve become part of how they educate customers, strengthen relationships, and improve retention at scale.

And that makes a lot of sense for a company like Leadinfo.

As a B2B lead generation platform, Leadinfo helps sales and marketing teams identify website visitors, automate follow-up, and convert more traffic into opportunities. But like many SaaS companies, they know that the real value of a product only appears when customers actively use it.

This is where webinars began playing a bigger role.

Helping customers get value faster

For Leadinfo, webinars are not simply about presenting features; they’re about helping customers succeed with the product as quickly as possible.

“We make sure customers get value from the tool quickly,” says Millicent, Team Lead of Customer Success at Leadinfo. “And ideally, they never want to leave.”

That mindset shapes the way the team approaches webinars. Instead of creating overly polished presentations, they focus on sessions that are practical, useful, and easy to apply.

The goal is simple: help customers understand what’s possible and give them ideas they can use immediately.

Webinars became a natural way to stay connected with customers

One challenge for fast-growing software companies is that the product evolves constantly. New features are released, workflows improve, and integrations expand, but customers don’t always notice those updates on their own.

That’s one of the reasons Leadinfo started using webinars more actively.

“Our tool changes quickly,” says Vivian, Partner Marketer at Leadinfo. “We want customers to stay informed about what’s possible. Webinars are perfect for that because they’re visual, personal, and interactive.”

One of their strongest examples is the Leadinfo Recap webinar series, where the team walks customers through recent updates, shares upcoming improvements, and answers questions live.

The format turned out to be highly effective.

More than a thousand people registered across webinars in three different languages, making it one of their most successful webinar initiatives so far.

This webinar room showcases Leadinfo’s product update webinar where customers can learn about new features and upcoming improvements.

  The HubSpot integration changed the way they follow up

One of the most valuable parts of Leadinfo’s webinar strategy is the integration with HubSpot.

Because webinar data syncs directly to contact profiles, the team gets a much clearer picture of customer engagement.

They can see:

• Who attended a webinar
• How long someone stayed
• Which webinars they joined
• Which topics interested them
• How engaged they are over time

That creates much more useful context for both marketing and customer success teams.

“We don’t just use webinar data for follow-up emails,” Millicent, the Customer Success lead, explains. “It also helps us understand customer engagement overall.”

For example, customers who regularly join webinars are often highly active users of the platform. And highly active users are generally more likely to stay long term.

That insight even influences customer health scores inside HubSpot.

Instead of looking only at support tickets or account activity, webinar attendance also becomes part of understanding customer loyalty and retention.

Small interactions make a big difference

One reason these webinars work so well is that Leadinfo keeps the experience interactive.

The sessions are not just one-way presentations.

The team actively uses:

• Public chat
• Polls
• Live questions
• Calls to action
• Targeted follow-up

That interaction creates a double advantage.

First, attendees stay highly engaged during the webinar itself.

Second, the team gathers valuable insights for follow-up afterward.

For example, if someone shows interest in a specific feature during a poll or asks a related question in the public chat, Leadinfo can follow up with a relevant product demo or explanation video. That makes the entire communication feel much more personal.

This webinar dashboard shows poll responses and attendee engagement data used for more relevant follow-up communication.

Webinars are now part of their wider growth strategy

What started as a useful communication tool has grown into a bigger part of Leadinfo’s overall marketing and customer success strategy.

Today, webinars support:

• Product launches
• Customer education
• International campaigns
• Feature announcements
• Customer retention
• Lead nurturing

And because they host webinars in multiple languages, they can build stronger relationships with customers across different markets without losing the personal element.

That scalability matters.

Especially for SaaS businesses, there’s always a balance between growth and maintaining customer connection. Webinars help bridge that gap by allowing companies to communicate at scale while still feeling human.

Their advice: don’t wait until everything is perfect

One of the most refreshing things about Leadinfo’s approach is that they didn’t overcomplicate getting started.

A lot of businesses delay webinars because they think everything needs to be polished first. Perfect slides. Perfect setup. Perfect presentation style.

Leadinfo took a more practical approach.

“Just start,” the team says. “It doesn’t have to be perfect. If you’re enthusiastic and understand who you want to help, the rest develops naturally.”

That’s probably one of the best lessons for companies considering webinars today.

The value rarely comes from perfection.

It comes from consistently sharing useful knowledge in a way that feels genuine and accessible.

What other businesses can learn from Leadinfo

There are a few simple lessons that stand out from Leadinfo’s webinar strategy:

• Start with a clear goal for your webinar
• Focus on helping, not just selling
• Keep webinars interactive with polls and public chat
• Use webinar data to improve follow-up
• Think beyond lead generation alone
• Don’t wait for perfect production quality

Most importantly, remember that webinars are not just content: they’re a way to create connection at scale.

That’s exactly why they continue to work so well.