Outsourcing B2B Lead Generation: A Guide for Choosing the Right Company

Table of Contents:

Want to know more about what we do?

Book a Meeting

Introduction

Outsourcing lead generation can speed pipeline creation — if you pick the right partner. For complex B2B sales, the best partners blend digital demand, account-based outreach and event-driven engagement. This guide explains selection criteria, evaluation questions, and how agencies like Clavent plug ICPs into curated events to create qualified leads.

What to expect from a modern lead-gen partner

Look for capabilities across strategy, account research, personalised outreach, event production and measurement. The ability to design and host executive forums is a differentiator.

Checklist

  • ABM competence (targeting + personalization)
  • Event execution (curation + moderation)
  • Data integration (CRM + attribution)
  • Post-event activation & lead routing

Key questions to ask prospective partners

  1. Can you show event-originated pipeline examples?
  2. How do you recruit and qualify attendees?
  3. What CRM and attribution systems do you integrate with?
  4. How do you measure influence and convert leads?
  5. Who owns follow-up and meeting scheduling?

Red flags to watch for

  • Overreliance on paid ads alone for ABM
  • Lack of executive-level outreach capability
  • No clear SLA for lead quality or follow-up timelines

How event-driven agencies add value

An agency that runs executive events does three things well:

  1. Curates the right audience (ICP to in-room).
  2. Crafts conversation formats that surface intent.
  3. Converts event interest into qualified meetings rapidly.

Tactics

  • Ensure the agency will provide attendee lists, consented insights, and meeting capture.
  • Require a post-event activation plan with SLAs for meeting scheduling.

Contract & pricing considerations

Prefer outcome-oriented pricing models — e.g., blended retainer + success fee tied to qualified meetings — rather than purely hourly or CPM contracts.

Example

Clavent partnered with an enterprise vendor to deliver a six-roundtable ABM program. The agency’s curated invites and quick follow-up scheduling generated a 3x higher qualification rate than prior in-house campaigns.

Takeaway

Choose a partner who combines ABM strategy with executional excellence in events and follow-up.

CTA: Need help choosing or evaluating lead-generation partners? Schedule a call with Clavent.

SHARE POST