Webinar case study
Ligtas: generating 500 leads through educational webinars.
How Echo Works helped Ligtas turn CPD-approved HSE expertise into a webinar-led lead generation system, giving the sales team more inbound leads to follow up with.
A webinar-led campaign that helped Ligtas generate 500 leads in 6 months while positioning the business as a go-to HSE expert.
The challenge
A health and safety consultancy needed more inbound leads.
Ligtas is a health and safety consultancy and training provider helping companies train employees, improve compliance and build stronger HSE processes and policies.
The business needed more inbound leads for the sales team to follow up with, while also strengthening its position as a trusted expert in health, safety and environmental compliance.
They had topics that large numbers of people could learn from, but needed a clearer way to turn that expertise into a repeatable lead generation system.
They needed a way to:
- Generate more inbound leads for the sales team
- Educate businesses around HSE, compliance and training needs
- Position Ligtas as a go-to HSE expert
- Use CPD-approved content to attract relevant attendees
- Create a repeatable webinar system that could generate leads over time
The strategy
Use webinars to educate at scale and capture lead data.
For Ligtas, webinars were the right format because they allowed the business to reach a larger group of relevant people through one useful piece of educational content.
Topics were chosen around law changes, compliance themes and training needs. This made each session timely, practical and directly relevant to the audience.
Each webinar was built around a host and at least one subject matter specialist, giving Ligtas a clear way to demonstrate expertise while keeping the content helpful and accessible.
The strategy connected the live webinar, email activity, HubSpot integration and follow-up journey, creating a more structured route from awareness to lead capture.
The system
One educational webinar. A larger audience. Warmer leads.
Choose timely topics
Webinar topics were shaped around compliance changes, common HSE challenges and training needs that the audience already cared about.
Produce expert sessions
Each webinar included a host and subject matter specialist, helping Ligtas educate attendees while demonstrating its knowledge and credibility.
Capture and follow up
The webinar funnel captured lead data and connected that activity to HubSpot, giving the sales team a clearer follow-up journey.
What we delivered
Strategy, campaign setup, production and distribution.
Echo Works supported Ligtas with the full webinar system, from the campaign strategy and email journey through to production, editing, distribution and reporting.
Webinar strategy
- Webinar campaign strategy
- Topic planning
- Speaker and session structure
- Education-led positioning
Campaign setup
- Email campaigns
- HubSpot integration
- Registration journey support
- Lead capture setup
Production and distribution
- Live webinar production
- Producer support and troubleshooting
- Webinar editing
- Webinar distribution
The results
A webinar campaign that generated 500 leads in 6 months.
The webinar campaign helped Ligtas create a stronger inbound lead generation channel while giving the sales team more relevant people to follow up with.
The impact
More than a webinar. A repeatable lead generation system.
For Ligtas, the webinars created a clear way to educate the market while generating warmer leads for the sales team.
Instead of relying only on static content or sales-led outreach, the business could use useful, CPD-approved sessions to attract people who were already interested in HSE, compliance and training.
The webinars also helped potential clients understand what Ligtas offers, where its expertise sits and why it is a trusted partner for health and safety support.
Each webinar became more than a live session. It became a campaign asset, a lead capture mechanism and a source of content that could keep supporting visibility after the event.
Webinar-led lead generation
Want to generate more leads through educational webinars?
We help B2B businesses use webinars to educate their audience, capture lead data and create warmer follow-up opportunities for the sales team.