Merchant of Record Targeting Global B2C Markets
A Europe-based Merchant of Record provider needed a predictable outbound engine to acquire compliant B2C merchants across multiple regions. We built a structured multi-channel system combining LinkedIn, email, Instagram outreach, and direct website prospecting.
Qualified Opportunities
Merchants Onboarded
Yearly Volume
12 Months Campaign
Client Context
Company Profile
- Europe-based Merchant of Record provider
- Focus: compliant B2C businesses
- Regions: European Union, USA, MENA
- Key verticals: AI tools, video editors, subscription platforms, digital services
- Timeline: 12 months
Growth Objective
- Build a scalable outbound engine (growth relied on referrals / network)
- Establish trust and compliance narrative for MoR category
- Pivot to better-fit verticals without losing momentum
- Acquire compliant B2C merchants across four regions
Target Audience
Market Challenge
The company had no scalable outbound engine — growth relied entirely on referrals and the founder’s network. The MoR category requires high trust and a strong compliance narrative, yet many prospects were not ready for a tax-compliant MoR model, creating higher friction. An initial vertical test with game dev studios showed low fit due to platform ecosystem constraints (Apple/Google). The team needed a clear pivot to better-fit verticals without losing momentum.
Strategic Framework
Targeting Logic
Start with game dev studios, validate fit, then pivot based on constraints and response data. Reposition toward AI tools, video editors, subscription platforms, and scalable digital services. Segment by business model, geography, and readiness for compliant MoR structure.
Positioning Strategy
Clear value framing: compliance, tax handling, global billing simplicity, reduced operational burden. Multi-channel sequencing with consistent follow-ups and CRM discipline. Micro-segmentation by vertical to tailor messaging and approach.
Engagement Scope
The client engaged VirtuWise under a structured multi-channel lead generation framework.
The collaboration included:
- LinkedIn outbound outreach
- Cold email campaigns
- Instagram prospecting
- Website form outreach
- Pre-qualification & opportunity validation
- CRM pipeline coordination
This system replaced founder-led acquisition with a scalable outbound engine.
Execution Engine
Channel Orchestration
LinkedIn + email sequences tailored per vertical. Instagram touchpoints for digital-first founders where relevant. Direct website form submissions for hard-to-reach accounts.
Pre-Qualification
Business model, product type, geography, and compliance readiness assessed before advancing. Continuous message iteration based on reply quality and conversion data.
Pipeline Discipline
CRM-driven follow-up discipline across all channels. Structured stage tracking with weekly reporting and optimization cycles.
Why It Worked
Build a Predictable B2B Pipeline for Your Company
We design structured multi-channel systems that consistently generate qualified opportunities across industries.