Ziggy Case Study: From Volatile Pipeline to Predictable Growth

How a remote B2B agency built market authority and drove significant pipeline growth through strategic LinkedIn video content.

Highlights

Highlights

Background

As a remote B2B agency, Ziggy needed a better way to build relationships with prospects and key clients. Their founder, Christian Radley, was dealing with volatile monthly results and needed a more consistent approach to business development. Their initial network-based growth had begun to plateau after the first two years, as they exhausted connections from their immediate network. They needed a new approach to continue scaling and reaching prospects beyond their existing relationships. Christian recognized that market trends were shifting toward video content. With everyone watching and talking about video content and LinkedIn actively pushing it in their algorithm, he saw an opportunity to differentiate Ziggy through LinkedIn videos that could be produced efficiently and reach their target audience effectively.

As a remote B2B agency, Ziggy needed a better way to build relationships with prospects and key clients. Their founder, Christian Radley, was dealing with volatile monthly results and needed a more consistent approach to business development. Their initial network-based growth had begun to plateau after the first two years, as they exhausted connections from their immediate network. They needed a new approach to continue scaling and reaching prospects beyond their existing relationships. Christian recognized that market trends were shifting toward video content. With everyone watching and talking about video content and LinkedIn actively pushing it in their algorithm, he saw an opportunity to differentiate Ziggy through LinkedIn videos that could be produced efficiently and reach their target audience effectively.

"When you are in a sales meeting and people remember a video that they'd watched that you have put out there. That's the type of validation that matters."

Christian Radley, Founder at Ziggy

What we did

The team at Sway One developed a comprehensive LinkedIn video series program that would showcase Ziggy's unique perspective on demand generation. Their collaboration with us included: - Strategic script development that organized our key insights into compelling narratives. - Professional production guidance, including equipment recommendations and recording best practices. - Creating engaging hooks and professional editing to maximize viewer retention on LinkedIn. - Supporting the end-to-end LinkedIn video production process from concept to distribution. The Sway One team handled the entire video series process from start to finish. Beyond just editing, they provided equipment recommendations, on-camera coaching for Christian, strategic advice on optimal posting times, and continuous feedback on performance. They suggested a format specifically optimized for LinkedIn's algorithm and audience expectations. As the program progressed, Sway One continuously analyzed results and made data-driven improvements to hooks, visuals, and sound design. This iterative approach ensured each new batch of content performed better than the last. Most importantly, they established an efficient production system where Christian could create 15-20 high-impact LinkedIn videos in just 90 minutes per month, often batch-recording multiple videos in focused sessions at the end of the week.

The team at Sway One developed a comprehensive LinkedIn video series program that would showcase Ziggy's unique perspective on demand generation. Their collaboration with us included: - Strategic script development that organized our key insights into compelling narratives. - Professional production guidance, including equipment recommendations and recording best practices. - Creating engaging hooks and professional editing to maximize viewer retention on LinkedIn. - Supporting the end-to-end LinkedIn video production process from concept to distribution. The Sway One team handled the entire video series process from start to finish. Beyond just editing, they provided equipment recommendations, on-camera coaching for Christian, strategic advice on optimal posting times, and continuous feedback on performance. They suggested a format specifically optimized for LinkedIn's algorithm and audience expectations. As the program progressed, Sway One continuously analyzed results and made data-driven improvements to hooks, visuals, and sound design. This iterative approach ensured each new batch of content performed better than the last. Most importantly, they established an efficient production system where Christian could create 15-20 high-impact LinkedIn videos in just 90 minutes per month, often batch-recording multiple videos in focused sessions at the end of the week.

Results

Ziggy grew their pipeline by 243% through their LinkedIn video strategy. More importantly, the videos established them as a trusted authority in their market, generating over 220,000 views on LinkedIn. The true measure of success came during sales meetings, where prospects consistently referenced specific videos they had watched. The content created lasting impressions that distinguished Ziggy in a crowded marketplace and built trust before conversations even began. Many videos circulated within prospect companies, creating "lightbulb moments" that stakeholders wanted to share with colleagues. This organic distribution amplified the reach and impact of their message. Christian went from volatile monthly results to consistent inbound deals. This example demonstrates how consistent, high-quality LinkedIn video content can build authority, create meaningful connections, and drive significant business growth - even for remote teams without regular in-person interactions.

Ziggy grew their pipeline by 243% through their LinkedIn video strategy. More importantly, the videos established them as a trusted authority in their market, generating over 220,000 views on LinkedIn. The true measure of success came during sales meetings, where prospects consistently referenced specific videos they had watched. The content created lasting impressions that distinguished Ziggy in a crowded marketplace and built trust before conversations even began. Many videos circulated within prospect companies, creating "lightbulb moments" that stakeholders wanted to share with colleagues. This organic distribution amplified the reach and impact of their message. Christian went from volatile monthly results to consistent inbound deals. This example demonstrates how consistent, high-quality LinkedIn video content can build authority, create meaningful connections, and drive significant business growth—even for remote teams without regular in-person interactions.