Stingray needed predictable pipeline across three distinct ICPs - FAST/VOD, telco, and automotive - each with different decision-makers and buying triggers. We built a 33-domain, 100-inbox infrastructure that sent 31,000+ emails, drove 150+ positive replies, and booked 60+ qualified meetings while keeping deliverability stable across every vertical.
BACKGROUND.
Stingray is a global digital media company that licenses and distributes a fully rights-cleared portfolio of music and video content, plus karaoke and other interactive formats, so partners can plug premium entertainment directly into their platforms without building or licensing everything from scratch.
Their partners span FAST/AVOD platforms, Pay TV, mobile carriers, and automotive OEMs. Stingray’s edge is the combination of audio + video + karaoke under a global rights umbrella, paired with human curation at scale to keep experiences brand-safe and consistent across regions.
Before working together, Stingray needed a way to generate a predictable pipeline across multiple ICPs: FAST/VOD, telco bundles, and automotive, each with different decision-makers, buying triggers, and success metrics.
This wasn’t just an outreach problem, it was a positioning and targeting problem. “Content” can sound commoditized unless the message is tied to executive outcomes (engagement, churn reduction, differentiation, subscription revenue).
THE SOLUTION.
Infra Setup
We built outbound infrastructure with 130+ inboxes designed for scale without burning deliverability.
What didn’t work (initially)
Generic “content provider” framing didn’t create enough urgency across different verticals.
In multiple sequences, Email 1 variants underperformed, and a portion of the list generated high “OOO/NI” volume, signaling a need to improve relevance, timing, and follow-up value.
(early campaign results)
What worked
Segmentation-first strategy: separate campaigns by vertical + buyer context (FAST/VOD, telco, in-car; leadership vs manager-level; regional splits).
Outcome-based positioning: reframing Stingray as an engagement and retention lever (watch time, churn reduction, differentiation, digital subscriptions) rather than “more content.”
Follow-up optimization: in several campaigns, Email 2 outperformed Email 1, so we leaned into the follow-up structure that drove higher reply rates and better conversation quality.
Why we adjusted strategy (and when)
We knew the initial approach needed tightening once we saw two consistent signals:
First-touch variants weren’t reliably producing meetings, even when replies came in.
Different seniority levels behaved differently: leadership outreach worked, but manager-level targeting opened an additional lane in mature accounts.
How we adjusted
Collaborated with the client on core angles (licensing complexity, FAST/VOD programming outcomes, IVI engagement + subscription revenue).
Refined copy to emphasize risk reversal (demo links, trials, pilot/sandbox) and reduce friction.
Expanded targeting: after leadership traction, we launched manager-level campaigns to reach decision influencers at the same accounts and maintain momentum.
Rolled the proven FAST/VOD motion into other plays (in-car entertainment + CES segmentation) while keeping deliverability stable.
45 days: ~31,000+ emails sent, 150+ interested leads, 60 qualified meetings
Built a repeatable meeting engine: FAST/VOD campaigns (leadership + manager-level) produced multiple booked meetings over successive weeks, showing message-market fit and consistency.
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