Webinar Marketing Strategy: How to Get 1,000 Registrations & 60% Attendance

In this article, you’ll learn:

• How to get 531 RSVP’s for your next webinar
• How to get 50% of them to show up live (300+ live)
• How to keep their attention for 60+ minutes
• How to sell and close on webinars

Getting 300 live potential customers on a webinar with your CEO presenting is like the CEO taking 300 individual 1 on 1 calls for 60 minutes each. Webinars, done right, are massive time unlocks for top performing CEO’s.

will discover the proven strategies top SaaS CEOs use to leverage webinars for massive user acquisition and revenue growth, complete with real-world examples. By implementing these tactics, companies have successfully turned online presentations into powerful lead generation and customer retention engines. You’ll get the 6-part playbook to launch your own high-converting webinars, packed with case studies you can use as inspiration. These examples are from top Founders like Omar Zenhom at Webinar Ninja, Casey Zeeman at Easy Webinar, and Biju Ashokan at Radius Agent, who have generated millions in revenue by mastering this growth channel.

The 6-Part Playbook For High-Growth Webinars

1. Choose a High-Value, Problem-Oriented Topic: Your webinar should solve a specific, painful problem for your target audience. Instead of a simple product demo, frame the topic around a solution.
2. Create a High-Converting Registration Experience: Your landing page needs to build urgency and clearly communicate value. Radius Agent’s CEO, Biju Ashokan, uses a compelling pop-up on their website with a countdown timer for the “next webinar,” creating a sense of immediacy that encourages sign-ups on the spot.
3. Promote Strategically with Partners: Leverage the audiences of adjacent companies to fill your webinar. Chad Rubin of Skubana shared a successful strategy where he partnered with a CRM software company for a joint webinar. This collaboration attracted 570 registrants, resulting in 2-3 new enterprise deals for Skubana.
4. Leverage Automation for Scale and Consistency: Running live webinars constantly is draining. Use pre-recorded presentations to scale your efforts while maintaining a high-quality experience. Radius Agent runs approximately 10 automated webinars a day using eWebinar. This allows them to generate leads around the clock without having a presenter live on every call.
5. Engage Attendees and Drive a Clear Call-to-Action: Even if the presentation is automated, engagement can be live. The team at Radius Agent monitors the chat on their pre-recorded webinars to answer questions in real-time, making it feel like a live event. Botco.ai’s CEO Rebecca Clyde ensures their webinars end with a clear call-to-action to book a personalized demo, effectively moving attendees down the sales funnel.
6. Use Webinars for Onboarding and Retention: Webinars aren’t just for acquisition. Casey Zeeman, founder of Easy Webinar, uses live workshops and office hours for new and existing customers. This educational approach improves user success and has been a key tactic in reducing churn. Similarly, Webinar Ninja hosts bi-weekly Q&A sessions exclusively for members.

Examples of Companies Winning with Webinars

• The CEO of Radius Agent revealed they use automated webinars to generate a consistent stream of new leads. By using a tool called eWebinar, they run approximately 10 webinars per day, giving prospects the feeling of a live event while their team answers questions in the chat.
• Skubana’s founder Chad Rubin explained how a single partnership webinar with a CRM company resulted in 570 registrations. With a 35-40% attendance rate, the event directly generated two to three new enterprise customers, each paying a significant monthly fee.
• Omar Zenhom of Webinar Ninja shared that his top two tactics for reducing churn both involve webinars. He hosts a live webinar for users during their 14-day trial and another intensive workshop one month after they become customers to ensure they understand the product’s full value, helping drive churn down to 4.1%.
• Easy Webinar’s founder, Casey Zeeman, implements a 30-day onboarding sequence for every new customer that includes a live onboarding call and access to regular office hours. This high-touch, educational approach helps users succeed and improves customer loyalty.
• Rebecca Clyde at Botco.ai described their webinar funnel, which attracts around 100 registrants per event. About 25% attend live and another 25% watch on-demand, with the primary call-to-action being to schedule a personalized demo with the sales team.
• Palash Soni, CEO of Goldcast, advises B2B marketers to create shorter, more focused digital events lasting two to four hours rather than multi-day conferences. He cited metadata.io as a company that successfully uses pre-event gimmicks, like swag giveaways and contests, to generate momentum and drive registrations.
• Anthony at Audience Plus explained how he built an 85% pipeline attribution from events at Gainsight by creating a community-focused conference called Pulse, which grew from 300 attendees to over 6,000.
• Seymour Rassoulov of wealth.co mentioned using webinars as a key part of their content marketing strategy to generate leads and educate their audience on AI-powered customer support.
• Adrian Dayton of Clearview Social uses video training and webinars to kick off the onboarding process for new firms, ensuring they get immediate value and understand how to use the platform effectively.
• Marc Smookler of IdealSpot highlighted how webinars can be a part of a self-service funnel, allowing users to learn about the product before engaging with a sales team, which is effective for their more “old-school” client base in commercial real estate.
• Adam Baker, founder of Dealpad, explained his strategy of using five value validation workshops before even delivering a proposal, ensuring executive alignment and a deep understanding of customer needs before the final demo.
• The team at Goldcast, an event platform doing over $6M in ARR, emphasizes creating highly brandable virtual experiences for B2B marketers, which serves as their key differentiator against larger competitors like Hopin.

Conclusion

You’ve just learned how top SaaS founders use webinars as a critical lever for growth, from generating initial leads to reducing long-term churn. By creating high-value content, leveraging automation, and focusing on engagement, these CEOs have built scalable systems that consistently add new revenue. If you want to fund your own growth playbooks without giving up equity, explore your options at Founderpath to secure non-dilutive capital.

Continue Learning: Expand your event strategy with our guides on community engagement, newsletter subscribers, and live events.

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