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

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.
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.
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.
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.
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.
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.

Founderpath invests in ambitious founders looking to grow fast. Click here to submit a capital request

The 500-Live SaaS Webinar Playbook: From Topic to Revenue

Goal: engineer a webinar that gets ~500 people live and converts them into paying customers—using proven strategies from
Neil Patel,
Russell Brunson,
Alex Hormozi, and
Lewis Howes, plus fresh industry benchmarks from
ON24 and others. This playbook gives you the math, scripts, timeline, and run-of-show to turn one webinar into new MRR now—and a replay-powered pipeline for the quarter.

1) Reverse-Engineer the Funnel (Math First)

You want 500 live attendees. Plan conservatively for a ~33% attendance rate (registrants → live). That means you need roughly 1,500–1,600 registrants. With a well-executed sales segment, a 7–10% live close rate is realistic (15% is a stretch goal for best-in-class sales webinars).

Target model: 1,560 registrants × 33% attend = 515 live.
Conversion: 515 live × 8% buy = 41 customers.
Revenue example: $250 MRR plan → $10,250 in new MRR on day 0 (before follow-up closes).

Keep your CAC payback < 90 days on paid traffic. Partner/house channels should be instant or near-instant payback.

2) Pick the Right Webinar Type for SaaS

Outcome Workshop: deliver a concrete result live (e.g., “Launch a personalized onboarding in 45 minutes—no dev time”). Best for PLG or fast-start paid tiers.
Partner Webinar: co-host with an integration partner; tap their list for 20–40% of total registrations.
Demand-Gen Demo: qualify and push to booked sales calls/PQLs.
Customer Story Clinic: show the exact steps a customer used to hit results, then replicate them live.

3) Topic & Promise (Steal What Works)

Use a single, time-boxed outcome that solves a painful job-to-be-done. Borrow title angles from:

Patel on lead-gen webinars (benefit-first copy, co-marketing)
Brunson’s “Big Domino” (one belief to knock down)
Hormozi’s value equation (value > price via speed, certainty, bonuses)
Howes’ live incentive (reason to show up now)

Title templates:

“Ship a Personalized Onboarding Flow in 45 Minutes (No Dev Time).”
“Cut Lead Response Time by 83% Using This 2-Step Playbook.”
“Automate QBRs: Build a 4-Slide Renewal Deck in 20 Minutes.”

4) Offer Design: The Conversion Engine

Build a three-tier offer that makes buying easy for different readiness levels:

$0 Trial/Starter: 14–30 days, pre-configured with key integrations.
Core (Most Popular): add 2–3 “done-with-you” bonuses (templates, migration, concierge setup).
Pro/Annual Bundle: implementation credits + priority support + a webinar-only risk-reversal (e.g., KPI-based credit in 90 days).

Anchor the close with a short, explicit value stack (Brunson) and the value equation (Hormozi) so attendees can see they’d be “saying no to money” by not buying.

5) Tech & Tracking (Don’t Wing It)

Webinar platform: Zoom Webinar, Demio, Livestorm, ON24, Goldcast.
Landing pages: native webinar LPs or your own builder; add logos and one big transformation.
Comms: email + SMS; always include ICS calendar files.
Attribution: UTM source/medium/campaign; map contact → opp → revenue in CRM.
Engagement: polls, Q&A, clickable CTAs, timed resource drops.

Want to fund the paid portion while protecting equity? Use non-dilutive capital: Founderpath revenue financing or a Founderpath term loan can front the ad spend against future cash flows—especially helpful when a webinar is already converting.

6) Registration Page That Converts at 35–50%

Hero: one outcome + time box + live incentive.
3 bullets: pains solved, artifacts delivered (templates, SOPs).
Credibility: logos + 3 proof numbers.
Agenda with timestamps: tell people exactly when the value arrives.
FAQ for objections: time, relevancy, price.
“Add to Calendar” after form + GDPR/recording note.

7) Three-Week Promotion Plan to Hit 1,500–1,600 Registrants

Week −3 (Launch)

Email #1 to house list (big promise + incentive).
Partner drop #1 (co-host/integration partner).
Founder + brand posts on LinkedIn; team amplifies.
Paid: LinkedIn Lead Gen Forms → LP; retarget all site visitors.

Week −2 (Build)

Email #2: “Agenda revealed + 2 bonuses added.”
Partner drop #2 or marketplace email.
Affiliates: give 1-click posts + unique tracking links.
Remarketing short clips that tease the outcome; add social-proof tiles.

Week −1 (Convert)

Email #3: “50 live teardown seats—first come.”
Email #4: “Can’t attend? Register for the recording.”
SMS 48h + 2h before; resend ICS with time-zone confirmation.
AEs/CSMs DM named accounts (ABM list) with the hook.

See Patel’s guidance on building a webinar funnel and promotion across channels for additional lift.

8) Reminder Cadence That Increases Show-Up Rate

T-48h email: “Your workbook is inside.”
T-24h email: “Add to calendar + 3 bonuses.”
T-2h SMS: join link + incentive (toolkit/teardown seat).
T-10m email: “We’re live—grab a seat.”

Howes’ classic reminder playbook still works—especially when the live incentive is genuinely valuable.

9) Run-of-Show (60 Minutes)

0:00–4:00 — Payoff: promise the result; flash the live-only incentive (released at minute ~50).
4:00–10:00 — Credibility & Big Domino: 1 slide with logos + outcomes; state the belief you’ll change.
10:00–25:00 — Teach the 3 Pillars: framework, shortcut, risk reducer.
25:00–40:00 — Micro-Demo: build the thing you promised in real time. Run a poll; drop a CTA banner.
40:00–50:00 — Offer & Stack: reveal tiers, bonuses, and the guarantee. Show the value equation.
50:00–60:00 — Q&A & Objections: seeded questions on ROI, implementation time, security, SSO, data.

Brunson’s Perfect Webinar skeleton plus a real SaaS demo is a dependable converter.

10) The Close (Stack, Scarcity, Certainty)

Value Stack: line-item deliverables with $ value next to each.
Real Scarcity: limited implementation slots—not fake countdowns.
Risk Reversal: KPI-based credit window (e.g., 90 days) to increase certainty.
Fast-Action Bonus: 30-minute kickoff for buyers on the call.

11) Partners, Affiliates, & ABM (Your Scale Levers)

Co-hosting with integrations and marketplaces adds net-new audience quickly. Provide the partner with white-label copy, UTM links, and a revenue-share on sourced deals. For paid amplification, consider non-dilutive financing to spin up a larger test while keeping equity intact
(Founderpath revenue financing).

12) Budget & Targets (So CAC Doesn’t Creep)

Mix: 55% house/partners (~880 regs), 30% paid (~480), 15% social/affiliates (~240).
LinkedIn CPL: aim for $6–$12 with Lead Gen Forms; pause any ad sets at >1.5× target after 48 hours.
LP health: if conversion <30%, tighten the promise, add proof logos, remove form friction.
Attendance: if <30%, add SMS, bigger live incentive, more calendar touches.

13) Day-Of Ops (Flawless Execution)

Green room 30 minutes early (A/V, backup host, deck).
Warm-up: “Where are you joining from?” to seed chat activity.
Moderator posts CTAs at demo start and offer reveal.
Backup join links pinned in chat + auto-email failover.
Record everything for replay and content repurposing.

14) Follow-Up: Where Half Your Revenue Lives

Segment and run a 7–14 day sequence:

Buyers: onboarding checklist, implementation calendar, success stories.
Attended / No-Buy: 4 emails + 2 SMS: replay (with timestamps), case study, offer restack (implementation slots expiring), “what would make this a no-brainer?” plain-text ask.
No-Shows: replay + 48-hour extension on the live-only bonus.

15) Repurpose One Webinar into a Month of Content

Replay as evergreen lead magnet (hosted in a content hub).
10 short clips (15–60s) for LinkedIn/TikTok/Shorts.
Turn the demo into a step-by-step tutorial in your help center.
Package the framework + templates as a downloadable playbook. Earn links by ungating the templates and gating the long-form guide.

16) What “Good” Looks Like (Benchmarks)

LP conversion: 35–45% typical; 50–59% possible with tight promise and proof.
Reg → Attendee: 30–40% for marketing webinars; top months can hit ~50% live attendance.
Live close: 7–10% target; 15% is elite.
Follow-up close (14 days): +2–5% more.

17) Slide-by-Slide Deck Blueprint

Title & Payoff
Agenda (timestamps)
Credibility (logos + 3 proof numbers)
Before/After (pain → outcome)
Framework (3 pillars)
Case Proof (one slide with metric + screenshot)
Demo Steps (checklist)
Common Pitfall (what breaks & fix)
Offer Stack (tiers + bonuses + guarantee)
Fast-Action Bonus (implementation slots)
Q&A (seeded)
CTA (URL + QR + chat button)

18) Copy-Paste Email & SMS System

Launch Emails

Subject: Build [Outcome] in 45 Minutes (Templates Inside)

Body: Promise, 3 bullets, live incentive, register CTA.

Proof Email: “How [Customer] Cut [Metric] by [X%].” Case snippet + agenda + CTA.

Scarcity Email: “50 Live Teardown Seats—Claim One.” Bonus recap + FAQ + CTA.

Reminder Cadence

T-48h: workbook delivery
T-24h: ICS + time-zone confirm
T-2h SMS: join link + incentive
T-10m: “We’re live now”

19) Team & Roles

Host: narrative + offer
SE/PM: runs the micro-demo
Moderator: chat, polls, Q&A
Closer(s): DM hot leads; book calls
Ops: recording, backup links, analytics

20) Failure Modes & Fixes

Bland topic: reframe to “one big promise” with a time box and proof.
Low attendance: add SMS, beef up the live incentive, resend ICS with time-zone confirmation.
Weak close: explicit value stack, KPI-based guarantee, scarcity around implementation capacity.
Bloated demo: keep it to 10–15 min; deeper dives go to a follow-on workshop.
No partner: add one integration partner for a net-new list bump.

Reference Links (for your team)

Neil Patel on webinar promotion: article • Webinar funnels: article • Lead-gen webinars: article
Russell Brunson’s Perfect Webinar: framework • CF blog guide: high-converting webinars
Alex Hormozi’s value equation (Grand Slam Offer): $100M Offers summary
Lewis Howes on attendance: increase webinar attendance • Webinar marketing: report
Benchmarks & stats: ON24 Benchmarks Hub • 2025 takeaways: blog • Fresh stats: Contrast 2025 report

The Easy Way to get 1k webinar registartions, 60% show up