Generating 86 Responses and Nearly 30 Donor Calls for Medair in Just Seven Weeks

About Medair

Medair is an international humanitarian organisation helping vulnerable communities affected by conflict, disease, and disasters. Its Verified Impact Assets (VIAs) enable donors to fund verified humanitarian outcomes from work already completed, giving supporters a clear connection between their contribution and the impact it funds. Learn more at https://www.medair.org/

Client’s challenge

Medair needed to generate donor interest in an unfamiliar funding model while reaching a narrow audience with the capacity to contribute $10,000.

🧭 Introducing a New Humanitarian Funding Model

Prospective donors needed to understand how Verified Impact Assets worked and why funding completed, verified outcomes was valuable. Medair needed clear, tailored messaging that addressed hesitation and made the philanthropic value compelling for each audience.

🎯 Finding and Reaching Qualified Donors

Interest in humanitarian work did not always translate into available funding. Medair needed to identify individuals and organisations with both the capacity and motivation to contribute, then reach them despite corporate email filters and organisational approval processes.

Solution

SalesCaptain developed a segmented outreach strategy, then refined the audiences, messaging, and channels based on campaign performance.

🎯 Donor Segmentation and Qualification

We built targeted campaigns for family offices, charitable foundations, donor-advised funds, and corporate foundations, qualifying prospects for funding capacity and philanthropic fit. As we expanded prospecting, we identified LinkedIn followers of organisations working on similar humanitarian causes and filtered them for indicators of donation capacity. This combined a relevant interest signal with the ability to contribute.

✍️ Messaging Built Around Verified Outcomes

We simplified the VIA proposition: donors could fund humanitarian outcomes that had already been delivered and verified. We tailored the messaging to each audience’s motivations and objections. For family offices, this meant strengthening the philanthropic case and explaining the contribution’s value beyond financial returns.

💬 LinkedIn Outreach for Corporate Foundations

When corporate foundation campaigns struggled to generate engagement through email, we shifted outreach to LinkedIn. The change improved engagement and generated an interested response from the Coca-Cola Foundation, opening a further conversation.

👤 Expansion into High-Net-Worth Individuals

We expanded targeting to founders who had sold their companies and senior executives identified as potential high-net-worth donors. Messaging connected personal giving to concrete humanitarian outcomes, while reaching individuals reduced dependence on organisational approval processes. This became the strongest-performing campaign, generating the best engagement and positive-response performance, alongside booked calls.

‍