I came across this breakdown and it completely flipped how I thought about YouTube. Figured it might be valuable for you as well.
Most founders assume YouTube only works if you go big. Massive subscriber counts, viral videos, influencer-level reach. But this case study proves that's wrong, well at least for B2B.
There's a small company in immigration + tax optimization. Nothing sexy. Their average client pays around $2,000 though. Their YouTube channel has maybe 1,000 to 1,500 subscribers. And from that channel alone, they've booked 500+ sales calls. That's easily seven figures in revenue from what most people would call a "dead" channel.
But it gets crazier… They get only around 350 to 400 views per day. About 30 videos total. But they close roughly half their calls. They even spun up a second channel in another language with under 30 subscribers, and it already brought in multiple paying clients.
This is why B2B YouTube is a completely different game.
Subscriber count is a vanity metric. What actually matters:
The videos that drive revenue on this channel aren't flashy. They're boring, high-intent, search-driven stuff: "how to get residency in X," "best tax residency for digital nomads," country comparisons etc. These aren't entertainment videos. They're decision-stage videos, which means the viewer is already problem-aware and actively searching for a solution. That's why they convert.
If you're selling something where one customer is worth a few thousand dollars or more, obsessing over subscriber count makes no sense. A small channel with the right topics can outperform a larger audience watching for entertainment. The leverage comes from intent, not scale.
I’d love to hear form other founders to see if you’ve had similar results? Have any of you tried YouTube as an acquisition channel? What results did you see?