Holding Webinars for C-Suite Leaders in the GCC: How and Why?

Since 2020, I’ve been exploring webinars as a tool for lead generation and relationship building. After running a mix of global events and smaller-scale online engagements, I can confidently say that webinars are among the most cost-efficient and high-impact tools for generating B2B leads.

Why Webinars Work So Well

From a performance standpoint, webinars consistently outperform other lead generation tools I've used. In my experience, the cost per lead on a webinar registration form is 3–4 times cheaper than that of other methods like paid social media campaigns, email outreach, or offline events. This makes webinars a powerful option—especially for startups or lean teams looking to maximize ROI.

But beyond the numbers, webinars place you on a virtual pedestal. Instead of reaching out to potential clients or partners one by one, you’re inviting them to a space where you’re the host—the expert. This dynamic immediately creates authority, positions you as a thought leader, and opens the door for genuine business conversations.

Lessons from Running Webinars for C-Level Audiences in the GCC

Over the last couple of years, I’ve tried organizing webinars specifically targeted at C-suite leaders in the GCC. This audience has its own unique traits, especially when compared to mid-level managers:

• Show-up rates tend to be lower. In one instance, out of 25 registered C-level executives, only 1 actually joined the session. This might seem discouraging at first glance, but it comes with a silver lining.

• Engagement quality is much higher. If a C-level exec decides to attend, they engage deeply—asking highly specific, incisive questions. They’re not looking for fluff. The speaker must be a true subject matter expert, ready to elaborate on each point with precision, backed by data or relevant examples.

• Registrations matter more than attendance. Many executives who register but don’t attend are still expressing genuine interest. Following up with a personalized message or offering a one-on-one call can often open the door to a meaningful business relationship.

  
  

Reaching VIPs Through Webinars

Another overlooked benefit of webinars is the access they offer to VIPs and decision-makers who stay off the radar. Many senior leaders don’t use social media actively—or at all. Sometimes, it's their assistants who manage their online presence. By creating webinar registration funnels, you create opportunities to connect with this hard-to-reach audience in a way that’s respectful, non-intrusive, and relevant to their interests.

To target such individuals effectively, platforms like Instagram can be surprisingly useful, even though they don't allow title-based targeting like LinkedIn. Instead of aiming at job roles, you focus on specific interests or pain points that resonate with your target audience. Then, drive traffic to a clean, compelling landing page for your webinar—and let the content do the rest.

Strategic importance

Webinars aren't just a trend—they're a strategy. A well-executed webinar can help you generate leads at a fraction of the cost, engage with senior-level decision-makers, and set yourself apart as a trusted voice in your industry.

I’m keen to continue using webinars not only for my own business but also to help my clients across the GCC and beyond tap into their full potential.