THE CLIENT

Client is a professional business software consulting firm based in Irvine, CA. It specializes in the Sage Software family of products – Sage MAS 90 and 200, Sage BusinessWorks, Sage CRM, and JobOps Job management software. Client helps businesses increase productivity and profitability through the application of integrated accounting, distribution and management software. Reporting tools allow users to quickly and easily extract, analyze and professionally present business information.

Client’s services include software selection, system design and implementation, user training and support, data conversion, and eCommerce/EDI/CRM consulting. Client has helped over 400 companies in a wide variety of industries. Client’s goal is to be the most trusted and most responsive in the network technology and business management industry.

Client engaged the services of Callbox in August 2005.

THE CHALLENGE

Considering the stiff competition and difficulty of marketing business software, it was crucial for Client to double, even triple its sales and marketing efforts in order to find prospects. Client lacked the team and resources to search for prospects. Its sales and marketing was handled by one person who wanted to focus on presenting proposals and closing deals and could not be burdened by the time-consuming search for prospects. Client needed to scour the market for businesses with upcoming software system projects such as software evaluation and upgrading. It targeted businesses that needed:

• system change
• system upgrade or downgrade
• system maintenance
• add-ons to current system

Client sought a partner to find these prospects, generate interest for the products and services and provide all necessary marketing support to achieve its goal.

THE SOLUTION

Client turned to Callbox to rev up its sales efforts.

Callbox initially carried out an invitational campaign in Aug. 2005, calling prospects and inviting them to attend meetings and/or seminars conducted by Client. A series of lead generation and appointment setting campaigns followed, spread out over a year, alternately conducted on a per-lead or per-seat arrangement. Since the start of the campaign, the call quota of Callbox agents rose from 100 to 160 calls per day, targeting 20 leads per month as required by the Client.

Callbox agents inquired about prospects’ plans to change or replace their business management software in the next 3-12 months. This was followed by a series of questions regarding:

• satisfaction with the current software being used
• flaws/problems with current software
• current systems used for operation and accounting
• evidence of manual or double entry for processes
• interest in changing or upgrading current software
• functionalities expected from the software
• time-frame for implementation
• budget

Aside from calling prospects, the Callbox team sent out brochures to customers asking for additional information. Prospects that had talked with Client’s sales consultant were also forwarded to Callbox agents for follow-up calls.

THE RESULTS

Since August 2005, Callbox agents placed a total of 27,857 calls for Client, and have forwarded 240 leads since the start of the lead generation and appointment setting campaigns. With Callbox handling the qualification and forwarding of hot leads, Client now devotes full attention to closing deals significantly increasing sales. Client was pleased with the performance of the Callbox team who delivered a total of 72 leads as of its recent campaign from February to June 2007.

Client has pre-extended their contract through September 2007.

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