Strong is Not Enough. Startup SRM Firm Ups Growth with Callbox ABM

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The Client

The Client is a SaaS SRM, payments and events platform for charities, providing Supporter Management, Payment Processing, Event Pages and Ticketing, Digital Auctions & Raffles, Online Marketing Tools, Powerful Analytics, APIs, and Donation & Appeal Pages.

The Challenge

The Client is a startup company that is rapidly growing into a leading Charity and Non For Profit (NFP) Supporter Management Platform provider. Despite gaining a fleeting market strength, the Client still sees opportunities for growth, particularly in sales and marketing which they programmed to work through outsourced lead generation.

The Callbox Solution

Callbox designed an ABM Lead Generation and Appointment Setting campaign for the Client which consisted of:

  • Account-Based Multi-Channel Lead Management which included Voice, Email, Chat, Web and Social Media.
  • Sales Enablement & Support that provided Training, Setup and Back Office Sales Support.
  • Tools Subscriptions and Utilization of the Callbox Pipeline and HubSpot CRMs.
  • Account Management with Strategy Building, Reporting and Product Knowledge.

The Goals

  • The Callbox team was to use an Account-based Marketing approach to expand the Client’s data stack.
  • To generate leads and set office or online demo appointments between the Client’s sales team and interested prospects. 

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified their target industries, location and decision makers.
  2. Callbox refined the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts.
  3. Callbox came up with a list of potential contacts to target which was reviewed and approved by the Client.

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they want the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations.
  2. The campaign’s target prospects were Head of Fundraising and Head of IT.
  3. The master contact list was segmented based on these personas and was further grouped according to industry type.

Results

Overall, the thirteen-month ABM Lead Generation and Appointment Setting campaign generated  413 Sales Qualified Leads and 2 Marketing Qualified Leads.

The Client initially signed up for a single-seat campaign, but with the good results that the Callbox team delivered in the first five months, they doubled the seats on the next two months, and eventually tripled in the succeeding months.

Top Accounting Firm Recount Success with Callbox Lead Generation Program

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The Client

The Client is an independent 35 year old accounting firm that offers audit and assurance, liquidations, corporate secretarial, taxation, due diligence, forensic investigations, litigation support, valuations, data analytics, immigration and international group restructuring to multinational clients in Singapore. They are one of the “Big 4” financial firms in the city-state and were ranked number one by DFK Asia Pacific and International Accounting Bulletin for two consecutive years.

The Challenge

The Client prides itself on being a self-made financial behemoth and trusted brand in Singapore. They keep an internal staff of experienced financial experts that help them excel in proactively managing compliance processes to a range of clients across industries.

However, the last two years have shown indistinct progress. Customer acquisition downscaled from 3 new clients to 1 per month. The Client thought they had to make a change in their prospecting process. And although they were quite unsure, they decided to outsource lead generation from a third party provider to help them get back on track.

The Callbox Solution

Callbox designed an account-based marketing lead generation and appointment setting campaign which utilized multiple channels like voice, email, web and social media to reach and engage prospects. The campaign was sealed in a two-term contract.

The goal was for the Callbox team to generate leads and set appointments for the accounting leader’s consultants with qualified prospects who have the need for compliance obligations like audit and tax, accounting and all other financial services. The campaign involved two key steps:

Account Research and Selection

  1. The Client specified target industries and decision makers.
  2. Callbox worked out the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts.
  3. Callbox then compiled a list of potential contacts to target, which was reviewed and approved by the Client.

Account and Prospect Profiling

  1. The Client provided target decision makers for the Callbox team to reach out which consisted of detailed demographic and firmographic segmentations.
  2. The buyer personas designated as the campaign’s primary targets were Finance managers/Directors, Accounts Managers, IT Managers/Directors, Financial Controllers, HR Managers/Directors, C-suite, Accountants, Business owners.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

Overall, the three-month ABM Lead Generation and Appointment Setting campaign produced a total of 57 appointments, 1 marketing qualified lead, 7 requests for information, 3 for callback, 10 potential leads and 287 social media connections.

Governance & Cyber Risk Lead Secured New Potential Customers with Callbox ABM

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The Client

The Client is a leading governance and cyber risk company, providing global customers with Cloud & Cyber Security, Compliance Services, Risk & Governance, Red Teaming & Penetration Testing, Health Checks, and PCI DSS, ISO27001, ISM/IRAP certifications.

The Challenge

The Client needed an extension team to promote their products and services, and to give their business development team enough time to focus on nurturing and closing deals. Aside from generating new potential clients, they also wanted to find a long-term lead generation partner.

The Callbox Solution

Callbox designed an Account-Based Marketing Lead Generation and Appointment Setting campaign which consisted of:

  • Account-Based Multi-Channel Lead Management which included Voice, Email, Web, Chat, Social Media and Webinar.
  • Sales Enablement & Support that provided Training, Setup and Back Office Sales Support.
  • Tools & Subscriptions of the Callbox Pipeline and HubSpot CRMs.
  • Account Management with Strategy Building, Reporting and Product Knowledge.

The Goals: 

  • Callbox team to build a list of prospective companies to market the Client’s range of products and services.
  • Call and promote either of the following: Governance and Risk Compliance, PCI-DSS, Cyber Security Assessment, ISO 27001 Certification with the target prospects to generate interest, and help identify pain points or upcoming needs.
  • Schedule phone, online or office meetings with interested prospects.
  • Submit two types of leads: Sales Qualified Lead (SQL) and Marketing Qualified Lead (MQL).
  • Help generate registrations to the Client’s webinar event.

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified target industries and decision makers.
  2. Callbox worked out the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts.
  3. Callbox then compiled a list of potential contacts to target, which was reviewed and approved by the Client.

Account and Prospect Profiling

  1. The Client provided target decision makers for the Callbox team to reach out which consisted of detailed demographic and firmographic segmentations.
  2. The buyer personas designated as the campaign’s primary targets were CIO, Risk Managers, Risk Officers, Compliance Manager, IT Security Manager, Legal,  and Accountants
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The Account-Based Marketing Lead Generation and Appointment Setting campaign has delivered 51 Sales Appointments and 61 Marketing Qualified Leads.

The campaign is ongoing, and the Callbox team is consistently delivering high potential leads that the Client can nurture and easily convert into customers.

IP Provider Customer Base Hits 33% Up with Callbox ABM Campaign

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The Client

The Client is an Australian-owned cloud, data centre and connectivity provider, specializing in enterprise cloud, robust data centres, managed connectivity solutions and multiprovider internet services, with a network that spans through Australia points of presence in five states.

The Challenge

The Client partnered with Optus to wholesale Internet Protocol (IP) Services to middle-tier ISPs and voice service providers in Queensland, and extended its market to Sydney. The Sydney operation did quite well in the first five years, but later scaled down as in-house sales and marketing schemes became ineffective in acquiring new customers, barely drawing ROI. The Client knew that in order to increase their client list, they needed more advanced sales and marketing methods and tools, but such requirements further led them to another challenge: lacking the best tactics and tools that would scale up the sales numbers.

The Callbox Solution

Callbox designed an ABM Lead Generation and Appointment Setting campaign for the Client which consisted of:

  • Account-Based Multi-Channel Lead Management which included Voice, Email, Chat, Web, Social Media and Webinar.
  • Sales Enablement & Support that provided Training, Setup and Back Office Sales Support.
  • Tools Subscriptions to Callbox Pipeline.
  • Account Management with Strategy Building, Reporting and Product Knowledge.

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified target industries and relevant contacts.
  2. Callbox refined the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts.
  3. Callbox then compiled a list of potential contacts to target which was reviewed and approved by the Client.

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they wanted to engage which consisted of detailed demographic and firmographic segmentations.
  2. Relevant contacts designated as the campaign’s primary targets:Office Manager, Gen. Manager, Managing Director, ICT Manager/Director, IT Manager, Communications Manager
  3. The master contact list was segmented based on these decision maker profiles, and was further grouped according to industry type.

Results

Overall, the 6-month campaign delivered 72 Sales Qualified Leads, 57 Marketing Qualified Leads, and 216 Social Media Connections.

World’s No .1 CRM Got On Holiday Rush & Engaged More Customers with Callbox Lead Generation

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The Client

The Client is the world’s number one cloud-based software company that provides customer relationship management service and a complementary suite of enterprise applications focused on customer service, marketing automation, analytics, and application development. They have been a Callbox partner for nearly a decade.

The Challenge

The CRM leader wanted to keep connected with their customers throughout the holiday season, and sending them updates through research reports and other useful product/service collaterals via a Lead Tele-nurturing campaign was the best strategy to keep customers engaged throughout the long recess.

The Callbox Solution

The Client normally runs long-term campaigns with Callbox, but on random occasions, they roll out short-term lead generation campaigns to cater momentary needs. The most recent was an Account-Based Marketing Tele-nurturing campaign for the Holidays which consisted of:

  • Account-Based Multi-Channel Lead Management via Voice, Email, Chat, Web and Social Media.
  • Sales Enablement & Support that included Training, Setup and Back Office Sales Support.
  • Tools & Subscriptions utilization.
  • Account Management with Strategy Building, Reporting and Product Knowledge.

The goals were for the Callbox team to: 

  1. Reach out to prospects via a Holiday E-card containing research reports.
  2. Nurture follow-ups via emails to ensure that prospects have downloaded the reports.
  3. Qualify the prospects through calling based on BANT criteria, and submit MQLs to the Client.

Account Research and Selection

  1. The Client specified their target industries, location and decision makers.
  2. Callbox refined the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts.
  3. Callbox came up with a list of potential contacts to target which was reviewed and approved by the Client.

Account and Prospect Profiling

  1. The Client provided profiles of the prospects that they want the outbound campaign to target.
  2. Identified campaign targets were Marketers, Sales, IT Decision Makers, Service (Sales or Marketing Functions, IT), Small and Medium Business Owners.
  3. The master contact list was segmented based on these personas and was further grouped according to industry type.

Results

The Lead Tele-nurturing program ran for 5 weeks, but was launched in a huge 5-seat campaign to fully cover the large database of contacts needed to be engaged for the holiday period.

The campaign produced a total of 108 Sales Appointments, 164 Marketing Qualified Leads and 793 Potential Leads.

Events, Leads & Appointments: Callbox Wins Three-Base Hit Campaign For Software Leader

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The Client

The Client is a multi-awarded software company that has rich experience in delivering over 100 mission-critical applications, integrating Cloud, CRM, Data Analytics, and other leading technologies, to more than 300 customers across Asia.

The Challenge

The Client was to run a series of IT events in three major countries in APAC, and needed two things: an updated contact list and a dedicated team to call prospects and invite them to the said events. The team was also to nurture the attendees by constantly updating the list through a database profiling campaign, and subsequently run a lead generation and appointment setting campaign to uncover devops opportunities among the targets.

The Callbox Solution

Callbox designed a campaign ensemble of Multi-Touch, Multi-Channel Call-to-Invite, and Lead Generation & Appointment Setting that utilized voice, email and social media channels.

First Phase: Events Marketing/Call-to-Invite
The Callbox team was to generate interest among prospects to attend the events.

Second Phase: Database Management
The Callbox team was to run a customer profiling campaign on the list of event attendees to ensure accuracy of information.

Third Phase: Lead Generation & Appointment Setting Campaign
The Callbox team was to reach out to prospects, generate interest, and set them an appointment with the Client.

Below is the three-step campaign process

Account Research and Selection

  1. The Client specified their target industries, location and decision makers.
  2. Callbox refined the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts.
  3. Callbox came up with a list of potential contacts to target which was reviewed and approved by the Client.

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they want the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations.
  2. Identified as the campaign’s primary targets: COO, CIO, CTO, IT Director, VP of IT Applications, VP of Corporate IT, Head of Digital Transformation, VP of Customer Experience, VP of Customer Support, VP/Head of Operations
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

Overall, the 3-month, 3-phase campaign produced a total of 382 marketing qualified leads, 768 new social media connections and 33 appointments set.

Callbox Scaled Up 5x More Leads for Construction Estimating Software

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The Client

The Client is the industry’s leading Cloud construction estimating software in Australia that helps companies to quickly create accurate, competitive bids for construction projects.

The Challenge

The Client has rich technical experience, but with minimal sales and marketing staff and ideas. A challenge that has been keeping them from scaling the leads they generate, which is averaged at three per month. They tried inbound marketing and worked with several outbound providers, but neither has delivered good results.

The Callbox Solution

Callbox designed an Account-based Marketing Lead Generation and Appointment Setting campaign for the Client which consisted of:

  • Account-Based Multi-Channel Lead Management which utilized Voice, Email, Chat, Web and Social Media
  • Sales Enablement & Support which included Training, Setup and Back Office Sales Support
  • Tools & Subscriptions to Callbox Pipeline and HubSpot CRMs
  • Account Management which covered Strategy Building, Reporting and Product Knowledge

The goal of the campaign was for the Callbox team to help identify pain points, upcoming requirements, or interest to leverage cloud estimating solutions, and schedule a software demonstration with interested prospects.

Account Research and Selection

  1. The Client specified target industries and relevant contacts.
  2. Callbox worked out the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts.
  3. Callbox then compiled a list of potential contacts to target which was reviewed and approved by the Client.

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they want the outbound campaign to engage. The profiles consisted of detailed demographic and firmographic segmentations.
  2. The buyer personas designated as the campaign’s primary targets were Estimators and Business Owners.
  3. The master contact list was segmented based on these two personas, and was further grouped according to industry type

Results

Overall, the ABM campaign produced a total of 47 Sales Appointments, 30 Marketing Qualified Leads and 202 Social Media Connections.

Software Healthcare Firm, Ready To Explore New Markets After Successful ABM Campaign

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The Client

The Client is a software healthcare company that provides innovative ambulatory practices that address today’s complex healthcare landscape, and offers robust solutions that encourage efficiency improvement through workflow optimization, seamless care coordination, fast and accurate documentation, allowing more face time with patients and increased revenue opportunity through network intelligence and practices.

The Challenge

The Client employed Callbox to market their software and services via Web and telemarketing campaigns.

The Callbox Solution

Callbox designed an ABM Lead Generation and Appointment Setting campaign for the Client which consisted of:

  • Account-Based Multi-Channel Lead Management which included Voice, Email, Chat, Social Media and Webinar.
  • Sales Enablement & Support that provided Training, Setup and Back Office Sales Support.
  • Tools Subscriptions and Utilization of the Callbox Pipeline and HubSpot CRMs.
  • Account Management with Strategy Building, Reporting and Product Knowledge.

The goal for the Callbox team was to generate new leads and set phone appointments for their sales reps with prospects who agreed to further discuss their product.

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified target industries and relevant contacts.
  2. Callbox refined the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts.
  3. Callbox then compiled a list of potential contacts to target which was reviewed and approved by the Client.

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they wanted to engage which consisted of detailed demographic and firmographic segmentations.
  2. Relevant contacts designated as the campaign’s primary targets:Office Manager, Practice Manager, Office Administrator, Physicians (Person responsible for their practice management software)
  3. The master contact list was segmented based on these decision maker profiles, and was further grouped according to industry type.

Results

Overall, the ABM Lead Generation campaign produced 66 Sales Qualified Leads and 338 Social Media Connections

Industrial Safety Lead Brisk Walked To Success Thru Callbox ABM Campaign

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The Client

The Client is a 50-year old multinational conglomerate that offers the broadest range of safety solutions that minimize injuries for workers and help businesses maintain a more protective and productive workplace.

The Challenge

The Client continues to work with companies that could help them scale faster: channel partners, distributors, media, third-party sales and marketing support providers, etc. Callbox, was among those companies that provided them a differentiating service, and delivered satisfactory results.

The Callbox Solution

Callbox designed an Account-Based Marketing Lead Generation and Appointment Setting campaign package which consisted of:

  • Account-Based Multi-Channel Lead Management which included voice, email, chat, social media and webinar channels.
  • Sales Enablement & Support that provided training, setup and back office sales support.
  • Tools & Subscriptions utilization to Callbox Pipeline and HubSpot CRM.
  • Account Management which consisted strategy building, reporting and product knowledge.

The goals were for the Callbox team to introduce the Client’s safety footwear to the target market, and subsequently schedule phone appointments with potential customers.

Below is the two-step campaign process:

Results

The 3-month campaign delivered a total of 44 Sales Qualified Leads and 333 MQLs.

Callbox Eased Nurturing Process for Cloud Back Up, Cut Sales Time Into Half

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The Client

The Client is the UK based Cloud Backup and Disaster Recovery provider for business and enterprise, protecting over 15 petabytes of vital data for businesses worldwide. They work with world-renowned partners such as Asigra, NetApp, and VMware, offering greater capacity and superb quality service.

The Challenge

The Client holds a portfolio of impressive household name customers from around the globe, a product of both internal and outsourced efforts that helped their pipeline grow, which the Client believes is sustained by a strong and steady lead acquisition process. But, technology evolution has changed the buyer’s journey which called for the Client to adopt a better nurturing process that would help speed up the sales process from 3-6 down to 2-4 months or shorter.

The Callbox Solution

Callbox designed a Lead Generation & Appointment Setting campaign for the Client which consisted of:

  • Multi-Channel Lead Management through Voice, Email, Chat, Social Media and Webinar.
  • Sales Enablement & Support which included Training, Setup and Back Office Sales Support.
  • Tools & Subscriptions to Callbox Pipeline and HubSpot CRMs.
  • Account Management which consisted Strategy Building, Reporting and Product Knowledge.

The goal for the Callbox team was to help generate leads and revenue.

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified their target industries and relevant contacts.
  2. Callbox refined the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts.
  3. Callbox then came up with a list of potential contacts to target which was reviewed and approved by the Client.

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they want the outbound campaign to engage which consisted of detailed demographic and firmographic segmentations.
  2. Buyer personas were identified as the campaign’s primary targets:IT Director, CTO, CIO, Desktop Manager, IT Security Manager, Security Architect, CISO, Desktop Administrator 
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

Overall, the four-month Lead Generation and Appointment Setting campaign produced a total of 40 Sales Qualified Leads, 42 Requests for Information, 129 MQLs, 1,335 Follow-ups, and 273 LinkedIn Connections.

Freelancing Guru Find and Hire Callbox, Won Webinar and Lead Gen Campaign

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The Client

The Client is a premier two-decade freelancing platform that has become a trusted brand by professionals and companies because of its flexible and secure environment.

The Challenge

Building on the success of its secure, flexible and cost-effective platform, the Client continues to innovate by adapting to technology change and customer demands to allow its over three million users to maximize their solution. And, part of this effort is working with third-party providers that can help them reach and engage a broad range of potential clients across the globe such as outsourcing lead acquisition and management services with top-industry lead generation companies.

The Callbox Solution

Callbox designed a Webinar and ABM Lead Generation campaign which consisted of:

  • Account-Based Multi-Channel Lead Management which included Voice, Email, Chat, Social Media and Webinar.
  • Sales Enablement & Support that provides Training, Setup and Back Office Sales Support.
  • Tools & Subscriptions and utilization of the Callbox Pipeline and HubSpot CRMs.
  • Account Management which is composed of Strategy Building, Reporting and Product Knowledge.

The goals were for the Callbox team to gather registrations and generate appointments.

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified target industries and relevant contacts.
  2. Callbox worked out the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts.
  3. Callbox then compiled a list of potential contacts to target which was reviewed and approved by the Client.

Account and Prospect Profiling

  1. The Client provided target decision makers for the Callbox team to reach out which consisted of detailed demographic and firmographic segmentations.
  2. The buyer personas designated as the campaign’s primary targets were HR Manager/Director, IT Manager, Sales and Marketing Manager/Director, C-suite, Business Owner
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The webinar generated 110 registrations, while the lead generation campaign delivered 67 Sales Qualified Appointments, 23 Marketing Qualified Leads, and 379 Social Media Connections.

ABM Monetized Partnership Between Billing Solutions Lead & Callbox

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The Client

The Client specializes in subscription billing and usage based-pricing, accelerating business growth for UCaaS, Telecom, Enterprise and IOT marketplace. Their wide array of platforms let them easily integrate with other packages such as SAP, Microsoft Dynamics, Netsuite and Oracle.

The Challenge

The Client simply wanted to widen its service to customers who need flexible billing options, tailored for the amount of service that they use or specialized billing options, far from fat billing can provide, and let customers maximize revenue opportunities from monetizing services.

The Callbox Solution

Callbox designed an Account-Based Marketing Lead Generation and Appointment Setting campaign which consisted of:

  • Account-Based Multi-Channel Lead Management which utilized Voice, Email, Chat, Social Media and Mobile channels
  • Sales Enablement & Support that was composed of an end-to-end service that covers Training, Setup and Back Office Sales Support
  • Tools & Subscriptions to Callbox Pipeline and HubSpot CRMs
  • Account Management which includes Strategy Building, Reporting and Product Knowledge

The goals were for the Callbox team to, initially, focus the calls on attendees and exhibitors of one of the biggest IT conferences in the US and generate appointments.

Below is the two-step campaign process:

Results

The Account-Based Marketing Lead Generation and Appointment Setting campaign delivered 62 Sales Qualified Leads, 202 Marketing Qualified Leads, 3,779 Follow-ups, and 428 Social Media Connections.