Account-Based Appointment Setting Puts Business IT Firm in Front of Best-Fit Customers
89 SQLs
134 MQLs
7,909 Accounts-touched
2.9 Average contacts per account
Industry
Managed IT, IT Consulting, Cloud Services
Location
Sunnyvale, CA
Headquarters
Sunnyvale, CA
Campaign Type
Appointment Setting
Target Location
United States
Target Industries
Manufacturing, Industrial, Media, F&B
Target Decision Makers
IT Manager, IT Director, CIO, CTO
The Client
The Client provides managed IT and IT consulting services to manufacturing, industrial, food and beverage, and media organizations throughout the United States. The company specializes in IT support, advisory, cloud, procurement, and networking solutions.
The Challenge
During the campaign for the second half of the year, Callbox implemented an account-based appointment setting strategy in support of the Client’s recent adoption of an ABM approach for acquiring new business. The Client aims to capture high-value deals by engaging multiple contacts in an organization. According to the Client, they’ve observed that IT buying decisions now have to pass through different layers of decision makers. Oftentimes this means reps need to speak to multiple roles within the target company just to get their foot in the door.
The Client wanted Callbox to help them initiate this process, so that their reps can focus on moving the sales conversation forward. As a result, Callbox’s role grew to include market research, account selection, account profiling, and targeted outreach.
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