Top Accounting Firm Recount Success with Callbox Lead Generation Program

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.

Global Fintech Banked Volume of Leads and RSVPs with Callbox Webinar

The Client

The Client is a trusted global partner of more than 8,000 clients from 130 countries, delivering next-generation financial software through Retail Banking, Corporate Banking, Treasury and Capital Markets, Investment Management, Credit Union and Community Banking, Lending, Fusion Fabric, and a pioneer in PaaS, SaaS and Cloud solutions.

The Challenge

The Client has been actively hosting live forums and seminars as part of their prospecting outreach in different locations for decades now, but abruptly discontinued due to the impact of the global pandemic. But, they were quick to decide to convert all live events into webinars in order to consummate all the published event schedules for the year, and outsourced marketing services from someone who has the tools and tactics to help them carry out the campaign.

The Callbox Solution

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

  • Account-Based Multi-Channel Lead Management which utilized Voice, Email, Chat, Social Media and Mobile.
  • Sales Enablement & Support through an end-to-end service coverage from Training, Setup and Back Office Sales Support.
  • Tools & Subscriptions to Callbox Pipeline and HubSpot CRMs.
  • Account Management which included Strategy Building, Reporting and Product Knowledge.

The goal was for the Callbox team to drive attendees to the Client’s series of webinars in APAC, and arrange phone appointments or online meetings with prospects who can’t make it to the event.

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:
    • CFO, CTO, CIO, COO, Chief Investment Officer
    • Heads of: Retail, Digital Channels, Capital Markets, Risk, Commercial Lending, Corporate Banking, Investment Management, Technology and Operations
  3. The master contact list was segmented based on these personas and was further grouped according to industry type.

Results

Overall, the eight-event Webinar series gathered 277 RSVPs and 188 Appointments.