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.

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.

MSP’s 14-Month ABM Campaign Generated 700 Appointments

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The Client

The Client is a leading provider of Managed B2B e-Commerce solutions that simplify integration, automate business processes and enhance collaboration and visibility across global trading partners.

Target Industries

  • Retail (Apparel & Specialty Retail, Consumer Electronics, Furniture, Home Furnishing & Appliances, Food & Beverage and Home Improvement/DIY)
  • Transportation & Logistics (Air & Ocean Carriers, LTL, 3PLs, Freight Brokers & Forwarders, Customer Brokers, NVOCCs)
  • Manufacturing & Distribution (Automotive, Building & Construction Supply, Chemicals, Consumer Products, Food & Beverage, High Tech Electronics, Discrete Manufacturing, Wholesale Distribution, Medical Supplies & Labs, Propane, Oil & Gas)
  • Field Service & Sales (Equipment Rental, Leasing & Recycling Services, Fulfillment & Warehousing)

The Challenge

Prior to working with Callbox, the Client employed a number of lead generation companies, but most of which resulted in low conversions due to poor lead quality brought by lists with poorly verified contacts, and the lack of probing efforts to uncover prospects’ needs.

The Callbox Solution

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

  • Multi-Channel Lead Management which utilized voice, email, chat, social media and mobile.
  • Sales Enablement & Support including 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 campaign goal was for the Callbox team to profile the contact list to ensure higher chance of engagement in generating appointments for the Client.

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 built a list of target contacts 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. Buyer personas identified as the campaign’s primary targets were CIO, IT Manager, Senior Development Manager, PIC of the Software Development in the company
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

Overall, the 14-month ABM Lead Generation and Appointment Setting campaign delivered a total of 700 Appointments and 150 Potential Leads.