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

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.

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

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.

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

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

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

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

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

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

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.

ABM Monetized Partnership Between Billing Solutions Lead & Callbox

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

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.

MFA Provider Raced from Meetings to Proposals with Callbox ABM Campaign

The Client

The Client is a leading independent multi-factor authentication solution provider, serving customers across the globe including banking, governments and corporate enterprises.

The Challenge

The Client’s solution has evolved from a banking and VPN centric product to a comprehensive solution designed to address all authentication security needs of their target industries. However, along the evolution arose the need to scale up their prospecting strategies in order to cope with the continuously evolving demands in the buying landscape.

The Callbox Solution

Callbox designed an ABM campaign which consisted of:

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

The goals were for the Callbox team to:

  • Help bring in new customers by generating leads
  • Call and promote the Client’s products and services to generate interest, identify pain points, or upcoming needs
  • Schedule meetings with potential clients, medium sized companies with 5M-50M revenue

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 relevant contacts 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 IT Manager/Director, IT Administrator, Network Security Manager
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

Overall, the 6-month Lead Generation & Appointment Setting campaign generated 66 Sales Qualified Leads, 30 Marketing Qualified Leads, 60 Follow-ups and 93 Social Media Connections.

Edge Cloud Leader Hit Target Leads with Callbox Account-based Marketing

The Client

The Client is a leading provider of digital content delivery, video, cloud, security, and edge computing services that allow faster load time and provide exceptional digital experience to customers.

The Challenge

The edge cloud services leader recently expanded its content delivery capacity inorder to support the strong demand for online content. The expansion brought efficiency gains, but required further prospecting strategies to reach and engage target audiences that are most qualified to benefit from the Client’s services.

The Callbox Solution

Callbox designed an ABM campaign for the Client which consisted of:

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

The goal was for the Callbox team to call and promote the Client’s products and services to target audiences and generate a specific number of potential leads for the campaign.

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 relevant contacts 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 CTO, Head of Technology, Head of Network, Head of Network Security/Infrastructure, Head of Security, Head of Product, Head of Procurement, Head of Broadcast, Head of e-Commerce, Head of Platform, Head of Innovation, CISO
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

Overall, the 6-month Lead Generation & Appointment Setting campaign generated 13 Sales Qualified Leads, 19 Marketing Qualified Leads, 47 Follow-ups and 171 Social Media Connections.

Top AI in Asia Won Lead Generation Goals with Callbox ABM Campaign

The Client

The Client is a leading big data and AI company in Asia, helping to solve digital transformation, fraud prevention and process automation for enterprise clients.

The Challenge

The AI leader uses an in-house lead management tool which they have been using for years, but needed another tool to boost their current lead generation process in order to gain more traction in the APAC region.

The Callbox Solution

Callbox designed an ABM campaign which ran a Webinar and a Lead Generation & Appointment Setting campaign, which consisted of:

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

The goals were for the Callbox team to:

  • Help bring in new customers by generating leads
  • Call and promote the Client’s products and services to generate interest, identify pain points, or upcoming needs
  • Schedule face to face or online meetings with potential clients


Submit 2 types of leads:

  • SQL (expressed interest, have pain points,or upcoming needs, agreed to a face to face or online meeting)
  • MQL (no immediate requirement, but agreed to be included in the mailing list)

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 relevant contacts 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 BD Managers, BD Directors, IT Managers and IT Directors
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

Overall, the Lead Generation & Appointment Setting campaign generated 48 Sales Qualified Leads, 966 Marketing Qualified Leads,469 Social Media Connections and 63 Webinar Registrations.