Tag Archive for: case-study

Data Software Firm Collects Over A Hundred Potential Leads from Callbox Campaign

The Client

The Client is a data collection firm that provides an intuitive and comprehensive platform that gives users insights to gain the information needed to make real-life business decisions quicker, smarter, and more efficiently.

The Challenge

In this campaign, the Client wanted to focus on consumer packaged goods (CPGs), one of its prime solution offerings that aims to provide customers the ability to make data-driven decisions around pricing and promotions in real-time.

Furthermore, they wanted to educate potential customers on the shareability feature of the product which allows both the CPG and retailer full visibility into the competitive pricing landscape, resulting in decisions on trade spend, promotional compliance, new item launches, and competitive threats in real-time and at the hyper-local level, as well as integration of out data with other data sources to improve analytic capability around price elasticity, the impact of promotions. etc.

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

The Goal

  • The Callbox team was to reach out to prospects to uncover pain points or upcoming needs
  • To profile the target accounts to keep the whole database accurate and up to date
  • To set meetings for the Client’s consultants and gather registrants to the webinar

Below is the two-step campaign process:

Account Research and Selection

  1. The Client specified their target industries, location and relevant contacts
  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, which consisted of detailed demographic and firmographic segmentations
  2. Identified as the campaign’s primary targets were VPs/Directors/Managers for Marketing, Branding, Category, Pricing and Data Strategy
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The ABM Lead Generation and Appointment Setting campaign successfully ran for twelve months, generating a total of 122 Sales Qualified Leads, 196 Marketing Qualified Leads, 346 Profiles Completed, 24 Webinar Registrations and 3,381 Social Media Connections.

Learn A Smart Way to Stack Leads and Gain New Markets from a Payment Specialist

The Client

The Client is a trusted payment and risk management solutions specialist that provides a comprehensive range of global payment and foreign exchange services. They manage more than 35,000 diverse active commercial clients, creating unique and strategically adept global payment solutions to meet their clients’ financial needs.

The Challenge

The Client takes pride in creating smarter payment and foreign exchange solutions in order to meet their customers’ financial goals, employing sophisticated software systems and functionalities that make payments and currency exchange easier for customers – faster, cheaper and more convenient. 

Furthermore, they also want to understand the preferences of the customers in terms of billing and invoicing and present them with options. These objectives were carried out through Callbox’s lead generation and appointment setting program.

The Callbox Solution

To help the Client better understand their customers’ needs, Callbox built an Account-Based Marketing Lead Generation & Appointment Setting campaign which ran through relevant channels and processes which consisted of:

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

The Goals

  • The Callbox team was to introduce cross-border payment services to prospects
  • Generate leads based on the Client’s criteria
  • Set appointments for the Client’s consultants

The campaign comprised three phases:

Database

  1. Callbox was to clean up the database by removing not qualified and no contact
  2. Callbox to add new records (target companies)
  3. Callbox to expand the list by adding new contact persons

Non-Voice or Inbound Campaign

  1. Callbox to refresh email accounts and social media content
  2. Callbox to do LinkedIn Drip Marketing
  3. Callbox to share Client’s relevant blogs with prospects to establish rapport and trust

Lead Generation

  1. Callbox to call the Clients’ current marketing qualified leads and convert them into appointments
  2. Callbox to gather feedback on previous leads/appointments to better improve lead quality

Results

The six-month ABM Lead Generation and Appointment Setting campaign turned in 52 Sales Appointments, 26 Marketing Qualified Leads and 270 Social Media Connections.

Malware Hunter Tracked New Leads with Callbox ABM Campaign

The Client

The Client is one of the trusted names in cybersecurity in the IT industry. They are a team of bold malware hunters, software engineers, and security industry veterans, and their innovative technology has been awarded six patents since inception.

The Challenge

Apart from market expansion, the Client also needed to further educate their target customers that their anti-malware tool does more than just removing known viruses, but can isolate and remove trojans, block or flag malware, and detect threatening files and behaviors that are common in viruses.

Although they regularly send out news and updates about their product and never miss to hold webinars and in-person events, the cybersecurity leader still opted to hire a third-party provider to help them speed up information dissemination to target customers and generate appointments to grow their sales pipeline.

The Callbox Solution

Callbox designed an Event and Lead Generation campaign which consisted of:

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

The Goals

  • The Callbox team was to generate leads, and set either zoom or face to face meetings with qualified decision makers
  • Manage the Client’s database by keeping the accounts well-profiled and updated

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 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 six-month Account-Based Multi-Channel Lead Management campaign produced a total of 80 Sales Qualified Leads, 218 Marketing Qualified Leads and 242 Social Media Connections.

Callbox Braced Successful Lead Generation Campaign for Customer Engagement Firm

The Client

The Client is a cloud-based software company headquartered in the US with ten global offices in fifty countries, empowering a thousand brands with its customer engagement platform to billions of users globally.

The Challenge

The Client is passionate about building strong connections between consumers and brands, so they continually create technologies and solutions that would help integrate, customize and amplify their clients’ customer engagement capabilities.Doing this internally, however, limits their ability to help more clients achieve their goals, so they partner with different technology and solutions companies, including lead generation providers like Callbox, to augment their in-house tactics with industry leaders’ deep expertise.

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 included Voice, Email, Web, Chat, Social Media and Webinar
  • 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 of Strategy Building, Reporting and Product Knowledge

THE GOALS

  • The Callbox team was to call and promote solutions with the target prospects/audience
  • To schedule a Meeting (Phone/Online) meetings with potential leads
  • To set Marketing Qualified Leads with prospects who agreed to be contacted in a couple of month’s time

Below is the two-step campaign process:

Account Research and Selection

  1. The Client identified 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 database 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. DMs that were identified as the campaign’s primary targets were Business Owners, Managing Directors, General Manager, Marketing Manager
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type

Results

The six-month Account-Based Marketing Lead Generation and Appointment Setting campaign yielded 40 Sales Qualified Leads, 90 Marketing Qualified Leads, 216 Profiles Completed and 366 Social Media Connections.

IaaS Firm Converted Old Contacts Into Warm Leads

The Client

The Client is a trusted, global AI-powered IaaS (Identity-as-a-Service) online mobile payments and identity verification company, providing card and validation products for mobile and web transactions. Their solutions help eradicate online identity fraud through end-to-end verification solutions for customers to meet their AML and KYC compliance. The Client is also an awardee of Frost & Sullivan’s North American Entrepreneurial Company for the Biometric Security Solutions Industry.

The Challenge

The Client ran a lead generation campaign with a marketing agency in the previous year, but the leads never rolled into warm conversations after the campaign. This time, it hopes to reach out to those targets again, and prefers to partner with someone who has the tools and experience in cleansing, profiling and expanding the database, building brand awareness, and establishing social media connections, apart from generating highly convertible leads.

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

The Goal

  • The Callbox team was to re-engage the Client’s follow-ups, and gauge if the prospects would be open to discuss again
  • Promote the Client’s online identity verification solution 
  • Set appointments with interested prospects for the Client’s consultants.

Below is the two-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 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 the outbound campaign to target, which consisted of detailed demographic and firmographic segmentations
  2. Identified as the campaign’s primary targets were IT Manager, CEO, CTO, Managing Director, CIO, Marketing Director, COO, Technology Risk Manager
  3. The master contact list was segmented based on these targets, and was further grouped according to industry type

Results

The 6-month ABM Lead Generation and Appointment Setting campaign delivered a total of 60 Sales Qualified Leads, 544 Marketing Qualified Leads and 222 Social Media Connections.

Callbox ABM Campaign Capped Business Goals for Global ERP

The Client

The Client’s more than 50-year leadership as a business software leader in providing productivity solutions has made, moved, and sold products and services for the manufacturing and distribution industries in 150 countries to over 27,000 customers worldwide.

The Challenge

The Client is a result of the mergers of several software companies, targeting midsize companies and divisions of corporations with ERP software for manufacturing and distribution companies as its focus. Included in its strategic direction were to reduce the costs of software implementation and operation, and improve user experience to become more intuitive and productive. To carry out these goals, the Client planned on collaborating with third-party providers such as lead generation agencies, and other service entities to help them deliver their value proposition to a broader range of end users.

The Callbox Solution

Based on the Client’s needs, Callbox designed an Account-Based Marketing Lead Generation and Appointment Setting campaign which consisted of:

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

The Campaign Goals

  • The Callbox team was to generate high-value ERP and FMS leads
  • Qualify the accounts based on BANT criteria
    •  Budget: test budget of at least USD100,000; or, no budget yet but currently evaluating
    • Authority: evaluator, influencer, recommender, approving-authority
    • Need: requirements covered by ERP modules (or financial management)
    • Timeline: currently evaluating or will evaluate in the next 12 months
  • Set appointments with interested and qualified prospects for the Client’s sales representatives.

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 wanted the outbound campaign to target, which consisted of detailed demographic and firmographic segmentations
  2. Buyer personas were identified as the campaign’s primary targets: IT Manager/Director, Chief Financial Officer, Finance Manager
  3. The master contact list was segmented based on these personas and was further grouped according to industry type

Results

Overall, the 12-month Account-Based Marketing Lead Generation and Appointment Setting campaign produced a total of 70 Sales Qualified Leads and 680 Marketing Qualified Leads.

Leading Industrial Automation Resource Integrates ABM Campaign, Boosts Growth

The Client

The Client is a trusted resource in providing control system guidance, design, implementation and support, delivering reliable, high quality control systems solutions and integrations tailored to the specific needs of each of its clients.

The Challenge

The Client continues to invest in innovative technologies that will help them achieve profitability and growth, and overcome business roadblocks and complex market demands. A large chunk of this effort is focused on engaging multi-channel marketing solutions to boost productivity and sales.

In this campaign, the Client hopes to reach more potential clients, and uncover pain points and upcoming needs on data gathering and analyzing which their SCADA software would be best at.

The Callbox Solution

Callbox built 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, Webinar, and Social Media
  • Sales Enablement & Support through Team Training, Account Setup, and Back Office Sales Support
  • Tools & Subscriptions to the Callbox Pipeline and HubSpot CRM
  • Account Management via Strategy Building, Reporting, and Product Knowledge

The Goals

  • The Callbox team was to engage target customers and uncover opportunities
  • Callbox was to set meetings with interested qualified prospects for the Client

Below is the two-step campaign process:

Account Research and Selection

  1. The Client specified their target industries, location, and relevant contacts
  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 wanted the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations
  2. Identified as the campaign’s primary targets were SCADA Manager, SCADA Director, Engineering Manager, Engineering Director, VP of Engineering, Operation, Director, Maintenance Director
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type

Results

The six-month Account-Based Marketing Lead Generation and Appointment Setting campaign generated a total of 68 Sales Qualified Leads, 104 Marketing Qualified, 664 Profiles Completed and 904 Social Media Connections.

Callbox ABM Workflow Brought Success Hit Rates for IT Lead

The Client

The Client is a 20-year old IT company that provides professional services and technical writing services that cover Solution Design Documentation, Technical Proposal, Installation Guide, Disaster Recovery Guide, and User Guide.

The Challenge

The Client wanted to expand in other locations to reach more SMEs who wanted to benefit from their cloud technology, but would not want to add more sales resources. So, they looked for a third party lead generation company that can provide a profiled list of target contacts, and one who uses multiple marketing channels to ensure accuracy to reach relevant contacts within target timelines.

The Client shortlisted three lead generation companies, but Callbox was the most active to follow-up, and presented a customized proposal that suited their needs, and was recommended by one of its colleagues.

The Callbox Solution

The Callbox team designed an Account-based Marketing, Lead Generation & Appointment Setting campaign which consisted of:

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

The Goals

  • The Callbox team was to reach out to prospects via multiple channels to help the Client generate potential leads
  • To call relevant contacts and promote their product
  • To set either face-to-face or online meetings with interested prospects for the Client’s specialists

Below is the two-step campaign process:

Account Research and Selection

  1. The Client specified their target industries, location, and relevant contacts
  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 wanted the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations
  2. Identified as the campaign’s primary targets were IT Manager, Infrastructure Team Lead, and C-Level
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The 6-month Account-Based Marketing Lead Generation and Appointment Setting campaign generated 81 Sales Qualified Leads, 291 Marketing Qualified Leads, 42 Follow-ups,15 Opt-in Requests for Information, and 192 Social Media Connections.

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

The Client

The Client is a leading provider of digital assets that need fast, reliable, and secure processing and delivery. Its powerful edge services platform is able to help deliver on these expectations by leveraging its global private IP network, intelligent software, and world-class service and support.

The Challenge

The edge cloud services leader recently expanded its content delivery capacity in order 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 Account-based Marketing campaign for the Client which consisted of

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

THE GOALS

  • The goal was for the Callbox team to call and promote the Client’s products and services to target decision makers
  • To generate marketing qualified leads
  • Propose online or phone meetings to prospects

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified target industries, areas 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 ABM Lead Generation & Appointment Setting campaign generated 30 Sales Qualified Leads, 91 Marketing Qualified Leads, 48 Follow-ups, and 342 Social Media Connections.

Callbox ABM Builds a Huge Market Potential for Micro Devices Leader

The Client

The Client is a global provider of leading-edge semiconductor products, offering the industry’s broadest portfolio of leadership high performance and adaptive processor technologies, combining CPUs, GPUs, FPGAs, Adaptive SoCs and deep software expertise to enable leadership computing platforms for cloud, edge and devices.

The Challenge

The Client was on a lookout for a lead generation partner who has the tools and strategies that can help boost promotion of their recently launched products – new technology for technical computing, system accelerators and data center products.

The top qualifier must be able to provide a robust database of their target customers in the APAC region, specifically Singapore and Australia, and smart marketing strategies that can accurately profile and reach the most qualified target decision makers.

Among the third-party providers which the Client shortlisted, Callbox proved to be the most capable in providing all their marketing needs.

The Callbox Solution

Based on the Client’s targets, Callbox designed an Account-based Marketing Lead Generation and Appointment Setting campaign which consisted of:

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

The Goals

  • The Callbox team was to engage prospects in Singapore and Australia and uncover pain points, or upcoming needs
  • To book phone or online meetings with prospects who expressed interest in the Client’s solutions, including those with no immediate need, but agreed to speak with the Client’s consultants
  • To facilitate a webinar campaign for the Client

Account Research and Selection

  1. The Client specified their target industries, decision makers, and locations
  2. Callbox filtered the Client’s target decision makers 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
  2. The profiles consisted of detailed demographic and firmographic segmentations
  3. Callbox qualified prospects that had a current need for any of the Client’s services

Results

The six-month ABM Lead Generation and Appointment Setting campaign has just capped its third month, and has so far delivered satisfactory results with 39 Sales Qualified Leads, 75 Marketing Qualified Leads, 165 Follow-ups, 60 Requests for Information, and 244 Social Media Connections.

With the number of MQLs that the Callbox team has generated, the campaign is expected to bank more SQLs in the succeeding months.

Multinational Tech Giant’s Search for A Lead Gen Partner Ends with Callbox

The Client

The Client is an American multinational company that focuses on artificial intelligence, search engine, online advertising and cloud computing, and provides OS, browser, and devices that businesses need to cloud-power their workforce.

The Challenge

Businesses outsource for many different reasons. Some opt to work with other industry providers to gain new skills and expertise, or to access innovative tools and technologies. Others want to adopt best practices that in-house resources cannot provide to bridge the knowledge gap. The Client, despite being one of the top technology companies in the world, believes that in order to stay competitive and important in the market, one has to build strong partnerships with industry peers. However, being on their partner list does not come easy. Prospective partners must have proven years of experience and present a holistic business approach that is beneficial both for the Client and its target customers.

The Callbox Solution

Callbox designed an Account-Based Marketing Lead Generation and Appointment Setting campaign for the global IT leader which consisted of:  

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

THE GOALS

  • The Callbox team was to generate leads from AU and NZ for the Client’s enterprise OS and browser lines of business
  • To book meetings with potential leads for the Client’s consultants
 

Account Research and Selection

  1. The Client specified their target industries, locations, and decision makers
  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. Callbox profiled the Client’s ideal customer profile (ICP), and came up with a list of potential contacts to target
  2. Identified as the campaign’s target decision makers were Head of IT, CIO, CFO, CTO, COO, Technical Lead, IT Manager, General Manager of IT, CISO, Security Architect, Information Architect, Cloud Security, Cyber Security, Information Security, Principal Architect, Innovator
  3. The contact list was segmented based on these personas and was further grouped according to industry type

Results

The twelve-month Account-based Marketing Lead Generation & Appointment Setting campaign delivered 124 Sales Qualified Leads, 642 Marketing Qualified Leads, 1,123 Profiles Completed, and 5,942 Social Media Connections.

Callbox Gathered A 100+ Potential Customers for Intelligent Automation Leader’s Webinar

The Client

The Client is a software firm that has been providing Intelligent Automation solutions since 2009 to hundreds of clients including Fortune 500 enterprises, as well as small and medium businesses, and federal and government agencies. It is listed as a Washington Post Top Place to Work, and has received several awards including Appian North American Reseller of the Year Award.

The Challenge

The Client was on the lookout for a marketing company that can assist them in gathering attendees for their upcoming webinar. The event aims to introduce their products and services to a larger pool of audience in the US, mainly to educate potential customers on how to prepare and run, and successfully achieve a digital transformation journey.

The Callbox Solution

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

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

The Goals

  • The Callbox team was to gather registrations to the Client’s webinar
  • To follow up the most responsive prospects, and simultaneously profile each account to keep the list updated and accurate
  • Book meetings with interested prospects for the Client’s consultants

Below is the two-step campaign process:

Account Research and Selection

  1. The Client specified their target industries, location, and relevant contacts
  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 accounts that they want the outbound campaign to target which consisted of detailed demographic and firmographic segmentations
  2. Relevant contacts identified as the campaign’s primary targets were Director of Process Improvement BPM Manager, CEO, CFO, COO , CIO, IT Director, Manager of Applications Development, CFP, Procurement Officer
  3. The master contact list was segmented based on target industries

Results

The campaign ran for six months. The Callbox team was able to gather 109 Registrations, 27 Sales Qualified Leads, 104 MQLS and 3,256 Social Media Connections.