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Callbox Captured More SQLs for Malware Hunter Than Expected

The Client

The Client is one of the trusted names in cybersecurity in the IT industry, providing Next-Gen Antivirus, Enterprise Class Protection, Detection, and Remediation, Advanced Server Protection, Cloud-Based Security Management and Services Platform. 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 behaviours that are common in viruses.

Although they regularly send out updates about their product, and regularly hold online and in-person events, the cybersecurity leader still opted to hire a third-party lead generation company to help them speed up  information dissemination to potential customers, to generate quality leads that are highly convertible to sales in order to grow their customer base.

The Callbox Solution

The malware expert specified their needs, and based on these specifications, 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, Chat, Web, Webinar, 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 introduce and promote the Client’s Endpoint Security Solution
  • To pre-qualify the prospects based on a specific qualified lead criteria
  • Schedule meetings with the prospects and the Client’s representatives via Zoom or face to face meeting if prospects are within target location

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 wanted 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 Lead Generation and Appointment Setting campaign produced a total of 64 Sales Qualified Leads, 176 Marketing Qualified Leads, and 442 Social Media Connections.

The campaign results showed that the Callbox team generated an average of 10 leads per month which exceeded the Client’s monthly projection of 8.

 

Callbox ABM Delivered Beyond Target MQLs for Cloud Computing Leader

The Client

The Client is a Malaysian counterpart of a cloud computing network that sells software, cloud services, and software-defined storage. Their products include Hyperconverged Infrastructure, DevOps & IT Operations, Security, Storage & Data services, Business Continuity, Cloud Services, and End User Computing Services.

The Challenge

Being a trusted name by more than 19,000 leading companies worldwide, the Client strives to keep up with its customers’ expectations in transforming their business through its trouble-free and cost-effective solutions that eliminate the pain points of legacy IT operations.

In order to carry out these functions more effectively, the cloud computing leader structured a partner ecosystem which includes resellers, system integrators, OEM partnerships, consulting partners, technology alliances, service providers, and training partners. Callbox was among the latest inclusion in the partner pack.

The Client saw Callbox’s Account-based Marketing Multi-Channel to be more aligned with their marketing requirements than the other lead generation agencies’ proposed programs.

The Callbox Solution

Based on the Clients needs, Callbox designed an Account-based Marketing Lead Generation & Appointment Setting campaign which consisted of:

  • Account-Based Multi-Channel Lead Management via Voice, Email, Chat, Web, Webinar, and Social Media
  • Sales Enablement & Support which included 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 Campaign Goals

  • The Callbox team was to reach out to target customers to uncover pain points and upcoming needs
  • Generate opt-in marketing qualified leads (MQLs)
  • Book meetings with interested prospects
  • Gather registrants for the Client’s webinar

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 which consisted of detailed demographic and firmographic segmentations
  2. The campaign’s target prospects were CIO, VP/Director of IT, Cloud Teams and Architects, CFO
  3. The master contact list was segmented based on these personas and was further grouped according to industry type

Results

The initial six months has so far delivered 518 Opt-In Marketing Qualified Leads, 63 Sales Appointments, and 43 Webinar Registrations.

The total number of MQLs that the Callbox team generated exceeded the Client’s target of 200. Because of the good campaign results, the Client referred Callbox to their Singapore office which is now running a lead generation campaign.

Callbox Quickly Turned Targets to Opportunities for Cloud Communications Leader

The Client

The Client is a global cloud communications leader that helps businesses accelerate their digital transformation. Its communications platform is fully programmable which allows integration of Voice, Chat, Messaging, and Verification into existing products, workflows and systems across industries, and enhances customer experience and realize new business outcomes at scale for startups and agile enterprises.

The Challenge

The Client was in need of a lead generation company who would help them do outbound marketing to reach more targets. They have a very targeted contact list which they wanted to expand, and reach these contacts through the channels they use. They checked on quite a few ABM companies, however decided on partnering with Callbox after seeing the latter’s specialized solutions that focus on multi-channel lead generation approach, which was exactly what they were looking for.

The Callbox Solution

The Client initially signed up for a six-month campaign, and based on their needs and objectives, Callbox designed an Account-based Marketing Lead Generation & Appointment Setting campaign which consisted of:

  • Account-Based Multi-Channel Lead Management via Voice, Email, Chat, Web, Webinar, and Social Media
  • Sales Enablement & Support which included 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 Campaign Goals

  • The Callbox team was to reach out to target customers to uncover pain points and upcoming needs
  • Book teleconference meetings with qualified prospects for the Client’s country consultants
  • Keep the database clean and updated throughout the campaign duration

 Account Research and Selection

  1. The Client’s target industries included Transportation and Public Utilities, Retail Trade, Finance, Insurance, Real Estate, Service and Public Administration, Business Services, with 10 or more employees, in SEA, India, Australia, and New Zealand.
  2. Callbox refined the Client’s ICP (ideal customer profile).
  3. The list of potential contacts to target which the Callbox team prepared 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 CEO, Founders, President, VP, CTO, Head of Integration, Head of Product, Head of Digital Innovations, Director, Head of Implementation.
  3. The master contact list was segmented based on these personas and was further grouped according to industry type.

Results

The initial six- month Account-based Marketing Lead Generation & Appointment Setting campaign delivered 175 Sales Qualified Leads, and 452 MQLs.

With the very good results that the Callbox team delivered, the Client renewed for another 6 months even before the initial campaign was completed.

Client Feedback

The ramp up was a lot faster than expected, they understood our APIs a lot quicker than the other agency that we previously used. They are quick to respond and deliver what we request.

Forklift Winner Rebuilt Brand Awareness and Boosted Leads with Callbox ABM

The Client

The Client is a leading innovator in world-class forklift and material handling equipment. They design, manufacture and distribute, services and supports material handling products that provide customers with superior value.

The Challenge

The Client has been building up their customer database through cold-visiting over the past years across Southeast Asia. But as covid 19 restricted them from doing regular prospecting activities, they saw the need to search for agencies that can support their objectives. The list came down to Callbox as the most capable of supporting more target countries in the region.

The Callbox Solution

Callbox designed an Account-Based Marketing campaign 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 the Callbox Pipeline and HubSpot CRMs.
  • Account Management with Strategy Building, Reporting and Product Knowledge.

The Goals

  • The Callbox team was to validate and update the contacts to expand the database.
  • To generate hot/warm/cold leads for the Client to nurture.
  • To inform prospects that they are open for business to improve brand awareness.

Account Research and Selection

  1. The Client specified their target industries 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 engage. The profiles consisted of detailed demographic and firmographic segmentations.
  2. Buyer personas identified as the campaign’s primary targets were Owners, Purchasing/Procurement, Operations, Supply Chains, Warehouse Managers
  3. The master contact list was segmented based on these personas and was further grouped according to industry type.

Results

The Client signed up for an ABM Lead Generation & Appointment Setting campaign, and renewed the contract thereafter which summed up to a total of nine months, and generated 871 Sales Qualified Leads.

Telco Tapped Callbox To Strengthen US Targets

The Client

The Client is a telecommunications company that provides the most secure and state of the art technology to its more than 344 million clients. It operates in 13 offices and has a presence in 24 locations worldwide.

The Challenge

The Client was looking for a telemarketing provider who could help them generate leads, and boost their list of contacts. They need somebody to call and set meetings on their behalf.

The Callbox Solution

Callbox did not only provide the telecom giant with telemarketing services, but designed an Account-based Marketing Lead Generation & Appointment Setting campaign which consisted of:

  • Multi-Channel Lead Management which utilized Voice, Email, Web, Chat, Webinar, and Social Media
  • Sales Enablement & Support that covered Staff 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 Goals

  • The Callbox team was to call multinational companies in the US
  • Set meetings with decision makers who might be interested in telephony, mobility, and network services.
  • Keep the Client’s contact list clean and updated.

Account Research and Selection

  1. The Client specified their target industries, decision makers, and locations.
  2. Based on the industry and DM specifications, Callbox worked out the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts.
  3. A list of potential contacts to target was then compiled by the Callbox team 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 :
  3. The master 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 a total of 212 Sales Qualified Leads and 233 MQLs.

The Client

The Client is a telecommunications company that provides the most secure and state of the art technology to its more than 344 million clients. It operates in 13 offices and has a presence in 24 locations worldwide.

The Challenge

The Client was looking for a telemarketing provider who could help them generate leads, and boost their list of contacts. They need somebody to call and set meetings on their behalf.

Top Telco Found New IoT Partners Using Callbox Account-based Marketing

The Client

The Client is a leading telecommunications provider, offering the latest voice and data solutions to multinational enterprises and communication service providers, with a global coverage combined with local, on the ground knowledge that builds best in class connections across the globe.

The Challenge

The Client works with a number of channel development partners in the course to provide innovative solutions that meet the demands and challenges facing multinational businesses and government institutions all over the world.

For the area of IoT, the Client needed a marketing provider who could help them find more partners that needed global SIM connectivity to support their solutions. The following factors were considered in choosing the right lead generation partner: experience in handling telco campaigns, sales knowledge, responsiveness, package cost, the size and quality of the database, and marketing activities.

The Callbox Solution

Callbox’s Account-Based Marketing Lead Generation and Appointment Setting program was what exactly the Client had in mind. The campaign consisted of:

  • Account-Based Multi-Channel Lead Management which included Voice, Web, Chat, Social Media, and Webinar
  • Sales Enablement & Support through Training, 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 uncover their pain points and upcoming needs.
  • Profile the target accounts based on the Client’s specifications.
  • Set meetings between the Client’s consultants and prospects who expressed interest in their services.
  • Invite prospects 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. The profiles consisted of detailed demographic and firmographic segmentations.
  2. Identified as the campaign’s primary targets were CEO, CCO, CMO, IoT Business Unit Heads, Partnership Managers, Marketing Managers, VP of Marketing, Product Managers, VP of Products, Sales Managers, VP of Sales, Practice Managers, Senior Consultants, Project Managers, CTO, Internet of Things Experts/Managers, Information Technology Experts/Managers, CFO, Finance Manager.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

Overall, the six-month campaign generated 60 Sales Qualified Leads and 424 Marketing Qualified Leads.

Client Feedback

Callbox’s efforts have resulted in an on-hit rate of 40-50%, with those that are on target still under nurturing. The team consistently schedules two or more appointments per week. They boast a structured and efficient campaign delivery and management, ensuring a seamless workflow.

Southern IT Firm Crossed All AU Metros with Callbox ABM Campaign

The Client

The Client is an IT company that has been providing corporate technology solutions services such as End User Compute, Data Centre, Cloud Transformation, Cyber Security, and People Provision to small and medium sized businesses across Australia for more than three decades.

The Challenge

The headquarters is in Melbourne, but this IT expert has extended technical teams across all major hubs in Australia that provide complete assistance and expertise to their customers. It strives to be always on top in giving holistic IT products and services by being adaptive to technology transformations and employing innovative strategies through partnerships, and by outsourcing applicable sales and marketing tactics from third-party providers that would help them carry out their goals.

With the goal of maximizing their technical experts spanned over the country, and to gauge their competitiveness in the market, the Client decided to outsource a lead generation campaign where Callbox was picked among a shortlist of providers.

The Callbox Solution

Callbox designed a 12-month 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 through Training, 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 uncover their pain points, and upcoming needs.
  • Profile the target accounts based on the Client’s specifications.
  • Set meetings between the Client’s consultants and prospects who expressed interest in their services.
  • Invite prospects 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. The profiles consisted of detailed demographic and firmographic segmentations.
  2. Identified as the campaign’s primary targets were Business Owner, Head of IT, Procurement or Person-In-Charge of Purchasing, CTO, CIO
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The campaign recently completed 9 months, and delivered 133 Sales Qualified Leads, 128 Marketing Qualified Leads, 44 Profiles Completed, and 12 Webinar Registrations.

The campaign is running on it’s 10th month. With the impressive results that the team has delivered, the Client signed for another 12-month deal, and purchased HubSpot Marketing Hub as introduced by Callbox.

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 Qualified Leads, 164 Marketing Qualified Leads and 793 Potential Leads.

Software Testing Firm Brings Potential Change to More Customers via ABM Campaign

The Client

The Client provides Change impact analysis, automated code remediation, collaborative test management and test execution, and ALM acceleration for three of the biggest platforms in the software industry: SAP, Oracle, and Salesforce.

The Challenge

One thing that differentiates the Client from its competitors is their process of nurturing which starts with educating customers on how the entire Change process works in order to give them visibility into every potential risk, precise software sizing for faster deployment, and reduce cost on budget and manpower. They use in-house and outsourced strategies to efficiently implement these tasks.

The Callbox Solution

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

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

The Goal

The Callbox team was to call companies who are using SAP and check if they have plans to upgrade or make regular enhancements with their current system and introduce the Client’s Risk-based Testing and other solutions.

Account Research and Selection

  1. The Client specified their target industries, decision makers and locations
  2. Based on the industry and DM specifications, Callbox worked out the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts
  3. A list of potential contacts to target was then compiled by the Callbox team 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 wereIT Manager/Director, CIO, PIC of their ERP or ERP maintenance
  3. The master contact list was segmented based on these personas and was further grouped according to industry type

Results

The six-month campaign delivered 78 Sales Qualified Leads, 118 Marketing Qualified Leads.

Callbox Completes Awareness Campaign for Online Learning Platform Firm

The Client

The Client is a cloud-hosted, social online learning platform that enables educators to deliver effective, enjoyable and transformative online courses to students. With over one million students and 5,000 courses across 180 countries, the Client is considered an Australian innovation and technology success story, and has over 65 full-time employees across its head office in Sydney and regional office in Kuala Lumpur, Malaysia.

The Challenge

The Client recently tied a partnership with one of the biggest players in the software industry in order to bring secure, verifiable, and shareable digital certificates for learners. The said partnership was launched via a series of online information drives, which also included awareness and lead generation campaigns to strategically profile their target customers and scale up the customer base.

The Callbox Solution

The Client hoped that the partnership would replicate more success stories on their website, and add more potential contacts in their database. So, the Callbox team designed an ABM Lead Generation and Appointment Setting campaign 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 to Callbox Pipeline and HubSpot CRM
  • Account Management with Strategy Building, Reporting and Product Knowledge

The Goals

  • The main objective of the campaign was to build awareness about the new product and service via social media channels
  • Identify and profile potential accounts
  • Book office meetings or online demo with qualified prospects for the Client’s specialists
  • Work out a database management system that will help keep the accounts accurate and up to date

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 Digital/Online Learning Department, Deans & Heads of teaching & learning for large education providers, CEOs for smaller providers, CEOs/Directors for education related institutions, BDM or Marketing functions, Student Retention, Support, Career Services Teams
  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 awareness campaign gained 412 Social Media Connections, 54 Sales Qualified Leads, 96 Marketing Qualified Leads, and 35 Follow-ups.

Callbox Built Powerhouse Lead Gen Campaign for Technology Pioneer

The Client

The Client is a global powerhouse technology pioneer focusing on the areas of electrification, automation and digitalization, providing Building Technologies, Drive Technology, Energy, Financing, Healthcare, Industrial Automation, Mobility, Services, Software, and Consumer Products.

The Challenge

The global pioneer in electrical engineering began as a simple startup. Being innovative, oriented to its customers and quality, however, the Client was able to withstand business crises throughout time, thus, opening their doors to technology innovation and business partnerships. The latest project they launched required assistance from outsourced marketing strategists where Callbox stood out among a long list of third-party providers.

The Callbox Solution

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

  • Account-Based Multi-Channel Lead Management which utilized Voice, Email, Chat, Web and Social Media
  • Sales Enablement & Support which covered 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 Goals

  • The Callbox team was to contact potential customers using multiple marketing channels
  • Keep the contact list updated to ensure more lead conversions
  • Set meetings with qualified interested prospects with the Client’s specialists

Below is the two-step campaign process:

Account Research and Selection

  1. The Client specified target industries 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 want the outbound campaign to engage in. The profiles consisted of detailed demographic and firmographic segmentations
  2. The campaign’s primary targets were IT Directors, IT Infrastructure Managers/Heads, Data Center Managers, Engineering/Facilities Heads, Corporate Real Estates, VPs, GMs covering the same scope, C-Levels (CEO, CIO, CTO)
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type with unique accounts and contacts

Results

Overall, the 6-month ABM Lead Generation campaign generated 72 Sales Qualified Leads, 318 Marketing Qualified Leads, and 174 Social Media Connections.

Ongoing ABM Campaign Lifts Potential ARR by $785K for FinTech SaaS Firm

The Client

The Client develops and maintains a cloud-based platform that facilitates supply chain financing transactions. The company primarily targets enterprise-level businesses in a number of industries throughout Southeast Asia and North America.

The Challenge

Recently, the Client implemented a marketing program aimed to help them better identify high-priority accounts in their target markets. With half a decade’s worth of customer data under their belt, the Client was able to reliably determine some key qualities about their most promising target accounts: those with highest lifetime values (LTVs), top accounts that process invoices manually or through a legacy system prior to switching over to their platform, and all won deals which involved reaching out to three different decision-maker segments. The said program also specifies the need to outsource their top-of-funnel activities, including prospect research and initial outreach.

After reviewing proposals from several marketing providers, the Client signed up for Callbox’s account-based appointment setting service, and noted that the program met all their requirements apart from having an extensive track record of success with FinTech companies in the US and APAC region.

The Callbox Solution

Callbox designed an Account-based Marketing Lead Generation and Appointment Setting campaign package which consisted of:

  • Multi-Channel Lead Management which utilized Voice, Email, Chat, Web and Social Media
  • Sales Enablement & Support which covered 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 Goals

  • The Callbox team was to make initial contact to target prospects via email to see the most responsive
  • Call target decision makers to uncover their pain points to identify high-priority accounts
  • Set phone or online meetings with qualified DMs for the Client’s consultants
  • Manage the database, keep it accurate and free from duplicates and not qualified contacts

Account Research and Selection

  • Key firmographic qualities include: workforce of at least 500 employees; annual revenues of $50 million or more; engaged in manufacturing, retail, or wholesale trade in key US cities, Singapore and Malaysia
  • As for technographics, the Client’s top-tier accounts were companies that rely on either manual processes or on-premise software to handle procurement, invoicing, and cash flow management
  • The Callbox team then prepared the target account list using a combination of Callbox’s in-house database and external data sources.

Account and Prospect Profiling

  • Three decision-maker groups were targeted in the campaign: end users (managers in charge of procurement and invoicing), economic buyers (CFOs, controllers, etc.), technical buyers (IT managers, IT directors, CTOs, CIOs, etc.)
  • The Client specified additional prospect characteristics to help the Callbox team pinpoint the right decision makers from each target account
  • All contact details and information were screened by a database QA team and submitted to the Client for review before being used in the campaign

Multi-touch, Multi-channel Outreach

  • The Callbox team followed a unique lead nurture path and personalized messaging strategy for each of the three decision-maker groups
  • The Lead Nurture paths combined phone, email, and LinkedIn touches which were scheduled and executed using a dynamic outreach cadence
  • Callbox’s own CRM platform, Pipeline, combine with HubSpot, helped orchestrate the different outreach activities and kept the Client up-to-date on the campaign’s progress

Results

The Callbox ABM campaign completed 12 months of Lead Generation & Appointment Setting activities, and delivered 181 Sales Qualified Leads and 223 Marketing Qualified Leads.

According to the Client, their reps can convert 20% of SQLs into proposals, and turn 70% of proposals into new customers. With an average annual subscription revenue of $31,000 per customer, the Client can potentially close $785,000 in new annual recurring revenue from the appointments generated by Callbox.