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IT Risk Firm’s Potential Clients Now Free from Possible Data Breach

The Client

The Client is an IT expert that provides risk management solutions to businesses to minimize uncertainty in an increasingly hostile information environment. As a trusted IT advisor, they help clients plan, implement and monitor successful cyber security programs that align with business objectives.

Lines of Business
Risk & Compliance, Information Security, Cloud Security

The Challenge

The Client offers a wide range of security services that help customers comply with regulatory requirements, test systems for vulnerabilities or improve overall security posture using a services matrix to tailor fit a solution for each customer’s needs.

For this campaign, the Client wanted to focus more on promoting Virtual CISO Offering, Offensive Security Testing Programs, and Risk & Compliance Assessments.

The Callbox Solution

Callbox customized an Account-based Marketing Lead Generation & 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 generate leads for the Client through a multi-touch scheme.
  • Set meetings with interested prospects for the Client’s specialists.
  • Increase the Client’s social network’s presence.
  • Generate webinar registrations.

Below is the two-step campaign process:

Account Research and Selection

  1. The Client detailed 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. Buyer personas were identified as the campaign’s primary targets were C-levels like CIO, CTO, etc.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The six-month ABM campaign generated 121 Sales Qualified Leads, 326 Marketing Qualified Leads, 13 Webinar Registrations, and 4,550 Social Media Connections.

Callbox ABM Onboarded New Potential Clients for Risk Intelligence IT Pioneer

The Client

The Client is a pioneer of advanced technology that provides risk intelligence for global enterprises, using artificial intelligence and machine learning modeling to crawl millions of domains to give its clients full visibility, insight, and understanding of the internet. It helps uncover hidden merchant risk and reveal new opportunities to help businesses grow.

Lines of Business:
Cyber Intelligence, Artificial Intelligence, Professional Services

The Challenge

In particular, The Client’s products help these industry stakeholders to maintain compliance with relevant regulations, mostly defined by the card schemes themselves (Visa, MC, Amex, Discover, etc), in order to protect the industry from infiltration and money laundering by bad actors.

To do this, the Client offers two core products: one is a cyber intelligence tool for detection and prevention of transaction laundering over online payment channels, and the other is an artificial intelligence platform and machine learning technologies to find illicit marketplace listings by analyzing text, images and metadata.

In this campaign, the Client wanted to promote their cyber intelligence solution.

The Callbox Solution

Callbox customized an Account-based Marketing Lead Generation & Appointment Setting campaign which consisted of the following:

  • 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 promote the Client’s cyber intelligence solution to target decision makers.
  • Set web meetings with interested prospects for the Client’s consultants.
  • Build social media connections.

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 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. Buyer personas were identified as the campaign’s primary targets were  Risk and Compliance Functions.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The 6-month ABM campaign delivered 91 Sales Qualified Leads, 134 MQLs, and 5,624 Social Media Connections.

Pioneer IT in NZ Raised Market Awareness thru Callbox Lead Gen

The Client

The Client is among the oldest IT companies in New Zealand which was established more than three decades ago, and remains one of the top providers of tailored IT solutions such as Managed IT, Security Services, Managed Security, and ICT.

The Challenge

The Client recently tied a new partnership with a leading global security intelligence company which recognised their strength and capability as an IT solutions provider in New Zealand, and indicated growth for their already outstanding service.

The recent event marked the Client’s decision to widen their market scope, however it required a realignment in some areas of the business, specifically in sales and marketing.

The goal also laid out the idea to outsource a marketing campaign from a company that can provide a sufficient number of contacts to target, and has rich experience and proven strategies in prospecting. Among a long list of potential lead generation companies, the Client preferred Callbox’s multi-channel marketing approach.

The Callbox Solution

Callbox customized an Account-based Marketing Lead Generation campaign for the IT pioneer which consisted of the following:

  • 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 promote the Client’s product/service by sending case studies and brochures to prospects.
  • To generate leads, or prospects who agreed to receive regular updates from the Client.
  • To keep the database clean and updated with a sufficient number of contacts to target every month.

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 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. Buyer personas were identified as the campaign’s primary targets were IT Manager, IT Director, CIO, CTO.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The lead generation campaign produced 106 Marketing Qualified Leads, 61 Social Media Connections, and 2 Appointments Set.

Despite the target market’s apprehensive reaction towards the Client’s campaign, and the very specific lead criteria for qualification, the Callbox team managed to deliver marketing leads which was more than what they expected.

Global ICT Leader Expands Broadband Space in the UK with Callbox ABM

The Client

The Client is a global leader in communications technology and services for over 25 years, bringing leading-edge solutions to telcos, municipalities, utility co-ops, open access providers and WISPs to reduce operating costs and future-proof technology.

The Challenge

Customers have high demand for the Client’s traditional and new product lines which is why they steadily expand to address these demands in the telecom, muni/utility and electric co-op space, especially in the light of Covid-19, and focuses its efforts to greatly reduce the time to bring on new networks or services.

The vast business expansion made the ICT leader complete its best year ever. And, although success has put them in the strongest financial position, it has not kept them from looking for more strategic alliances and acquisitions that will fuel their progress for the next decade.

The Callbox Solution

Working with a lead generation company was one of the Client’s top strategies in mind which they were certain that would help them achieve their goals for the next ten years, and Callbox has provided everything they needed to kick start the process.

Callbox designed a Webinar, and an Account-based Marketing Lead Generation & 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 run a lead generation program and promote the Client’s Service Management Platform, Billing System, and Device Management solutions.
  • Generate leads that are interested in looking into their solutions.
  • Run a webinar.

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 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. Buyer personas were identified as the campaign’s primary targets were, Directors to C-Level, General Managers, and DMs with Fiber or Broadband on their titles.
  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 & Appointment Setting campaign yielded 52 Sales Qualified Leads, 363 MQLs, 1977 Social Media Connections and 88 Webinar Registrations

A “Big 4” Accounting Firm Wins New Leads with Full Suite ABM Campaign

The Client

The Client is an independent 35 year old accounting firm that offers Audit and Assurance, Liquidations, Corporate Secretarial, Taxation, Due Diligence, Forensic Investigations, Litigation Support, Valuations, Data Analytics, Immigration and International Group Restructuring to multinational clients in Singapore. It is one of the “Big 4” financial firms in the city-state, and was ranked number one by DFK Asia Pacific and International Accounting Bulletin for two consecutive years.

The Challenge

The recent years have shown indistinct progress in the business, and customer acquisition downscaled by 20%. The Client tried to enhance in-house strategies by adding more staff, hoping to engage more target prospects and generate new potential customers, but such a move did not draw good results. They decided to outsource a lead generation campaign.

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 and Social Media.
  • 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 Goal

The goal was for the Callbox team to generate leads and set appointments for the accounting leader’s consultants with qualified prospects who have the need for compliance obligations like Audit and Tax, Accounting, and all other financial services.

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified target industries and decision makers.
  2. Callbox worked out the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts.
  3. Callbox then compiled a list of potential contacts to target which was reviewed and approved by the Client.

Account and Prospect Profiling

  1. The Client provided target decision makers for the Callbox team to reach out which consisted of detailed demographic and firmographic segmentations.
  2. The buyer personas designated as the campaign’s primary targets were Finance Managers/Directors, Account Managers, IT Managers/Directors, Financial Controllers, HR Managers/Directors, C-suite, Accountants, Business Owners.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

Overall, the ABM Lead Generation and Appointment Setting campaign produced a total of 85 Sales Qualified Leads, 20 MQLs and 287 Social Media Connections.

Strong is Not Enough. Startup SRM Firms Up with Callbox ABM Campaign

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’s goal is to make it easier and more affordable for users to capture and manage supporters, run fundraising events, take secure payments, engage supporters seamlessly, and ensure to work seamlessly with other platforms that already add value to this sector. 

By being able to achieve this goal in their day-to-day operations helps the Client to rapidly grow into a leading Charity and Non For Profit (NFP) Supporter Management Platform provider in Australia. 

Despite gaining market strength, it still sees opportunities for growth which were programmed to work through partnerships, and outsourced lead generation 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, Webinar, Chat, Web, and Social Media
  • Sales Enablement & Support that provided Team Training, Account Setup, and Back Office Sales Support
  • Tools Subscriptions and Utilization of the Callbox Pipeline and HubSpot CRM
  • 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 during the first five months, they doubled the seats on the next two months, and eventually tripled in the succeeding months.

Callbox ABM Campaign Delivered ICT Leader From Shaky Tech Deal

The Client

The Client is a global computer technology pioneer that develops, sells, repairs, and supports computers and related products and services. They empower countries, communities, customers and people to use technology solutions that help them do and achieve more.

The Challenge

The Client made history and proved its might in the technology industry when it completed a merger with one of the biggest data storage companies valued at approximately $60 billion. The deal was known to be the biggest tech deal ever, but several roadblocks delayed the project’s success, such as product redundancy, which impacted the Client’s business. It’s newly acquired partner is host to several subsidiaries that were meant to augment technology bases and scale the business, but the merger kicked off in a complex battleground, which resulted in customer anxiety. The Client decided to host a series of webinars to boost awareness among its target customers.

The Callbox Solution

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

  • Account-Based Multi-Channel Lead Management which utilized Voice, Email, Chat, Social Media, Web, and Webinar
  • 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 Goals

  • The Callbox team was to invite participants to the Client’s series of events, which were to be conducted in different countries and schedules. 
  • To call attendees to generate interest to speak with the Client’s consultants about automation and data security.
  • To profile the database to keep it up to date and accurate.

The campaign involved two key steps:

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. The profiles consisted of detailed demographic and firmographic segmentations.
  2. The campaign’s primary targets were IT Manager, Network Security Manager, and Networking Manager.
  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

The Webinar gathered 360 RSVPs, and the ABM Lead Generation & Appointment Setting campaign resulted in 180 Sales Qualified Leads, 175 Follow ups, and 118 Requests for Information.

Resource Management Firm Took Customer Satisfaction Upturn Thru Callbox ABM

The Client

The Client is a market leader in physical resource management, helping organizations across the globe optimize every aspect of planning and managing their physical resources. Its product portfolio is designed for the complex needs of specific industries including: corporate real estate, healthcare, higher education, public sector, retail, telecom, and utilities.

The Challenge

Despite their rich experience and successes in managing and growing organizations, the Client admits that there’s always a better way to do things in many aspects of the business. One of their most recent business development projects aimed at keeping customer satisfaction at first-rate, which they were able to work out easily with Callbox.

Target Industries

  • For Meridian
    • Education, Transportation, Discrete Manufacturing, Public Sector, Healthcare, Pulp & Paper, Oil & Gas, Pharmaceutical, Chemical, Metals & Mining, Utilities
  • For Maintenance Connection
    • Manufacturing, Distribution, Energy, Healthcare

Target Prospects

  • For Meridian
    • IT/Engineering – CAD Engineer, Quality Engineer, Manufacturing Engineer, Facilities Engineer, Plant Engineer, Senior Engineer, Document Controller, Chief Engineer, Project Engineer, D/M Procurement, D/M IT, D/M Engineer
    • Executive – CIO, CTO, COO, VP IT, VP Ops, VP Maintenance, VP Procurement, VP Purchasing, Plant Manager
    • Maintenance/Operations – D/M Plant Operations, D/M Physical Plant, D/M/S Maintenance, Maintenance Tech, Maintenance Planner, Maintenance Scheduler, D/M Operations, Quality Manager, Reliability Manager, CMMS Supervisor, CMMS Coord/Admin, CMMS Manager
  • For Maintenance Connection
    • Maintenance Manager, CMMS Manager/Administrator, Executive, IT Researcher, Technician

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, Social Media, and Webinar
  • Sales Enablement & Support which 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 Goals

  • The Callbox team was to Identify and pre-qualify target prospects/companies
  • Schedule sales appointments and generate marketing qualified leads for the Client’s sales reps
  • Callbox will promote Meridian and Maintenance Connection.

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified target industries, locations, 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 buyer persona profiles of the prospects that they want the outbound campaign to engage. The profiles consisted of detailed demographic and firmographic segmentations.
  1. Specific buyer personas were designated for each product.
  2. The master contact list was segmented based on these two personas, and was further grouped according to industry type.

Results

Overall, the twelve-month Account-Based Marketing Lead Generation and Appointment Setting campaign generated 155 Sales Qualified Leads, 296 Marketing Qualified Leads, and 398 Social Media Connections.

Global Fintech Banked Volume of Leads and RSVPs with Callbox Webinar

The Client

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

The Challenge

The Client has been actively hosting live forums and seminars as part of their prospecting outreach in different locations for decades now, but discontinued due to the impact of the global pandemic.

Quick to decide, however, they converted all scheduled live events for the year into virtual. And, to make things roll even faster, they outsourced marketing services from someone who has the tools and tactics to help them carry out the webinar campaigns as effective as their live events in the past.

The Callbox Solution

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

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

The Goals

  • The Callbox team was to drive attendees to the Client’s series of webinars in APAC
  • Arrange phone or online meetings with prospects who can’t make it to the event

Account Research and Selection

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

Results

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

Callbox ABM Lead Generation Campaign Powered Energy Leader’s Client Base

The Client

The Client is a Sydney-based electricity retailer that is rapidly growing in the market, providing integrated energy solutions to businesses of all types and sizes.

The Challenge

The solar industry had its best and worst days in history when consumer demand on renewables increased, but pricing and integration problems were obstacles to greater deployment. However, this did not keep the Client from reaching its goals. Focusing on its strength to drive profit amid ebbing system prices, the Client opted to outsource its logistics with third-party providers, and Callbox, for its marketing efforts to boost customer acquisition.

The Callbox Solution

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

  • Account-Based Multi-Channel Lead Management which engaged voice, email, chat, social media and webinar channels.
  • Sales Enablement & Support that included training, setup and back office sales support.
  • Tools & Subscriptions to Callbox Pipeline and HubSpot CRMs.
  • Account Management which was supported by strategy building, reporting and product knowledge.

The Goal

The Callbox team was to set office meetings for the Client’s product consultants with prospects who need help in lowering their energy costs.

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified target industries, locations, 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 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 Business Owners/Directors/Managers
  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 and Appointment Setting campaign produced a total of 203 Sales Qualified Leads, 45 Marketing Qualified Leads, 19 Opt-in Requests for Information, and 642 Social Media Connections.

Top ICT Peaks APAC Growth via Callbox ABM Multi-Channel Lead Gen

The Client

The Client is a leading global telecommunications company that spans in more than 200 countries, serving over 7,000 customers including 300 and 500 fortune companies through 5 mobile network partners worldwide.

The Challenge

The Client believes there is always a better way to do things. They nurture collaboration across regions, practices and skill sets – an attribute which brought them to global dominance as a trusted telecommunications brand. They are home to over 800 employees of diverse nationalities, but are always open to discovering and adopting new tools and strategies that will bring growth, both to the company and its people, from industry partners, like Callbox.

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, Social Media and Mobile channels
  • Sales Enablement & Support that was composed of an end-to-end service coverage from Training, Setup and Back Office Sales Support
  • Tools & Subscriptions to Callbox Pipeline and HubSpot CRMs
  • Account Management which includes Strategy Building, Reporting and Product Knowledge

The goals were for the Callbox team to profile the contact list and generate leads.

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 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 were designated for each product were Senior Level Executives/ IT Manager, IT Projects Manager, CEO, CIO, COO, Infrastructure Manager, IT Operations Manager, Director, General Manager, Business Information Manager, Senior IT Executive
  3. The master contact list was segmented based on these two personas, and was further grouped according to industry type.

Results

Overall, the 12-month campaign generated 168 Appointments, 125 MQLs and 219 Social Media Connections.

Callbox Ties Champion ABM and Webinar Campaigns for Digital Infrastructure Leader

The Client

The Client is the world’s leading digital infrastructure company that interconnects industry-leading organizations in finance, manufacturing, mobility, transportation, government, healthcare, and education across a cloud-first world, providing solutions for Cloud Infrastructure, Disaster Recovery, Applications & Content Creation and WAN Optimization.

Lines of Business:
Digital Infrastructure Services, Advisory, Integration and Implementation Services, Managed Services

The Challenge

Apart from keeping a suite of partners and distributors across industries, the Client works with a number of different content and media providers like video advertising agencies, semiconductor companies, content marketing agencies, and digital fraud detection firms that help them carry out business strategies that are beyond their capability, and focus on internal functions, especially client retention. Callbox was among the latest add-ons to their list of providers.

The Callbox Solution

Callbox built an Account-Based Marketing Lead Generation & Appointment Setting program which consisted of:

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

The Goals

  • The Callbox team was to generate leads based on the Client’s specifications.
  • To qualify prospects based on their needs.
  • Generate phone or telecon meetings with interested qualified prospects, and identify their pain points and upcoming requirements.
  • Gather registrations for 2 webinar events.

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified their target industries, locations 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 C-level, CTO, CIO, Head of Technology, IT Manager.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The ABM Lead Generation & Appointment Setting campaign generated 158 Sales Qualified Leads, 330 Marketing Qualified Leads, and a total of 204 Registrations for two webinar events.