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Integrated Campaign for UK’s Leading Workflow Automation Solution

CASE STUDY



Integrated Campaign for UK’s Leading Workflow Automation Solution


THE CLIENT



ABOUT
The Client is a leading provider of enterprise workflow applications software and automation solutions that help increase efficiency and simplify business processes through process-driven applications. Based in London, UK, the Client serves a stable of more than 1500 corporate clients in 40 countries, with over 1 million users worldwide.


THE CHALLENGE



The Client was seeking to drive attendees to its Microsoft SharePoint Seminar in London. Its immediate goal was to produce high quality sign-ups. However, the overall objective was to generate and deliver to its inside sales team sales resources that are fully-qualified and with near-term requirement for the products it offers. The Client had no experience in outsourcing its marketing function, and the result of this campaign would determine whether or not it would consider similar projects in the future.


THE CALLBOX SOLUTION



Callbox had an excellent campaign with the Client’s main branch in the US, and was recommended by the latter to its UK office. The Client hired Callbox to make outbound calls inviting prospects to its Microsoft SharePoint Seminar in London. After making thorough preparations, Callbox then started the campaign, targeting CEOs, CIOs, CFOs, and Finance, and Operations Managers outside London. This project was a huge challenge for the team as it involved inviting prospects to an event that would require them to travel for several hours mostly by land.

With two weeks left in the project, Callbox proposed an integrated two-phase campaign to make a shift from event invitation to lead generation marketing to which the client agreed. The Callbox team proceeded with the lead generation campaign right away, focusing on promoting the client’s workflow application for the police and fire services around London, UK area. Callbox was able to mine the Client’s existing contacts database to identify hundreds of potential customers. This campaign targeted IT Managers, ICT, CIOs, HOD ITs, and IT Directors.

Throughout the campaign, Callbox communicated regularly with the Client through PipelineCRM, which allowed the Client to monitor campaign progress in real-time.


RESULTS



Despite the difficulties encountered during the campaign, Callbox was able to produce significant results for the Client.

  • 15 qualified leads in 22 calling days
  • 412 positive contacts out of 1912 (22% contact rate)
  • 38 contacts scheduled for follow-up
  • 55 requested for additional information

Additional benefits of this campaign include enhanced brand and product awareness, and acquisition of business intelligence and other significant data about the Client’s market. Most notably, this campaign inspired the Client to consider a change in marketing practices with outsourcing.

Needing more time to close the leads, the Client decided to put the campaign on hold, but expressed willingness to run another lead generating project with Callbox in the near future.



Giant Software Solutions Provider Improves Lead Capture and Conversion with Callbox

CASE STUDY



Giant Software Solutions Provider Improves Lead Capture and Conversion with Callbox


THE CLIENT



ABOUT
The Client is a world-leading provider of 3D and Product Lifecycle Management (PLM) software solutions with more than 130,000 customers in 80 countries. It offers a wide range of 3D virtual solutions enabling businesses of every size to digitize innovative ideas and enjoy lifelike experiences with future products and environments.

The global company has offices in the USA, Europe, the Middle East, Africa, and Asia-Pacific, with partners from leading industries and sectors including Aerospace and Defense, Automotive and Transportation, Construction, Agriculture, Education, Healthcare, and others.


THE CHALLENGE



Prior to engaging Callbox, the Client hired a prominent direct marketing solutions provider to handle its lead generation program. Not satisfied with the results, it sought better marketing. The Client’s Singapore office decided to investigate a lead generation program with Callbox.

The Client’s main objectives were:

  • Determine the level of sophistication of the target’s present CAD software tools and systems
  • Profile companies and prospects who were already using the Client’s CAD solutions
  • Facilitate lead reassignment to the Client’s resellers

The client judged Callbox’s strategies to be more cost-effective and efficient and signed up for a three-month pilot project.


THE CALLBOX SOLUTION



The initial campaign started with two full-time Callbox agents. It was divided into three segments: Lead generation, Appointment Setting, and Call-to-Invite.

Appointment Setting

Callbox secured agreement from prospects to be contacted by the Client’s reseller.

Lead Generation

Callbox looked for prospects who requested additional information regarding the Client’s products and agreed to receive email information on special promos.

Call-to-Invite

Callbox looked for prospects to register for a virtual conference organized by the Client.

Callbox created two customized Pipeline CRM accounts for generating and rechanneling leads to the Client’s authorized resellers. Since the Client delivered the call lists on a daily basis, sustainability and integrity of records were a major challenge. To solve this, Callbox used Pipeline CRM and a customized spreadsheet to monitor the Client’s data more effectively – an activity which involved close coordination between the Research and Campaign Specialists.

While this campaign focused on generating leads from the warm lists, Callbox suggested tapping prospects on the cold lists producing substantial positive results from this source. Guidelines for the callout process were made visible to each Callbox Team member to ensure that they were updated with the Client’s instructions.


RESULTS



At the end of the three-month pilot campaign, Callbox delivered a total of 372 leads at an average of five to ten leads per day. Satisfied with the results, the Client re-contracted for a new 18-month project. Nine months into this new campaign, Callbox had produced a total of 1,623 leads from the Client’s warm lists supplemented by contacts from Callbox’s database.

Sales-qualified Leads (SQLs): 1, 404 (87%)

Marketing-qualified Leads (MQLs): 219 (13%)

The campaign is currently in progress with three full-time Callbox APAC seats generating leads and appointments for two of the Client’s Value-added Resellers (VAR) in Australia.



Australian Software Vendor Taps Callbox to Fast-track Sales in Asia-Pacific

CASE STUDY



Australian Software Vendor Taps Callbox to Fast-track Sales in Asia-Pacific


THE CLIENT



ABOUT
The Client is a well-known software company in Australia which develops and distributes practice management and tracking software for large companies. Its clients include Ingram Micro, The University of Sydney, Accenture, CitiStreet, and Acumen Alliance.


THE CHALLENGE



The Client has excellent brand recognition in Australia and its products have strong market potential. However, it had difficulty penetrating foreign markets often dominated by large global competitors. The Client did not invest significantly in marketing aside from the irregular cold calling efforts by its sales staff. The primary source of new clients was word of mouth.

To boost its capability to compete squarely in the international market, the Client looked for an appointment setting company to carry out its objectives methodically:

  • To educate prospects on the benefits of practice management software
  • To schedule product demos with interested prospects

This campaign required technically sound telemarketers with firsthand experience in selling software systems. Having campaigned on behalf of several IT and software companies for many years, Callbox was qualified for the challenge.


THE CALLBOX SOLUTION



Following a campaign brief, Callbox set up an outbound telemarketing team. The Client specified potential customers: IT Directors, CIOs, Managers, and C-level Executives. Callbox prepared a customized telemarketing list and created personalized scripts based on typical market response and various selling scenarios.

Callbox implemented stringent QA monitoring to ensure that every lead and appointment generation effort supported the Client’s requirements. Callbox encouraged the Client’s active participation in each campaign process – from script development to new product trainings and lead qualification. This allowed to Client to provide inputs and feedback as the campaign progressed.

Callbox maintained an impressive momentum throughout the 18-month calling campaign, contacting 4,887 companies at an average of 222 calls per day. The Client witnessed the action in real-time via Callbox’s Pipeline CRM, which also allowed it to respond promptly to appointments and other actionable results.


RESULTS



  • Out of 88,000 calls, 17% resulted in positive contacts. Of those spoken to, 31% agreed to a demo and 28% requested additional info.
  • Callbox delivered a total of 357 qualified appointments at an average of one appointment per day. From that, 44 (12.3%) resulted in sales.
  • Simply put, the Client got a sale for every 2000 calls made by Callbox; about 2.5 sales per month.

Greatly impressed by its performance, the Client continues to rely on Callbox for its outbound marketing campaigns, as it continues to grow its market share, not only in Australia, but now in the expanded markets of New Zealand, Brunei, and India. It also intends to hire additional agents to keep up with the influx of new leads and further increase its marketing activities.



Software Company Transforms Marketing Activities after Using Callbox

CASE STUDY



Software Company Transforms Marketing Activities after Using Callbox


THE CLIENT



ABOUT

The Client is a leading supplier of shipping software and IT solutions. Based in Singapore, it has more than 100 employees serving over 200 clients worldwide. Its IT solutions are being used by well-known customers around the world, mostly shipping companies, liner agents, short sea carriers, NVOCCs, terminals, and depots.


THE OBJECTIVE



The Client wanted to increase sales from new businesses and open new markets abroad. Although it had its own inside sales team running its lead generation campaigns, the Client found managing international campaigns quite challenging given the scope of its target market which required working in different time zones. So, it looked for a marketing partner who could execute a more targeted lead generation campaign and bring in more qualified sales leads for its inside sales team to focus on.


THE CHALLENGE



Upon learning about Callbox in 2007, the Client was hesitant because outsourced telemarketing service was embryonic and unproven in Singapore at the time. Nevertheless, by explaining the benefits of outsourcing to a qualified telemarketing company, Callbox was able to convince the Client to embark on a cold calling campaign with them.


THE CALLBOX SOLUTION



The first campaign took off in February 2007 with one dedicated telemarketing agent. Close coordination between the Client and the Callbox Team played an important role throughout this campaign. Callbox conducted weekly conference calls with the Client to address campaign-related issues and facilitate exchange of ideas. The Client also provided Callbox with weekly updates on companies they wanted to focus on. The success of this campaign was a result of both parties’ willingness to work closely together in addressing questions and concerns.

The Client expressed why it continued to use Callbox’s services after the first campaign:

  1. Callbox did an excellent job in generating interest in the Client’s target market.
  2. Callbox was able to bring in new clients despite working across different cultures and time zones.
  3. Callbox managed to keep regular communication with the Client.
  4. Callbox agents possessed the ability to grasp information fast.

RESULTS



The Client was one of Callbox’s first accounts in the Asia-Pacific region, and it has continued to use its services since the first campaign in 2007. The Client also used Callbox in other projects including a call-to-invite campaign targeting Dubai and UAE, lead generation in Europe, SEO, and market research.

Extremely satisfied with results from these campaigns, the Client recommended Callbox to its sister company, an established aviation software solutions provider. The Client also referred three more accounts who became regular Callbox customers.



Callbox Packs Webinars for Software Company

CASE STUDY



Callbox Packs Webinars for Software Company


THE CLIENT



ABOUT

This Ontario company is a top provider of Managed Services and Remote Monitoring software for small and medium-sized IT solutions providers worldwide. It has won several major awards and established itself as a leader in market adoption, product innovation, and commitment to the success of its partners.


THE CHALLENGE



The Client needed a marketing partner to:

  1. Promote its services and drive registrations to its weekly webinars.
  2. Generate qualified leads to support its in-house sales team.

Generating a minimum of 30 webinar registrations per day required hundreds of calls and became challenging for Client’s in-house staff. Deciding to outsource for the first time, the Client chose Callbox for its extensive experience in B2B telemarketing.


THE CALLBOX SOLUTION



The Client approved a call-to-invite campaign in June 2010 with a team of eight Callbox telemarketers. Each agent was required to target a quota of four confirmed webinar registrations daily. The Client provided Callbox with a list of potential contacts from various IT organizations. Additionally, Callbox mined its own database of over 20 million records worldwide and segmented thousands of potential registrants in the US and Canada.

Callbox’s professional telemarketers contacted key prospects to introduce them to the potential of increased sales and lowered business costs through managed services. Leads that expressed interest and agreed to be contacted by the Client were registered for the webinar and then passed to the Client’s lead development team.


RESULTS



For almost three years now, Callbox has hit daily and monthly quotas consistently, bringing a total of 35,793 webinar registrations and counting. The success of the US and Canada campaigns inspired the Client to scale up to 20 Callbox agents at one point, and to expand its reach into the UK and New Zealand markets.


TESTIMONIALS



“I have been working with the Callbox team for over 12 months. They have acted as our introductory sales team for this period of time. They are a very professional team that responds to all of our needs in a very timely manner.

I love the fact that I do not have to deal with sick days or the day to day management of this team anymore. We simply set the objectives, collaborate on the scripting, and then they do their work.

I would highly recommend this team.”

Sean S.
Director Partner Development
January 21, 2011

“I am pleased to recommend Callbox. They have consistently worked with a collaborative attitude to ensure all processes are current and achieve all set key performance indicators. Whenever an issue did arise we worked through the issue in a timely and efficient manner so goals remained on target. They have a positive, easy to work with demeanor and strive to exceed performance expectations. I highly recommend their services.”

Carolyn M.
Marketing Specialist
November 14, 2011



Giant Software Company Finds Callbox at the End of Quest for Sustainable Marketing Solution


Giant Software Company Finds Callbox at the End of Quest for Sustainable Marketing Solution



Product/Service: Enterprise Software
Campaign Type: Call-to-Invite



An established multinational software manufacturer with 60 offices in more than 20 countries already has a huge database of potential clients it has compiled for almost three decades. It wants to maximize this resource by partnering with reputable lead generation company that would convert its contacts into customers. Callbox took the challenge.

No stranger to challenging situations, Callbox mapped out a strategy that included an RSVP campaign manned by its most experienced people to generate leads, and worked closely with the Client’s own team in qualifying and following up on targets prior to the seminar.

How did Callbox exceed the client’s expectations and won itself a slew of other contracts? Find out here.

Software Retailer Revamps Marketing Strategy, Improves Conversion

CASE STUDY



Software Retailer Revamps Marketing Strategy, Improves Conversion


THE CLIENT



ABOUT
The Client is a gold-certified Microsoft Partner based in Texas, USA. It specializes in distribution and implementation of Microsoft Dynamics NAV. It also offers customized business software solutions and expert advice to medium-to-large companies particularly in the field of manufacturing, distribution, financial, field services, and logistics sectors.


THE CHALLENGE



Before contacting Callbox, the Client relied mainly on repeat business and word-of-mouth endorsements from its past and existing customers to generate sales leads. Whilethis “old school” marketing approach may have worked for others, it was insufficient to achieve the Client’s growth objectives for two reasons:1) its products were expensive, and 2) its market base was too small.

Seeing its success stalling, the Client reconsidered its growth strategy. Its objective was to find a better way to tackle competition head on and generate recurring ROI. Instead of waiting for leads to walk in the door, it looked for a marketing partner who could effectively reach out to potential customers and guide them through the buying process. Soon enough,the Client saw outbound telemarketing with Callbox as an opportunity to make a difference in a crowded competitive landscape.


THE CALLBOX SOLUTION



The Client signed Callbox for a campaign of 10 phone appointments qualified against its “ideal customer” standards:

  • A C-Level prospects (preferably in the Financial sector)
  • Considering the purchase of a new ERP system in 9 months
  • With a sufficient budget

The Client targeted manufacturing industries in Arkansas, New Mexico, Los Angeles, Oklahoma, and Texas. Callbox helped the Client calibrate its lead generation process using this criteria to improve lead hand off from marketing to the sales department. It also revised the call script to emphasize various challenges likely being encountered by prospects with their current software. This kept the campaign focused on conversations which best resonated with the Client’s market and set the stage for introducing a new product.


RESULTS



The shift to telemarketing broke all of the Client’s previous growth records using their conventional marketing strategy. Callbox not only delivered the number of qualified appointments, but also improved the quality of leads resulting in an additional sales boost for the Client. As of October 2013 the Client and Callbox are working together on their sixth consecutive campaign.