Pages

Callbox ABM Secures Quality Leads for Cyber Security Company

The Client

The Client is a worldwide leader in Privileged Access Management, offering the most seamless approach to preventing data breaches related to stolen credentials, misused privileges, and compromised remote access.

The Challenge

The Client’s global recognitions speak well of their unmatched solutions. However, such thought expertise and rich experience did not spare them from challenges which made it difficult to present their integrated privilege and vulnerability management solutions to target customers. They needed an outsourced marketing arm that would assist them in reaching more ideal customers in new geographies.

The Callbox Solution

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

  • Multi-Channel Lead Management which utilized Voice, Email, Web, Chat, Webinar, 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 Goals

  • The Callbox team was to work out multiple outbound activities to help the Client build brand awareness in new target markets.
  • To call ideal customers and set appointments for the Client’s BDMs. 
  • Manage the database by keeping the accounts updated and accurate.

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 wereRisk Manager, CIO, CTO, Security Managers.
  3. The master contact list was segmented based on these personas and was further grouped according to industry type. 

Results

The campaign delivered a total of 50 Sales Qualified Leads, 106 Marketing Qualified Leads, and 269 Social Media Connections.

B2B Marketing Specialist and Callbox: A Rare and Stellar Collaboration

The Client

The Client is a B2B marketing specialist that offers major marketing solutions all over the United States of America and worldwide. They fuse digital and calling strategies to drive revenue for their clients through high-end marketing services.

They stand on a mission to help their clients achieve full business growth through creativity, technology and strategic vision to become an organization that draws, develops and retains exceptional relationships.

The Challenge

From a simple telemarketing service 12 years ago, the Client’s business spawned into a broad range of marketing solutions like List-To-Lead Management, Content and Digital Marketing, Automation, and Web Services which includes Social Media Management.

However, not surprisingly, along with the big time expansion arose the need to increase the number of target clients – a large database of qualified prospects who have the need of the Client’s expanded services. Although the Client promptly addressed the need for a beefy database, a handful of related issues came up which seemed too much for the Client and its telemarketing team to handle: due to the extensive number of targets in the database to be called, productivity went against time so the information shared was somehow incomplete which resulted to low call quality and revenue. The Client decided to look for other options as the lead flow in the sales funnel seemed like jelly pearls passing through a large straw from a tumbler of winter melon iced tea – very few and flimsy.

The facts:

  • The Client’s callers used to make 80 calls/agent/day until the database was expanded and the daily target was raised to 140/caller/day, which came as a challenge, averaging only at 150/agent/day.
  • Number of leads generated averaged at 3/caller/day but went down to just 1/agent/day, a drastic decline of 60%.
  • Call quality rated average was 85 but slipped to 76.5, down by 10%
  • Campaigns closed averaged at 7/month, decreased to 4/month, revenue down by 50%

The Callbox Solution

Prior to the Appointment Setting program, Callbox and the Client agreed to sanitize the database via Customer Profiling. Customer Profiling is part and parcel of Callbox’s holistic campaign management. Moreover, Callbox takes full responsibility in managing the database by cleansing and profiling the contacts before, during and until the campaign ends.

  • Data Cleansing – all contacts on the database are called to confirm every piece of business information
  • Deduplication – missing details are retrieved and necessary changes are applied to eliminate goneaways, duplicate entries, and contacts that fall outside the target criteria.
  • Data Verification – contact names and contact numbers are validated, as well as email addresses, postal codes, and other pertinent contact details.

Appointment Setting

Callbox not only prides itself with more than a decade of sales and marketing experience and world-class service to its clients worldwide but for the proprietary technologies it has incepted like the Multi-Channel Lead Generation Program which has benefited numerous clients.

The Client thought of taking things one at a time and start the project as new – unloading their quite ambitious goal of going big at a snap in such a short period of time (3 months) and instead embrace a new set of strategies like the SMART Calling technology from Callbox which catalyzed their goals into success.

The campaign flow:

  • The Callbox team sent out flyers to the profiled contacts via the Pipeline Lead Nurture Tool. Opened emails, clicked links and downloads were tracked real-time and were followed up by callers at a certain time.
  • During the follow-up call, the agent must first be able to get the prospect to agree to receive the Client’s business eBook which contains a comprehensive information about their products and services. After which, the caller should set an appointment at the prospect’s most convenient way and time.
  • To ensure accuracy in the program, the Callbox team sent out calendar invites to prospects who agreed for appointment and a reminder to all those who agreed to receive the eBook.

Results

  • The Callbox team averaged at 180 calls/agent/day (16% increase from the Client’s 150 average a day)
  • Leads generated averaged at 4/agent/day (25% increase from the 3/agent/day)
  • Call quality scores improved to 90 (15% hike from the 76.5)
  • After the campaign period, deals closed averaged at 10/month (30% increase from 7/month), raising the Client’s monthly revenue to potentially $200,000 or more

While Callbox makes no promises when running a campaign and just simply addresses the need of the Client’s business by giving them the power to scale up their business potentials to boost sales numbers, the Client on the other hand, deserves commendation for going down the humble road and seeking help with their marketing requirements from an industry colleague. An unusual, profound business collaboration and teamwork between marketing rivals resulted to stellar business success.

Topnotch Callbox Leads for Top to Toe Staffing Solution

The Client

The Client is a strategic staffing company for more than 17 years now, providing innovative human resource solutions to employers and job seekers, and serves as a trusted advisor to employers and professionals. They specialize in staffing for human resources, finance and administrative support, helping companies achieve objectives through simplified search for talent while making it easy for job seekers find the right job for them.

The Challenge

The Client has helped many professionals build rewarding careers and employers hire the best talents through their “end to end” staffing services and solutions designed to simplify talent search, deliver results and grow their business, while marking key strategic functions required to achieve core goals.

However, in recent years, work has become quite arduous in acquiring new and qualified clients. Competitors have become more aggressive, offering almost the same staffing service packages which gave target prospects a feast of options laid before them, which on the other hand took them a longer time to decide for the best provider. This urged the Client to decide on trying new marketing tactics that can help expedite their prospecting processes so a lead generation program was plotted to carry out the Client’s goal to acquire new and much qualified clients within a targeted period of six (6) months.

The Callbox Solution

Callbox’s Multi-Touch Multi-Channel Lead Generation Program was strategically designed to help clients get in front of their customers at the best time when they are most ready to listen and are most interested. This was made possible by Callbox for the Client through the Pipeline Lead Nurture Tool.

In the campaign, the Client aimed to promote its core services: Staffing, HR Services and Consulting. These services were common in the staffing industry in the region but the Client wanted to inform target clients that they have an edge over other provides in addressing their HR requirements by doing a top to toe solution.

Email Marketing

Using the Pipeline Lead Nurture Tool, the Callbox team sent out initial email copies bearing the Client’s summary of services and solutions, website and query boxes. Email replies and actions taken by prospects such as clicking the website and queries were tracked real time for the agent to follow-up, either to call or send brochures.

Appointment Setting

alls were made by the Callbox agent and probing questions were asked to discover the prospects’ staffing needs and so that the Client may be able to tailor fit the best services and solutions for them to ensure quality on the organization’s human capital initiatives. The prospects’ answers were carefully and properly noted and all contact details were verified before the calls were disposed.

After setting appointment with the prospects, the Callbox agent sent calendar invites to them as a reminder of the upcoming meeting, thereby avoiding any missed appointments.

Results

The campaign delivered a total of 36 Sales Appointments, 189 MQLs, and 684 Social Media Connections. The 36 appointments set by the Callbox team were companies that had varied staffing needs specifically on candidate screening, benefits and staff requests.

With the Callbox Multi-Touch Multi-Channel Marketing Program and the Pipeline Lead Nurture Tool, the Client was able achieve its goal of acquiring new and qualified clients. Moreso, they are looking forward to acquiring more leads from the list of warm follow-ups they currently nurture which is more than enough to reach their targets before the six months are up.

Exceeding Targets and Expectations for Document Presentation Solutions

The Client

The Client is a global print materials manufacturer leader and has been providing their customers with a complete range of systems and accessories for office and individual print presentation needs for more than 30 years.

The Challenge

The Client’s history narrates back to 1939 when they started as a niche printing enterprise in Georgia, USA. The business grew and progressed through a carousel of business activities around the globe for the succeeding years: asset acquisitions, manufacturing and development of new products and opening of new sites for offices and warehouses.

In 2005, merger deals, sites expansion and newly manufactured printing products and solutions happened one after another, year after year. The rapid business growth apparently demanded for more tasks to be done, as well as utilization of advanced technology that would expedite operational processes in order to cater to bigger demands of the now extensive customer base.

The print materials manufacturer leader came to realize that the new range of printing products and solutions now have advanced features and benefits that required holistic messaging to position to target customers, and that this new messaging would best be delivered with some marketing help from an expert lead generation provider. They were clear on the two things they needed assistance with: the management of their huge database and the setting of appointments for them.

The Callbox Solution

Database Profiling

Callbox provides holistic campaign management to its clients and that includes providing them the most accurate and well-managed database. Regardless of who owns the contact list, Callbox obliges itself to cleanse and profile the list before, during and until the campaign ends.

  • Data Cleansing – all contacts on the database are called to confirm every piece of business information
  • Deduplication – missing details are retrieved and necessary changes are applied to eliminate goneaways, duplicate entries, and contacts that fall outside the target criteria.
  • Data Verification – contact names and contact numbers are validated, as well as email addresses, postal codes, and other pertinent contact details.

Appointment Setting

Callbox’s Multi-Channel Lead Generation services did not only make it possible for the Client to manage their huge database but at the same time get their message to the right prospect at the proper time.

The appointment setting campaign criteria included the following:

  • Prospect to answer only two (2) simple qualifying questions
  • Prospect should agree to receive sample products from the Client
  • Schedule a phone appointment with their global sales representatives.

Results

The Callbox team delivered an average of 5 appointments per day for two campaign periods, exceeding the Client’s target of 2 to 3 per day, and even closed deals with two large businesses.

Even before the campaign, the Client expressed confidence and trust in Callbox as they employed 6 appointment setters for the initial campaign period and added 4 more upon renewal. For the Callbox team, they just did what they had to do to assist the Client: manage the database and set appointments, but for the Client, outstanding:

I didn’t get the chance while we were on the phone but I wanted to take a moment to make it clear that you and your team do an OUTSTANDING job for us and I am very happy and excited about their performance. Their sales exceed all other agents combined. Please encourage them to keep up the good work and remain motivated. I hope to visit you guys in the future.

I just wanted to touch base with you guys this morning. I want you to know that you did an excellent!! job on yesterday. (closed deal company) keep it going. KEEP PUSHING!

Management was very happy to see the way you guys stepped up production yesterday and they want it to continue as well as increase.

Excellent job on (closed deal company). Let’s keep the numbers coming!

The campaign has been running for more than three years now.

Vibration Test Leader Handles Tough Competition with Callbox Help

The Client

The Client specializes in a wide range of vibration testing systems, environmental testing chambers, and measurement and analysis equipment for vibration-related applications, providing Consultancy, Testing & Calibration services, Training Courses, and Maintenance, Services, and Repair in over 30 countries around the world.

The Challenge

The economic drawdown has caused the manufacturing sector to either minimize operations, or for some, close down. The impact was harsh for it not only fenced consumer freedom, but stole a huge number of blue-collar jobs globally.

There were companies like the Client however, who won against the challenge by rethinking and reassessing their strategies, and came up with actions, such as outsourcing, that helped stabilize their supply chain processes again.

The Callbox Solution

The Client approved the Account-based Marketing Lead Generation & Appointment Setting scheme which the Callbox team designed 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 thru Strategy Building, Reporting, and Product Knowledge

The Goals

  • The Callbox team was to conduct a market survey among target contacts to uncover which product or service their business requires.
  • To promote specific products of the Client like Conditioning Monitoring Systems and Test & Measurement/Engineering Services.
  • Set appointments with interested prospects for the Client’s consultants.
  • To profile the Client’s list.

Below is the two-step campaign process:

Account Research and Selection

  1. The Client specified its 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. Primary target decision makers were also identified by the Client.
  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 delivered more than what the Client expected: 94 Sales Qualified Leads, 47 Marketing Qualified Leads, 20 Potential Leads, and 746 Profiles Completed.

All-Time High For Physiotherapy Systems Leader with Callbox

The Client

The Client is a 30-year old manufacturing leader of physiotherapy systems. Some key components of their products include innovative cardiology, software and diagnostic products.

The Challenge

The Client recently released a Single Use Adhesive Electrode, an electrotherapy treatment that is time-saving, no storing and cleaning between treatments, and low to no chances of cross contamination. The market launch required an advanced, fast, and comprehensive marketing strategy that could help build awareness among target customers and wide-range promotion.

The Callbox Solution

Callbox designed an ABM Lead Generation and Appointment Setting campaign which consisted of:

  • Multi-Channel Lead Management which utilized Voice, Email, Chat, Web, and Social Media.
  • Sales Enablement & Support that covered Staff Training, Account 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 reach out to target prospects to uncover pain points and upcoming needs
  • Set meetings with qualified prospects for the Client’s consultants
  • Manage the database to keep it accurate, and free from duplicates and not qualified contacts.

Account Research and Selection

  1. The Client specified 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 specific target decision makers for the Callbox team to reach, which consisted of detailed demographic and firmographic segmentations.
  2. The buyer personas designated as the campaign’s primary targets were Clinic/Office Managers, Physicians, Practice Administrators, Managing Directors, C-suite, Chief Medical Officer
  3. The master contact list was segmented based on these personas and was further grouped according to industry type.

Results

Overall, the twelve-month ABM Lead Generation and Appointment Setting campaign produced a total of 172 Sales Qualified Leads, 194 Marketing Qualified Leads and 454 Social Media Connections.

Callbox Linked More Qualified Talents for HR Consultancy Company

The Client

The Client is a strategic workforce planning company that provides innovative human resource solutions such as HR Audit & Review, Consulting, HR Outsource Advisory, Technology Advisory, Talent Management Solutions, and Workforce Analytics.

The Challenge

The Client has many years of consulting experience and a stack of holistic HR services and solutions focused to better align, acquire, utilise, and develop talents. They target key and strategic functions required to deliver business core goals.

Despite the expertise and the rich experience they hold, The Client still faced recruitment issues such as shortage of talent. This does not mean not being able to pool a number of applicants, but few or no qualified applicants for the positions they are trying to fill in, which eventually impacted their client acquisition.

Employee referral was a good try, but it did not suffice their targets. So, the Client embarked on new strategies to help them cope with the problem. Primarily, realigning some internal processes, and outsourcing a lead generation program.

The Callbox Solution

From a list of proposals from a number of third-party providers, the Client preferred Callbox over the others due to the latter’s rich experience in running lead generation campaigns and the sufficient number of target accounts needed for the database.

Based on the Client’s needs, Callbox 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 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 promote the Client’s core services: HR Audit & Review, Consulting, HR Outsource Advisory, Technology Advisory, Talent Management Solutions, and Workforce Analytics. 
  • To send out initial email copies bearing the Client’s summary of services and solutions, company website and query boxes, and to track email replies and actions taken by prospects.
  • To book appointments with interested prospects for the Client’s recruitment specialists.

Account Research and Selection

  1. The Client specified target industries, locations and decision makers
  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 CEO, COO, Head of HR, HR Director, HR Manager
  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 & Appointment Setting campaign delivered a total of 96 Sales Qualified Leads, 63 Marketing Qualified Leads, and 228 Opt-in Requests for Information.

Callbox: Bridge to Global Market for Improved Code Review Tool

The Client

The Client is a group of Business Intelligence, Data Warehousing and Data Integration experts, providing consulting and implementation solutions to numerous enterprise clients in the areas of Data Architecture, Data Modelling and ETL. They also provide consulting services relating to Reporting, Development, Modularized Solutions and Change Management.

The Challenge

The Client required a software license to complete product development, Their product, being a tool developed for Informatica PowerCenter, required the Client to team up with informatica users to obtain substantial information about the facets of the product’s development and come up with best practices.

The challenge was to “gain stronger and larger presence in the global market”. In order to achieve this, the Client needed access to Informatica users to help earn credibility and to increase trials for the software.

The Callbox Solution

Callbox’s Multi-Touch, Multi-Channel Lead Generation Program was all set to drive success for the Client. At the initial campaign term and even in succeeding terms, Callbox rolled out a Customer Profiling program to make the most out of the Appointment Setting campaign.

Appointment Setting

Replies and actions were monitored by the Callbox team and were set as follow-ups. in order to appropriately profile the contacts, the agent first verified information details followed by the required probing questions that focused on companies who are current Informatica Users for their code review tool and later on expanded to companies who also use ODI (Oracle Data Integrator) and IBM Data Stage code review tool.

The feedback from these users were properly noted and to in order to help the users carry out the best of the tools, the agent set for them appointments with the Client’s demo specialists to discuss with them some how to’s and DIY’s.

Database Profiling

  1. Emails played a key role in the campaign’s prospecting cadence, and were used to initiate contact (intro emails) and to nurture prospects (targeted send-outs).
  2. Callbox created and tested all email marketing materials used in the campaign, including email templates, landing pages, and other email components.
  3. The campaign’s email specialists managed and monitored all email marketing activities

Results

The initial term generated 35 appointments for web demo, the second term brought in 29 appointments and the third term rolled out 31 appointments, a total of 95 web demos.

Callbox bridged communication between the Client and its target market. The information that were dished out of the current Informatica users were substantial to the improvement of the tool and has earned them a higher credibility from their customers. On top of that, the three term-campaign that Callbox initially ran for them has allowed them to establish a larger and stronger presence in the global market.

As of the writing of this case study, the Client is still engaged with Callbox for yet another campaign term.

HR Market Leader Wins It All Back and More with Callbox

The Client

The Client prides itself with a 33-year experience in providing over 10,000 customers with low cost, simple and very effective payroll solutions.

The Challenge

The Client’s market dominion was somewhat threatened when payroll system providers in New Zealand offered the same or similar packages on software functionalities like Auditing, Templates, Tracking Capabilities, Costing Statistics, Pay History, Contributions and Help Desk Support, which deflated the Client’s huge number of customer database by 20%.

The competitors were seen to be quite aggressive in generating more customers, so the Client decided to combat the move by undertaking feisty initiatives like outsourcing a lead generation company who would help them look for new customers and win back those they’ve lost.

The Callbox Solution

Callbox’s multi-channel marketing program was designed to help clients maximize the full potential of a well-profiled and managed database to get them in front of their target prospects with the right message, at the right time.

In the said campaign, the Client required the Callbox team to generate leads using two different approaches for lost customers and new targets. The generated leads were differentiated into two categories, and from which the Client customized their solution/offers:

Concept 1 – Send Mail

A sequence of emails are sent to all unique entries contained in the Target List. The call result tag in the pipeline triggers the status change in the LN Tool, and a specific email copy is automatically sent. Below is a reference of email copy with corresponding call tag:

  • Prospects (new targets) who agreed to speak with the Client’s representative to discuss about the product /solution and its benefits

Approach:

This type of target customers were sent initial email copies that contained FAQs about their pain points like Holiday Pays, Leave Rates calculations, etc. As soon as the prospect opened the email or took action like clicked the Client’s website or accessed any link in the email, which were tracked real-time by the Callbox team, the contact was then scheduled in the Callbox PIpeline to be called by the agent and set for an office, online demo or phone appointment with the Client’s specialists.

  • Lost customers who agreed to speak again with the Client’s specialists and were interested to know about new offers

Approach:

For winback customers, the initial email copies included cost- and time-saving offers from the Client such as systems upgrade at the same package cost, restructured payment schemes and a sample comparative script of how their old service would look like upon return. A day after the initial copies were sent out, whether or not the prospect had opened or taken any action on the email or not, the agent made follow-up calls to those targets and set them for office, online demo or phone appointments with the Client’s specialists.

In addition, the agent incorporated a customer profiling activity during follow-up calls which made the database more accurate by updating contact information like the prospect’s name, company name and address, contact numbers, email addresses and social media accounts.

Results

The Callbox team generated a total of 84 Leads: 11 Office and 35 Phone Appointments and 38 Online Demonstration Bookings which were all part of the 2,343 Positive Contacts that included warm follow-ups. Out of the 84 Leads, 38 (40%) were winback customers.

Callbox’s multi-channel marketing platform was effectively utilized for the payroll leader’s lead generation campaign and which realized their goals to win back lost customers and acquire new ones worth nurturing.

Callbox Built Champ ABM Campaign for High Tech Provider

The Client

The Client is proud to be recognized as a leadThe Client is proud to be recognized as a leader in high technology products and services to the world’s leading industrial companies and scientific research communities, providing nanotechnology and industrial products and services.

The Challenge

Despite being recognized as an industry leader, the Client still faces tough competition in the global market due to the changes in the customer buying landscape. Technology innovation has disrupted the traditional way of acquiring customers, and this has caused the tech leader to rethink and realign some areas in the business in order to cope. They had to adjust some internal processes, and carve out a marketing plan that would help them address the following needs: a new database, a telemarketing staff who could fully represent their brand through outbound activities, and additional outreach channels to reach more prospects in the target locations.

The Callbox Solution

Callbox designed an Account-Based Marketing Lead Generation and Appointment Setting program and presented it to the Client. The whole process seemed so new to them, but as the discussion progressed, the Client understood Callbox strategy and how it can effectively help reach  and engage their target decision makers and build a new customer base. The program consisted of:

  • Account-Based Multi-Channel Lead Management through Voice, Web, Chat, Webinar, and Social Media
  • Sales Enablement & Support such as Staff 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
  • Set meetings with interested decision makers for the Client’s consultants 
  • Manage and grow the database by keeping the accounts profiled and updated

 Account Research and Selection

  1. The Client specified their campaign 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 Business Owners, Head of IT, Procurement or Person-In-Charge of Purchasing, CTO, CIO, C-suite
  3. The master contact list was segmented based on these personas and was further grouped according to industry type.

Results

The 12-month Account-Based Marketing Lead Generation and Appointment Setting campaign delivered 186 Sales Qualified Appointments, 102 Follow-ups, and 8,694 Profiled Contacts.

IT Consulting Firm Closed 5 Deals from Callbox Marketing Campaign

The Client

The Client is a seasoned technology services provider and prides itself with a 17-year experience in e-retail services and 16 years of providing non-stop technology consulting solutions. The extensive technology background of their consultants in customizing top solutions for their clients needs enables them to widely cater to different industry types and sizes.

The Challenge

As a technology consulting solutions expert, the Client provides a variety of services like catalog management, e-retail design and development, storefront software support, ROI optimization, Google utilization, order and inventory management, SEO, integration, product data feeds, product data cleansing, email marketing and the full service package from evaluation to analysis.

These extensive solutions have brought in long-term clients and high ROI for the business, but the recent years have seen meager production of new business deals due to some challenges that were caused by the following:

  • The Client’s email marketing strategy that sends out catalogs to prospects via regular email accounts have become less effective. The percentage of replies decreased from 8-10% to 5-7% in the last two years.
  • Since the catalogs were hardly opened or read by target prospects, the Q & As contained in the email which were supposed to initially probe the prospect’s concerns have become less usable which slowed down the process of identifying as to whether the target needs a custom-built storefront or requires a minor change. Such data is significant in customizing the best solution for the prospect.
  • The preceding root causes bore a bigger problem which impacted the whole prospecting process of the business – fewer client conversations.

The Client opened themselves to options that could possibly address these issues, and outsourcing to a lead generation provider came up as the top and most preferred over others like buying/renting lists and adding in-house staff to multiply the job.

The Callbox Solution

Callbox and the Client possess a similar characteristic in terms of prospecting and handling customers – everything goes through evaluation and analysis before customizing the best-fit solution.

Callbox designed an Account-based Marketing Lead Generation and Appointment Setting campaign which the Client approve, and which consisted of:

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

  • To ensure data accuracy, the Callbox team was to profile the database. 
  • The contact details like email addresses, phone numbers, company name and address, SIC codes and social media accounts were to be updated.
  • Set meetings with qualified prospects for the Client’s consultants.

Below is the campaign’s two-step process:

Account Research and Selection

  • The Client specified their target industries, locations, and decision makers.
  • Callbox filtered the Client’s ideal customer profile which served as a basis for identifying qualified accounts.
  • Callbox compiled a list of potential contacts to target which was reviewed and approved by the Client

Account and Prospect Profiling

  • 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.
  • Qualified prospects were those identified to be interested to know or have the need for the Client’s services.

Results

The campaign yielded a total of 44 Sales Qualified Appointments, 676 Follow-ups, and 720 Email Replies (a 50% increase from the previous average percentage from the Client’s in-house email marketing process)

The Client was able to close 5 deals out of the 44 leads and is looking into 3 more closes before the year ends.

Callbox Multi-Channel Marketing Program Aced Success for Neuro Testing Company

The Client

The Client is a group of academic clinicians and other professionals, like engineers and researchers, who develop advanced neurological disorders assessment tools, specifically for dementia, and have been in service for more than a decade now. Their product is a memory assessment software used by clinicians to test and analyze a dementia patient’s memory, which also provides recommendations and further medical steps to take based on results.

The Challenge

The Client is focused on widely researching and meticulously developing neurological assessment tools, which they recently took to a higher level by making Android versions of it on different gadgets like smartphones and tablets.

The course was a success, however, the team went amiss on one thing – the marketing aspect of the project which bore the following challenges:

  • The long periods of research studies and software tool development took most of their attention which somehow, unconsciously snatched ample time to plan on how the tool should be strategically introduced to their target market.
  • The Client had an existing marketing staff but with skills limited to traditional marketing of going from clinic to clinic to present the product.
  • Competitors emerged fast in the market and the Client was running against them and against time – there weren’t appropriate resources or tools to use to expedite product sales and marketing.

The Client had little confidence in their ability to garner enough marketing attention for the project. And there being very little time left to roll out a well-thought marketing strategy, the Client decided, for the first time, to outsource their marketing initiatives.

The Callbox Solution

Callbox designed a Lead Generation and Appointment Setting campaign which consisted of:

  • 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 reach out to target prospects via multiple channels and promote the Client’s neurological assessment tool.
  • Generate leads, mainly to do Hot Transfers, and alternatively set up office or phone appointments with interested prospects. 
  • The team was also to manage the database, keep it accurate and free from duplicates and not qualified contacts.

Account Research and Selection

  1. The Client specified target industries, location, 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 specific target decision makers for the Callbox team to reach, which consisted of detailed demographic and firmographic segmentations.
  2. The buyer personas designated as the campaign’s primary targets were Neurologists (doctors, consultants, neuro nurses)
  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 132 Sales Qualified Leads, 47 MQLs and 527 Social Media Connections.