Tag Archive for: case-study

Callbox Lends B2C Expertise to Debt Management Firm in AU-wide Campaign

The Client

The Client is a long-established, family-run business providing a variety of financial solutions tailored for individuals and households throughout Australia. Its main lines of services include same-day small loans, car loans, and business loans. In addition, the Client is a mortgage broker offering home loans and is also a Registered Debt Agreement Administrator helping
customers with debt relief and bankruptcy avoidance.

The Challenge

The Client is among the country’s many credit repair and debt relief companies offering Part IX Debt administration, which are services that help customers handle debt and avoid personal bankruptcy. The Client is looking to expand its share of this growing sector with its unique value proposition centered around having “the fairest fee structure in the market” as well as its reputation as an established industry player.

While there are ample opportunities to increase its customer base for debt agreement solutions, the Client also faces a number of hurdles when it comes to marketing and promoting these services.

Regulations related to the aggressive marketing of debt agreements and cases of misrepresentation by other debt relief providers have made finding potential customers even more challenging.

Accordingly, the Client decided to focus its debt agreement marketing initiatives only on individuals who have already expressed some level of interest in its other loan services and have communicated with the Client in the recent past. This ensured that the target prospects are not entirely cold while, at the same time, providing the Client with the needed information to refine the outreach effort.

Based on these initial requirements, the Client was able to come up with a list of potential customers to target with its debt agreement offer. The plan called for the Client’s in-house consultants to contact qualified prospects and find out how its solutions fit with their current financial situation.

To maximize their consultants’ productivity, the Client opted to hire the services of a third-party provider for carrying out the initial touch points and qualifying activities. The Client chose Callbox because of the latter’s experience in planning and executing Australia-wide lead generation campaigns as well as its roster of clients in the heavily-regulated financial services sector.

The Callbox Solution

The Callbox team put together a phone-based lead generation program designed for a B2C campaign. Due to the nature of the project (i.e., aimed at consumers), it was determined that the best approach would be to engage prospects solely through live conversations without integrating other channels into the mix.

The main goal of the campaign revolved around identifying prospects willing to find out more about how the Client could help them in their current financial situation. Some key activities of the lead generation campaign include:

1. The client provided the Callbox team with records to be contacted. The list only included individuals who have interacted with the Client in the past such as through a loan application. As is standard practice in Callbox campaigns, the list was thoroughly profiled and validated before being used.

2. Campaign materials and collaterals, including call scripts, were produced in close consultation with the Client to ensure compliance.

3. Agents qualified every prospect with probing questions that identified their suitability and willingness to further engage with the Client’s debt counselors. Prospects having personal debt, net assets, and disposable income within a given range were tagged as qualified leads.

Results

The entire campaign ran for a total of nine months or 198 days (at 22 days/month) given that the Client renewed its contract with Callbox several times after the initial pilot phase. The following table shows a monthly breakdown of some key indicators throughout the campaign duration:

Additionally, the campaign was able to yield the following metrics in terms of activity, reach, and response:

• Reach rates of up to 55% with an average of 31%. By comparison, a reach rate of 15% is considered acceptable while 30% is quite good.
• Response rates of over 18% with an average of 11%, which is in line with phone prospecting benchmarks of 9% to 10% for this type of list.

All in all, the nine-month campaign produced a total of 505 qualified leads handed over for further engagement with the Client’s in-house consultants. By the Client’s own estimates, between 70% to 80% of the leads are expected to become customers within six months after the campaign. As such, the Client is looking to potentially generate around 354 to 404 new customers for its Part IX Debt Agreement dministration services.

Callbox Electrified Success For Energy Retail Lead In 21 Days

The Client

The Client is an electricity retailer who aims to empower consumer choice by providing options to better manage energy costs. Their extensive energy retail experience dates back to 1964.

The Challenge

With over 4 decades of electricity retail leadership both in their headquarters in Amsterdam and Singapore branch, the Client has built a strong business partnership with their clients – a relationship backed by trust and reliability inspiring them to create more electricity management options at the least cost.

Market competition is inevitable and the Client embraces this reality. So despite the strong business-client foundation they lean on, they decided to take advanced marketing steps that would keep them ahead in the game which included outsourcing to a seasoned and result-oriented multi-channel lead generation provider.

Results and Return on Investments

The first week was focused on updating contact details but with Callbox’s innovative tools and calling processes, the team was able to reach a good number of prospects and have set 6 appointments. At the end of the first month, a period of 21 days, a total of 22 appointments were set and 6 leads completed but expectations were exceeded when out of the 22 appointments, 2 were converted into sales.

As more contact details were updated in the second month, more active responses were received which resulted to 23 appointments and 8 leads.

In the third campaign month, 30 prospects showed high interest on the new price plan and have agreed to appointments while 8 considered to upgrade later.

The fourth month saw an all-time high with 34 appointments set and 12 leads completed.

The Callbox Solution

Customer Profiling

Alongside the Appointment Setting Program, Callbox ran Customer Profiling to update the Client’s database and at the same time build a new set of qualified contacts.

1. Two sets of initial email copies were sent separately: one for current customers that were due for record updating and another for new customers who might consider switching providers.

2. Active emails from prospects who responded, clicked links and visited the Client’s company website were saved for follow-up calls.

3. Bounces were also filtered and saved for follow-up calls for the agents to update as they speak with the prospect.

Appointment Setting

The Client ran an Appointment Setting Program not only to gain new customers but also to keep the current ones. The main goal was to offer new Value Plans and to share knowledge on easy steps to switch service.

1. With the help of the Pipeline Lead Nurture Tool, the team was able to profile and categorize prospects into two:
• Those interested to change or upgrade their service plans; and
• Those who preferred to keep their current service until contracts were due up but wanted to know more about the new packages

2. Appointments were set for both prospect types.

3. With Callbox’s SMART Calling system, the team was able to reach a good number of prospects to speak with the Client’s specialists with no appointments missed.

Callbox ABM Campaign Renovated Success For Interior Design Expert

The Client

The Client is a 20-year old interior design and renovation expert that provides a holistic architectural service from conceptual design, implementation, and support for corporate and retail clients through the latest trends in interior design solutions and high quality workmanship.

The Challenge

Since inception, the Client has been making its mark in the architectural design industry which made it a three-time awardee of Superbrands. However, years after, technology innovation and tough market competition brought the need to strategize, and to do some process improvement which required focusing on customer acquisition and profiling. After looking into a list of possible providers, the Client decided to outsource its lead generation campaign from Callbox.

The Callbox Solution

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

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

The Goals

  • The Callbox team was to profile the approved database. 
  • Call the Client’s ideal customers and uncover needs for creative interior design or possible renovation.
  • Delivered best-fit accounts and highly-qualified leads.

Results

Overall, the twelve-month ABM Lead Generation and Appointment Setting campaign delivered 120 Sales Qualified Leads, 97 Marketing Qualified Leads, and 416 Social Media Connections, which exceeded the Client’s expectations.

Healthcare Consulting Firm Poised to Expand in High-Growth Market with Callbox

The Client

The Client is a healthcare consulting company that specializes in revenue cycle and financial management solutions for hospitals and healthcare clinics all over the United States. In addition to its consulting packages, the Client also provides managed services including interim management, health information management, executive search, medical coding, and project staffing support.

Lines of Business
Revenue Cycle Management, Financial Management

The Challenge

By some estimates, the outsourced revenue cycle management (RCM) market is projected to expand at a CAGR of 26.5% in the next two years, making it an ideal time for mid-tier RCM consulting firms to capture opportunities for growth.

Increased requirements for convenience and transparency have created bigger challenges for hospital departments and staff involved in RCM. This, in turn, has fueled the demand for RCM-aligned solutions including consulting and advisory services.

With its nationwide footprint and a portfolio of differentiated services, the Client is well-positioned to take a significant slice of this high-growth market.

To achieve its short- and medium-term business goals, the Client has put together a robust marketing plan that included a combination of branding and sales-oriented initiatives. A key program in its marketing strategy is to leverage live conversations with hospital executives for driving awareness and interest in its end-to-end RCM solutions.

Having little internal expertise and resources for a direct marketing campaign that spans the entire United States, the Client decided to work with an outsourced lead generation agency with extensive experience in the healthcare consulting space.

Callbox’s deep domain knowledge of the Client’s target vertical and its capabilities for executing a campaign of this scope were the main reasons why the Client chose to work with Callbox.

The Callbox Solution

It was determined that Callbox’s integrated marketing strategies would be a good fit for achieving the Client’s current marketing objectives. For that reason, three main components made up the overall campaign plan: appointment setting, email marketing, and social media.

Callbox designed a 12-month Account-Based Marketing Lead Generation and Appointment Setting campaign for the Client which consisted of:

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

THE GOALS

  • The Callbox team was to reach out to prospects via multiple channels to uncover pain points or upcoming needs
  • Profile the target accounts based to keep the whole database accurate
  • Set meetings for the Client’s consultants with prospects who expressed interest in their services

Below is the two-step campaign process:

Account Research and Selection

  1. The Client specified their target industries, location, and relevant contacts
  2. Callbox refined the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts
  3. Callbox came up with a list of potential contacts to target which was reviewed and approved by the Client

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they want the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations.
  2. Identified as the campaign’s primary targets were Revenue Cycle Directors, Director of Patient Financials, Director of Health Information Management / Medical Records, Director of Business Office Services, CFO, VP of Finance, Finance Controller
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results and Investments

The 12-month Account-Based Marketing Lead Generation and Appointment Setting campaign generated a total of 232 Sales Qualified Leads, and 92 Leads Completed.

With a lead-to-opportunity conversion rate of 30% and a win rate of 40%, the 232 total leads handed over by the Callbox team can potentially translate into 38 new consulting customers for the Client.

Callbox Printed 3D (Three-Differentiated) Campaigns For Co-Marketing Specialist

The Client

The Client is a 16-year specialist agency that helps businesses reach their marketing objectives by bridging the gap between sales and marketing.

The Challenge

Liaising with clients and creating co-marketing, direct marketing and channel marketing campaigns are the Client’s core competencies which they’ve honed and polished with more than a decade of experience running end-to-end B2B programmes. However, business had recently lulled due to challenges in their prospecting process, which promptly impacted their ROI.

The Client is the rare unconventional thinker who welcomes a partnership with the competition and recognizes in it the opportunity to progress the business. Such optimism opened doors for the Client to build a partnership with Callbox.

The Callbox Solution

Customer Profiling

1. A customer profiling campaign was rolled out to validate and update the databases.

2. Contact details like company and business names, address, phone numbers, email addresses and social media accounts were updated to ensure accuracy.

3. Contact validation was done by sending initial copies of the Client’s newsletters featuring the awards and accreditations they have received,
and also contained links to FAQs, the company website and a query box.

4. Active responses like opened emails, website visits, clicked links, and queries were tracked via the Pipeline Lead Nurture Tool and saved for
follow-up.

5. Invalid emails (bounces) and contact details were updated upon speaking with the prospect.

Appointment Setting

1. The Client launched three consecutive lead generation campaigns for three of their clients which were all HP partners.

2. Active contacts that were filtered from the customer profiling campaign were prioritized and followed up via different channels (call, email, social, web and mobile) based on the prospect’s business buying behavior which was made possible by Callbox’s SMART Calling process.
3. Each campaign required 4 out of 6 probing questions be answered by prospects in order to provide substantial data for campaign consultant about the prospect’s current printing setup.

4. Prospects who agreed to speak with the Client were sent calendar invites to keep them reminded of the appointment schedule.

5. Leads were categorized as A, B, C and D based on the prospect’s need, interest, and purchase plans. “A” leads comprised of prospects who have the need to purchase within 3-6 months, “B” prospects are interested to explore, evaluate and open to discuss about a specific printer model, “C” prospects have the need to purchase or upgrade and “D” prospects are open to discuss but without specific printer model in mind.

Callbox Prints Out Success For ICT Leader

The Client

The Client is an ICT firm, and the largest HP partner in Asia, providing IT Support (Outsourcing), Cyber Security Solutions, Cloud Solutions & Services, IT Infrastructure & System Integration Services.

The Challenge

The Client consistently delivers the best print and copy solutions for their customers – a potent commitment which brought them successes in revenue and customer care since the company’s inception in 2005. 

But as years passed, market competition has become tougher and the primal revenue target of 20% per year showed a dramatic decline in recent years, dipping to only 13%-15%. Due to this decline, the Client felt the urgency to strategize in some areas of the business to regain what they’ve lost. 

Immediately, it acted on the issue by taking the next best step – to look for an outsourced lead generation partner.

The Callbox Solution

Out of several marketing proposals, the Client chose Callbox because of the latter’s rich experience in handling IT and Software campaigns, and the potent effectiveness of its Multi-Touch Multi-Channel lead generation scheme.

Callbox designed a 12-month Account-Based Marketing Lead Generation and Appointment Setting campaign for the Client which consisted of:

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

THE GOALS

  • The Callbox team was to reach out to prospects via multiple channels to uncover their pain points, and upcoming needs.
  • Profile the target accounts based on the Client’s specifications
  • Set meetings between the Client’s consultants and prospects who expressed interest, and have the need of any of their services

Below is the two-step campaign process:

Account Research and Selection

  1. The Client specified their target industries, location, and relevant contacts.
  2. Callbox refined the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts.
  3. Callbox came up with a list of potential contacts to target which was reviewed and approved by the Client.

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they wanted the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations.
  2. Identified as the campaign’s primary targets were IT Manager, HR Administrator, Procurement/Purchasing Manager, Buyer, Office Administrator, General Manager, Person-In-Charge of printers and photocopies
  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 yielded more than what the Client expected, with 176 Sales Qualified Leads, 179 Marketing Qualified Leads, and 298 Social Media Connections.

Callbox Webinar Event and ABM Campaign Mined Success For Jewelry ERP

The Client

The Client is a 25-year old technology solution and business consulting provider, and a Microsoft business partner who largely carries Microsoft dynamics products in the Middle East.

The Challenge

The Client started to provide technology and business solutions more than a couple of decades ago, and has built a huge database of customers despite the challenges encountered.

They recently launched an ERP software for jewelries that would provide reports that are useful in increasing business profitability. However, the target market was quite conservative, not easily convinced to engage in software solutions for business advancement, and still preferred to do business the old way like word of mouth and inbound.

That became one big challenge for the Client which impacted customer acquisition and expansion, and eventually called for external assistance. This made the Client decide to outsource lead generation and appointment setting campaigns from a third party provider.

The Callbox Solution

Engaging in outsourcing the first time was another challenge to beat. The Client had to look up several lead generation agencies online before they finally trimmed down the list into three, and finally decided on Callbox.

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

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

The Goals

  • The Callbox team was to do a customer profiling to validate the contact information in the database by sending initial emails that contain an overview of the jewelry ERP software
  • Prospects who would actively respond were to be followed up via voice or calling channel, and invite to the webinar
  • Prospects who would agree to speak with the Client will be booked for either a phone or online demo with the Client’s consultants

Below is the two-step campaign process:

Account Research and Selection

  1. The Client specified their target industries, location, and relevant contacts
  2. Callbox refined the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts
  3. Callbox came up with a list of potential contacts to target which was reviewed and approved by the Client.

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they wanted the outbound campaign to target which consisted of detailed demographic and firmographic segmentations
  2. Identified as the campaign’s primary targets were Shareholders, Managing Director, CEO, CFO, IT Manager, Accountants
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type

Results

The Client knew how apprehensive the target prospects towards the jewelry software would be, and the possible campaign results. Contrary to their expectations, they were surprised at how the Callbox team managed to carry out success despite the circus-like monthly lead results.

The Account-Based Marketing Lead Generation and Appointment Setting campaign delivered 85 Sales Qualified Appointments, and the Webinar gathered 170 RSVPs.

The campaign results exceeded the Client’s expectations.

Precision Engineering Company Executes Precise Rebranding with Callbox

The Client

The client is the Singapore arm of an industrial equipment supplier based in Germany, specializing in motion and fluid control technologies used in advanced production lines worldwide. The company’s product portfolio includes actuators, air preparation, fittings, tubing, pressure switches, vacuum, and valves.

The Challenge

The Client has a long and illustrious company history that includes the invention of the first inline lubricator in 1927 and a series of breakthrough innovations in several pneumatic fluid and motion control technologies. Its products and expertise are presently used in numerous manufacturing facilities worldwide for improving equipment productivity and efficiency.

In 2015, as part of its efforts to transform itself into a truly world-class engineering company, the Client consolidated several of its divisions under a single brand and recently carried out a major overhaul of its webstore to realign with its new branding initiatives. Aside from its extensive global network of distributors, the Client is able to offer its solutions to its target customers through online catalogs.

While these moves are expected to create favorable long-term opportunities, the new brand rollout and webstore revamp bring some key short- to medium-term challenges that the Client needs to address right away. In terms of near-term marketing activities, the challenge is two-fold:

  1. Informing its existing customers of the rebranding and the site renovation in a way that drives both interest and awareness
  2. Identifying specific needs and inquiries from their customers and prospects, which can then be turned into actionable insights

The Callbox Solution

Given both the Client’s current strategic situation and its immediate marketing goals, it was determined that Callbox’s precision-oriented lead generation solutions would be an effective approach at enhancing the Client’s rebranding and customer outreach efforts. Accordingly, the campaign plan consisted of two main components: (1) customer profiling and (2) lead generation.

Database Profiling

To guarantee the quality of data to be used in the campaign, the list underwent thorough customer profiling, which involved manually validating and verifying each database record and field.

  • Agents called every contact on the list in order to check and update all pertinent information.
  • Callbox’s customer profiling package ensured that every entry on the list contained complete, accurate, relevant, and timely information on a valid decision-maker.
  • Once completely profiled, every record on the list represented a contact having any of the above-mentioned job titles working in a manufacturing company located within any of the four APAC countries mentioned earlier.

Lead Generation

With its award-winning lead generation expertise, Callbox was well-positioned to help the client meet the two main challenges brought on by its recent rebranding program. In a nutshell, the lead generation activities of the campaign included:

  • The Callbox team engaged the Client’s target contacts through live phone conversations in order to touch base and introduce the rebranded solutions.
  • Callbox distributed the company’s Express catalogs to qualified contacts in Australia, Malaysia, and Singapore. The Client’s pneumatic catalogs were disseminated to qualified contacts in New Zealand.
  • Agents then set up follow-up phone appointments with hot leads and inquiries.

Callbox Brings Back Sunny Days for Solar Leader

The Client

The Client is a Sydney-based electricity retailer that offers integrated energy solutions to homes and commercial clients, and provides Energy Storage Systems.

The Challenge

The Client has been doing in-house lead generation for many years, generating leads and meeting with prospects face-to-face, but recently gave up on the process as the plight of global health held back all in-person engagements. This led the Client to outsource sales and marketing strategies from Callbox.

The Callbox Solution

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

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

The goal was for the Callbox team to generate leads and set phone appointments or telecon for the Client’s sales representatives with interested prospects, to discuss the best solutions to lower energy bills.

Below is the two-step campaign process:

Account Research and Selection

  1. The Client specified their target industries, location and relevant contacts.
  2. Callbox refined the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts.
  3. Callbox came up with a list of potential contacts to target, which was reviewed and approved by the Client.

Account and Prospect Profiling

  1. The Client provided profiles of the prospects that they want the outbound campaign to target, with detailed demographic and firmographic segmentations.
  2. Identified campaign targets were Directors, Managers and Business Owners. 
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

Overall, the Account-based Marketing Lead Generation and Appointment Setting campaign produced a total of 203 Sales Qualified Leads, 76 Marketing Qualified Leads, and 296 Social Media Connections.

Callbox Made Swift Success for US Top Car Insurer

The Client

The Client is one of America’s largest publicly held personal lines property and casualty insurers, serving more than 16,000 households for more than 85 years now.

The Challenge

Protect people and their belongings is the Client’s commitment that drives them to continually innovate by providing top-notch auto insurance and coverage on and off the road: new auto insurance packages comprising personalized policy, rewards, roadside services and tools and resources that offer information, deals, apps etc. were recently launched which the auto insurer urgently wanted to offer to customers, however it also required a more tactical marketing program which their marketing department lacked. So they made the intelligent decision to expedite achievement of project goals – outsource a lead generation program from an equally customer satisfaction-committed
provider, Callbox.

Callbox Concluded Success for Digital Marketing Analytics Leader

The Client

The Client is a leading digital marketing analytics (business intelligence) company that collects, filters, analyzes, and aggregates data from social media, forums, and other online locations.

The Challenge

Social media has become a way of life, but getting people to sit down and talk about social media analytics may be a less interesting topic. But, this group of millennial entrepreneurs whose minds are packed with fresh innovative ideas focused on what they can do to address the challenge. 

The digital marketing analytics leader planned out an in-house marketing strategy and placed a new set of targets for their marketing team. After a few months of running the in-house campaign, the Client realized that the target of 36 leads for a quarter was high. 

With the inconsistent, and below target campaign results that the in-house efforts delivered, the Client decided to outsource a lead generation campaign, which was actually part of the initial strategic plan of the company.

The Callbox Solution

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

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

THE GOALS

  • The Callbox team was to run an email marketing to disseminate information about Social Media Analytics
  • To do customer profiling to track the most responsive prospects 
  • Book meetings with interested prospects for either a phone or online demo with the Client’s consultants
  • Build more social media connections

Below is the two-step campaign process:

Account Research and Selection

  1. The Client specified their target industries, location, and relevant contacts
  2. Callbox refined the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts
  3. Callbox came up with a list of potential contacts to target which was reviewed and approved by the Client.

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they wanted the outbound campaign to target which consisted of detailed demographic and firmographic segmentations
  2. Identified as the campaign’s primary targets were Marketing Managers, Owners
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type

Results

The Account-Based Marketing Lead Generation and Appointment Setting campaign produced a total of 176 Sales Qualified Leads, 63 Marketing Qualified Leads, and 1,334 Social Media Connections.

Callbox ABM Secures New Potential Clients for Cyber Security Leader

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 six-month Account-based Marketing Lead Generation & Appointment Setting campaign delivered a total of 50 Sales Qualified Leads, 106 Marketing Qualified Leads, and 269 Social Media Connections.