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Callbox Unleashed Sales Opportunities for Cloud ERP Leader

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Callbox Unleashed Sales Opportunities for Cloud ERP Leader


  • 43 Appointments Set

  • 37 Marketing-Qualified Leads

  • 5 Callbacks

  • 548 Social Media Connections


  • Industry

    IT, Software

  • Location

    Singapore

  • Headquarters

    CA, USA

  • Campaign Type

    Lead Generation and Appointment Setting

  • Target Location

    Singapore

  • Target Industries

    Wholesale / Distribution, Retail, eCommerce…

  • Target Decision Makers

    CEO, Managing Director, Financial Controller, CFO, Owner, Accountant

The Client

The Client is a pioneer cloud company that delivers business applications via the internet. They provide ERP and omnichannel commerce software to more than 20,000 customers in over 200 countries.

The Challenge

ERP enables organizations to collect, store, manage and interpret data from different business functions which enhances efficiency and facilitates error-free transactions. These promising benefits however, failed to attract businesses at first because the implementation process requires changes in existing business processes which may also disrupt business rules, data semantics, and decision centers.

Being fully aware of the market’s reaction to ERP, the Client came up with a holistic three-phase approach that comprised consulting, implementation and support. Moreover, they partnered with Callbox in order to best position the product’s value proposition to target customers.

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Callbox’s ABM Program Delivered 100+ Appointments To Pittsburgh-based Software Development Company

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Callbox’s ABM Program Delivered 100+ Appointments To Pittsburgh-based Software Development Company


  • 111 Appointments Set

  • 29 Leads Completed

  • 63 Callbacks


  • Industry

    IT, Software

  • Location

    Pittsburgh, PA

  • Headquarters

    Pittsburgh, PA

  • Campaign Type

    Appointment Setting

  • Target Location

    Pennsylvania, Ohio, West Virginia

  • Target Industries

    All industries with $10M to $2B revenue, 10 to 499 employees, with 2 to 30+ PCs

  • Target Decision Makers

    CIO, IT Manager, SR Development Manager, PIC of the Software Development in the company

The Client

The Client is a Pittsburgh-based software development company, providing improvement, business integration, and business intelligence to a variety of businesses, local governments, non-profit organizations, and startups. They have the expertise to meet every client’s needs from mobile applications, web development, custom systems for startup ideas or simple consulting for upgrading systems.

The Challenge

The software development expert has been providing business intelligence and integration solutions since 2006. Since then, it has built a roster of happy clients and a large library of their success stories.

In 2016, the BI landscape transitioned into easy-to-use, fast, agile and trusted modern platforms and an uptick in cloud-based BI, which the client had to cope with. Along with the innovation, a change in the buyers’ purchase behavior was also seen. In order for the Client to keep up with internal upgrades while keeping their customer base on track and increasing, they decided to outsource their sales and marketing functions to Callbox.

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Callbox Helped Decode Issues And Brought Significant Sales Uptick For 5-Star Cybersecurity Software Provider

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Callbox Brings Significant Sales Uptick For 5-Star Cybersecurity Provider


  • 86 Appointments Set

  • 98 For Follow-Up

  • 542 LinkedIn Connections

  • 94 Callback


  • Industry

    IT, Software

  • Location

    Singapore

  • Headquarters

    CA, USA

  • Campaign Type

    Lead Generation, Appointment Setting

  • Target Location

    SG, HK, MY

  • Target Industries

    Wholesale Trade, Retail Trade, Finance / Insurance / Real Estate…

  • Target Decision Makers

    IT Director, CTO, CIO, Desktop Manager, IT Security Manager, Security Architect, CISO, Desktop Administrator

The Client

The Client is one of the trusted names in cybersecurity in the IT industry that offers endpoint security solutions. They are composed of teams of bold malware hunters, software engineers, and security industry veterans, and their innovative technology has been awarded six patents since inception.

The Challenge

Apart from expanding their market reach to neighboring nations, Malaysia and Hong Kong, the Client also needed to address some vague issues about their product.

The Client needed to educate their target customers further than their anti-malware tool does more than just removing known viruses, but can isolate and remove trojans, block or flag malware and detect threatening files and behaviours that are common in viruses.

Although news and updates about their products were regularly published via newsletters, and webinars and in-person events were held, the cybersecurity expert decided to look for a partner who can provide proven process and tools that could speed up information dissemination to target customers, as well as generate leads and appointments to grow their sales pipeline.

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Cost Reduction Consulting Firm Grows Potential Sales with 270+ New Business Leads

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CASE STUDY

Cost Reduction Consulting Firm Grows Potential Sales with 270+ New Business Leads


THE CLIENT


Client Information

ABOUT

The Client is an independent cost reduction consulting firm with offices all over the US and Canada. They help businesses reduce essential service expenses on telecom, merchant services, and shipping by twenty-seven to twenty-eight percent, and have delivered more than three hundred million dollars in documented savings to their clients.

TARGET AREAS

USA and Canada

TARGET INDUSTRIES

Accounting & Financial, Administration, Construction, Government, Healthcare, Hospitality, Information Services, Manufacturing, Non-Profit, Printing & Publishing, Professional Services, Real Estate, Retail, Transportation

TARGET PROSPECTS

Business Owners, Managers, Directors


THE CHALLENGE


The dawn of automation in computers and mobile devices brought a drastic change in the Client’s performance and ROI metrics. As people start to learn to maximize the internet’s capabilities like remote management and tracking usage, the consulting expert found themselves dragging, having not enough data resources and tools to use to help them implement innovative ideas to attract new customers and keep the old ones.

To keep up, the Client looked for options, tools, and services that could help them cut the rope. With a colleague’s advice, they considered outsourcing their marketing efforts to Callbox.

The Client’s thrust was to increase their customer base in order to achieve its goal of opening more operation sites in target states in the US and provinces in Canada.


HIGHLIGHTS

  • Successfully completed an 18-month US and Canada-wide Appointment Setting campaign for a management consulting company.
  • Worked out outbound campaign activities that opened opportunities for the Client to engage new sets of customers in two countries.
  • Achieved key objectives in terms of best-fit accounts and highly-qualified prospects delivered.

CAMPAIGN RESULTS

Campaign Results


THE CALLBOX SOLUTION


Callbox designed an Appointment Setting campaign which the Client approved and initially signed up for 12 months, and eventually progressed to five more contracts thereafter.

The goal was for the Callbox team to set appointments between the Client’s specialists based in their US and Canada offices and prospects who have a need for their consulting services.

Account Research and Selection

  1. The Client specified their target industries and decision makers.
  2. Callbox filtered the Client’s target decision makers which served as a basis for identifying qualified accounts.
  3. Callbox then compiled a list of potential contacts to target, which was reviewed and approved by the Client.

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they want the outbound campaign to engage.
  2. The profiles consisted of detailed demographic and firmographic segmentations.
  3. Callbox qualified prospects that had a current need of any of the Client’s services.


RESULTS


Overall, the eighteen-month Appointment Setting campaign delivered 270 appointments (sales-qualified leads) in total, 135 leads completed (highly convertible leads that require further nurturing), and 90 requested for more information (qualified prospects who need more time to review).


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Appointment Setting Campaign Causes Rise in Sales-ready Leads for Cyber Security Firm

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ABM-Focused Campaigns Double Sales Opportunities for Managed Cloud Firm

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ABM-Focused Campaigns Double Sales Opportunities for Managed Cloud Firm


  • 86 SQLs

  • 144 MQLs

  • 4,993 Accounts Reached


  • Industry

    Managed Cloud

  • Location

    Austin, TX

  • Headquarters

    Austin, TX

  • Campaign Type

    Appointment Setting

  • Target Location

    Ohio, New York, Pennsylvania, Maryland…

  • Target Industries

    Manufacturing, Distribution, Banking, Insurance

  • Target Decision Makers

    CIO, CTO, CFO, CEO, Managing Director

The Client

The Client is an Austin, TX-based company that provides managed cloud solutions tailored for the security, middleware, and database needs of enterprise customers. The Client primarily targets organizations operating in industries with complex regulatory and compliance requirements.

The Challenge

The Client, an Austin, TX-based managed cloud services provider with Fortune Global 500 customers in a number of countries worldwide, wanted to expand its market presence much closer to home with an intensified push for increased market share in over a dozen U.S. states.

With the help of its newly launched ABM program, the company has already made some progress toward this planned expansion. Their ABM effort has so far added 97 candidate strategic accounts into their pipeline after a full year of implementation.

The Client, however, understood they need to scale this up in order to make their funnel numbers work. They aimed to apply a tiered approach at selecting accounts during the program’s second year.

Under their tier-based ABM strategy, the company segments accounts into two main tiers according to how potential companies match the target customer profile:

  • Tier 1 Accounts: Best-fit companies requiring hyper-targeted, market-of-one engagement
  • Tier 2 Accounts: The rest of their target accounts that still require targeted and personalized messaging but not a market-of-one approach; consists of two further sub-segments based on industry group

In order for their internal team to exclusively focus their time and resources on selling to Tier 1 accounts, the Client planned to let a B2B marketing service provider handle the top-of-funnel activities for the Tier 2 segment.

The company set three main goals that their partner marketing agency should help them achieve:

  • Increase the quantity and quality of target accounts in all Tier 2 sub-segments
  • Navigate each target account’s org chart to identify all relevant decision makers
  • Initiate contact and set the stage for the Client’s reps to convert and close promising prospects

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Callboxinc.com - B2B Lead Generation Company


IT Telecom Consultancy Adds Over $1.3M in Sales Pipeline Opportunities

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IT Telecom Consultancy Adds Over $1.3M in Sales Pipeline Opportunities


  • 104 SQLs

  • 6,878 Accouts Touched

  • 227 MQLs


  • Industry

    Telecom, IT Consulting, Professional Services

  • Location

    Albana, NY

  • Headquarters

    Albana, NY

  • Campaign Type

    Appointment Setting

  • Target Location

    United States

  • Target Industries

    Mining, Construction, Wholesale Trade, Retail Trade

  • Target Decision Makers

    IT Executives and CFOs

The Client

The Client provides supplier integration, cost management, and strategic sourcing solutions for IT and telecommunications services. Founded in 1997, the Client targets Fortune 500 and other large companies doing business in a number of industries throughout the United States.

The Challenge

For the better part of two decades, the Client has carved out a decent market coverage across a broad range of industries. The company maintains a number of Fortune 500 brands and government agencies in its customer portfolio.

The Client, however, recently ramped up customer acquisition activities in verticals where it lagged behind competitors. These included mining, construction, retail, and wholesale trade.

The move required committing additional time and people—which were already at a premium internally at the company. To avoid diverting resources away from other ongoing marketing initiatives, the Client decided it was better to outsource the prospecting activities for the new campaign.

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Callbox Profiles Key In-House List for Government Agency, Lifts Email KPIs

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CASE STUDY



Callbox Profiles Key In-House List for Government Agency, Lifts Email KPIs


THE CLIENT



Client information

ABOUT
The Client is the head office of a government agency in a Southeast Asian country. The Client develops and implements foreign trade policies, as well as regulates the country’s export and import industries.



TARGET INDUSTRIES
International Trade Sector (Export and Import Industries)
TARGET PROSPECTS
C-level and Senior Management


THE CHALLENGE



As part of the government agency responsible for overseeing international trade in its home country, the Client facilitates trade relations with private companies overseas. The Client maintains an extensive database of key contacts from exporters and importers located in partner countries.

The office’s foreign companies list consists of around 25,000 contacts acquired from different sources, such as signup forms, internal research, tradeshow events, and publicly available documents. The list makes up the backbone of the Client’s promotion activities and information drive, as well as the main distribution list for the agency’s monthly newsletter.

The Client recently started a planned update and migration of its various data resources. A data audit revealed that the agency’s foreign companies list contained a very high number of potential data quality issues, including missing values, duplicate entries, and outdated fields.

With tight timetables for the data migration project, the Client sought the help of a third-party provider to scrub and update its foreign companies list. Following a thorough procurement process, officials chose Callbox after taking into account price competitiveness, data management capabilities, and track record.

HIGHLIGHTS
  • Cleaned and updated a Southeast Asian government agency’s contact list of overseas exporters and importers
  • Enriched Client’s database with targeted information collected from various sources
  • Helped improve Client’s outbound campaigns with highly accurate and up-to-date data
CAMPAIGN RESULTS

Data Profiling Campaign results


THE CALLBOX SOLUTION



Callbox carried out a data cleaning and data profiling campaign for the Client. The campaign was designed with the agency’s very particular requirements and timelines in mind.

Data Cleaning

  1. The data cleaning phase of the campaign was scheduled and completed during the first two weeks.
  2. A battery of database scrubbing activities were performed on the Client’s foreign companies list, including de-duplication, error correction, and record standardization.
  3. The data cleaning workflow consisted of both manual and automated processes which made use of Callbox’s suite of list health tools.

Data Profiling

  1. After completing the data cleaning activities, the Callbox team verified and updated each list record through one-on-one calls with contacts, which consisted of senior and C-level executives from multiple countries and locations.
  2. Desk research helped enrich the Client’s database by supplying missing values and appending new information mined from different sources.
  3. Accuracy of each list entry was guaranteed through cross-referencing with Callbox’s own records and using different data sources to validate fields.

RESULTS



The whole campaign took two months to complete (or 44 days), which was well within the Client’s required timeline. The first two weeks were spent on data cleaning, while the remaining six weeks were allocated for data profiling.

The Callbox team profiled a total of 24,952 records and worked to achieve 99.5% accuracy for the final list.

Three months after receiving the cleaned and profiled database, the Client reported 1.3x higher delivery rates, 70% fewer bounces, and across-the-board improvement in their email engagement/response metrics.


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ICT Leader Aced More Than A Thousand New Leads With Callbox’s ABM Appointment Setting Program

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ICT Leader Aced More Than A Thousand New Leads With Callbox’s ABM Appointment Setting Program


  • 1,248 SQLs

  • 23,050 Decision Makers Reached

  • 59,103 Accounts Touched

  • 21,164 Emails Delivered


  • Industry

    IT, Software, Advance Electronics Technology

  • Location

    Malaysia

  • Headquarters

    Taiwan

  • Campaign Type

    Appointment Setting

  • Target Location

    Malaysia-wide

  • Target Industries

    All Industries

  • Target Decision Makers

    IT Managers, IT Directors, CTO, CEO

The Client

As a multinational company and one of the world’s top ICT brands, the Client specializes in advanced electronics technology. It’s core business focuses on fusing hardware, software and services to open up wider possibilities for businesses and consumers alike.

The Challenge

The Client has more than four decades of ICT experience and leadership. It started with service-oriented technologies and has kept the battle in its hands until it lost bearings in 2011 due to management hit-or-miss and tough market competition.

The ICT magnate saw a decline in their revenue and sagging interest from their customers with competitors’ rapid release of mobile devices that made them seem invisible in the market.

Although several innovations were launched to snatch their target customer’s interest back, the problem continued for a couple of years, resulting to difficulty in promoting their new line of products. This called for the client to outsource some of its functions, particularly sales and marketing.

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Callbox’s Call-To-Invite Campaign Delivered ICT Leader From Buyout Concussions

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CASE STUDY



Callbox’s Call-To-Invite Campaign Delivered ICT Leader From Buyout Concussions


THE CLIENT



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



TARGET AREAS
Singapore, Thailand, Malaysia
TARGET INDUSTRIES
All Industries
TARGET PROSPECTS
IIT Manager, Network Security Manager, Networking Manager


THE CHALLENGE



The Client made history and proved its might in the technology sector when it completed a merger valued at approximately $60 billion with one of the biggest data storage companies, in 2015.

Although It was known to be the biggest tech deal ever, several roadblocks halted the deal’s success which affected the business in many different ways. One of those is product redundancy.

The Client’s newly acquired partner hosts several subsidiaries that were meant to augment technology bases and slope up the business but turned out to create a complex battleground, resulting in customer anxiety instead.

In the hope of driving awareness on customers about its new line of combined products and services, the Client decided to host a series of events.

HIGHLIGHTS
  • Successfully completed a 3-month region-wide Call-to Invite campaign for a multinational ICT company
  • Worked out seamless outbound campaign activities that set the stage for the Client to deliver its message to its target audience
  • Achieved key objectives in terms of best-fit accounts and highly-interested participants delivered
CAMPAIGN RESULTS

Call-to-Invite Campaign results


THE CALLBOX SOLUTION



Callbox and the Client methodized a three-month Call-to-Invite campaign.

The goal was for the Callbox team to invite target participants and register to the series of events that the Client will be hosting in different countries and schedules.

The discussions focused on automation and data security.

Account Research and Selection

  1. Callbox helped analyze and refine the Client’s ideal customer profile (ICP) that served as basis for identifying which companies to include as target accounts.
  2. Callbox improved the Client’s ideal customer profile (ICP) which served as a basis for identifying which contacts qualify best as target participants.
  3. Callbox then compiled a list of potential contacts to target, which was reviewed and approved by the Client.

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of prospects they want the outbound campaign to engage. The profiles consisted of detailed demographic and firmographic segmentations.
  2. Two buyer personas were designated as the campaign’s primary targets: mid-level IT managers or directors and mid-level network managers.
  3. The master contact list was segmented based on these two personas and further grouped according to industry and business size.

RESULTS



The three-month Call-to-Invite campaign concluded the key objective set for the project: to drive awareness on target customers about the new line of merged products and services as one brand.

The Call-to-Invite campaign delivered the following results:

First Month, Thailand

  • Total calls made: 2,970
  • No. of RSVPs: 70
  • For follow up: 65
  • Requested more information: 40
  • Total positive contacts: 424

Second Month, Singapore

  • Total calls made: 3,080
  • No. of RSVPs: 80
  • For follow up: 70
  • Requested more information: 53
  • Total positive contacts: 512

Third Month, Malaysia

  • Total calls made: 1,776
  • No. of RSVPs: 30
  • For follow up: 40
  • Requested more information: 25
  • Total positive contacts: 115

Overall, the three-month Call-to-Invite outreach produced a total of 180 leads (confirmed attendees) as against the Client’s target of 100.

The leads delivered were best-qualified targets which turned in 55% conversion for the Client.


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Account-Based Appointment Setting Puts Business IT Firm in Front of Best-Fit Customers

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Account-Based Appointment Setting Puts Business IT Firm in Front of Best-Fit Customers


  • 89 SQLs

  • 134 MQLs

  • 7,909 Accounts-touched

  • 2.9 Average contacts per account


  • Industry

    Managed IT, IT Consulting, Cloud Services

  • Location

    Sunnyvale, CA

  • Headquarters

    Sunnyvale, CA

  • Campaign Type

    Appointment Setting

  • Target Location

    United States

  • Target Industries

    Manufacturing, Industrial, Media, F&B

  • Target Decision Makers

    IT Manager, IT Director, CIO, CTO

The Client

The Client provides managed IT and IT consulting services to manufacturing, industrial, food and beverage, and media organizations throughout the United States. The company specializes in IT support, advisory, cloud, procurement, and networking solutions.

The Challenge

During the campaign for the second half of the year, Callbox implemented an account-based appointment setting strategy in support of the Client’s recent adoption of an ABM approach for acquiring new business. The Client aims to capture high-value deals by engaging multiple contacts in an organization. According to the Client, they’ve observed that IT buying decisions now have to pass through different layers of decision makers. Oftentimes this means reps need to speak to multiple roles within the target company just to get their foot in the door.

The Client wanted Callbox to help them initiate this process, so that their reps can focus on moving the sales conversation forward. As a result, Callbox’s role grew to include market research, account selection, account profiling, and targeted outreach.

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Long-Term B2C Client Taps into Steady Flow of Appointments

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CASE STUDY



Long-Term B2C Client Taps into Steady Flow of Appointments


THE CLIENT



Long Term B2C Client Taps into Steady Flow of Appointments [About the client]

ABOUT
The Client installs and replaces windows and doors for homes and residential units. With its headquarters located in Edmonton, Alberta, the company primarily targets homeowners throughout Alberta, Saskatchewan, Ontario, and other Canadian provinces.


TARGET DECISION MAKERS
Homeowners


THE CHALLENGE



The Client has been a Callbox customer since 2014. Callbox handles most of the activities in the Client’s outbound prospecting program.

At the time the Client started working with Callbox, the company had a fairly extensive coverage of key areas in their primary markets of Alberta, Saskatchewan, and Ontario.

The early campaigns that Callbox launched for the Client were aimed at expanding the company’s presence in newer locations throughout these provinces. Around two years into the partnership, the Client shifted their marketing focus toward expanding across Canada.

The Client was very particular with the depth of product knowledge that the agents assigned to the project held. The Client had prior experience with a different provider that focused the messaging strategy on the Client as an organization but underemphasized the company’s products and benefits.

In addition, the Client also wanted Callbox’s appointment setting solution to seamlessly integrate with the company’s processes and technology stack. In particular, the client made it clear that the outbound campaigns should sync up with their internal CRM tool.

HIGHLIGHTS
RESULTS IN ONGOING PROGRAM

  • Launched an ongoing targeted B2C appointment setting program for a window and door replacement company based in Canada
  • Delivered a consistent flow of qualified appointments each month for over 5 years now
  • Grew the Client’s prospect database with new contacts and updated fields
Long Term B2C Client Taps into Steady Flow of Appointments [Campaign results]

THE CALLBOX SOLUTION



Callbox planned and carried out phone-based outbound appointment setting campaigns for the Client. The project’s main objective is to hand off qualified prospects with a very high degree of interest in the Client’s window and door installation services.

The campaign activities broadly fall into two main categories: prospect research and phone outreach.

Prospect Research and Profiling

1. The company sells to homeowners within a specified income bracket and age group. This was initially limited to the company’s primary markets of Alberta, Saskatchewan, and Ontario but was later expanded into other Canadian provinces.

2. The Client provided its own prospect list, which the Callbox team supplemented with additional records and updated fields.

3. Most of the new contacts that Callbox provided have been acquired through research. These new records were reviewed and approved by the Client before being used.

Phone Outreach

1. The campaign team’s calling agents contacted prospects and determine their interest in the Client’s services with a series of probing questions. Contacts who were planning to replace their window or door, plus agreed to meet with a rep for a free estimate, were tagged as success calls.

2. To ensure that calling agents had adequate product knowledge, product training and call simulations were done prior to the project. The Client also regularly reviewed call scripts and recordings to see if their product-level value proposition was maintained in the calls.

3. Callbox tailored each outbound campaign to meet the Client’s changing requirements, scaling up the manpower and resources allocated to the project as needed. When the target locations grew to include other provinces in Canada, Callbox assigned an additional calling agent and another data specialist to the campaign team.


RESULTS



The campaign team has been able to maintain a positive response rate of at least 34% and a monthly list growth rate of 3%.

The appointment setting program is still ongoing and has now completed more than five years of targeted outbound B2C campaign activities for the Client.

On average, Callbox hands off 318 qualified appointments to the Client’s reps each month. The campaign team has also been able to maintain a positive response rate of at least 34% and a monthly list growth rate of 3%.

The Client is very satisfied with the results of the program so far and continues to partner with Callbox.


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