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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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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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Gym Software Firm Gets Pipeline in Shape After 3-Month Callbox Program

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Gym Software Firm Gets Pipeline in Shape After 3-Month Callbox Program


  • 66 Qualified Appointments

  • 549 Follow-Ups

  • 80 Request for Information


  • Industry

    Software

  • Location

    USA

  • Headquarters

    USA

  • Campaign Type

    Appointment Setting

  • Target Location

    USA and Canada

  • Target Industries

    Gyms, Fitness Facilities, Health Clubs, Wellness Centers

  • Target Decision Makers

    Fitness Club Owner, Fitness Center Manager, Fitness Director, Gym General Manager, Operations Manager, Assistant Manager

The Client

The Client develops and provides membership management software designed for fitness clubs and wellness centers. The company targets gym facilities of all sizes, as well as single-location and multi-site fitness chains throughout the United States and Canada.

The Challenge

The Client offers a very competitive fitness club management platform that handles operations, memberships, sales, and back office processes. But the market for this type of software in North America is also highly saturated, with more than 50 major vendors operating in the same segments as the Client.

The company approached Callbox to help execute the outbound portion of their marketing program. They already had a very effective digital marketing process in place, but was dragged down by chronic underperformance in their sales development efforts.

Internally, the Client generated around six sales meetings on average each month. As the number of new customers continued plateauing, the company wanted to at least double the opportunities entering their sales pipeline.

The Client understood that reaching this target would need substantial commitments in manpower and other resources. The new pipeline targets would require them to ramp up their direct outreach volumes and expand their marketing database. That was why they partnered with Callbox.

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Niche Consulting Firm Gains Solid Foothold in High-Growth SG Market

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CASE STUDY



Niche Consulting Firm Gains Solid Foothold in High-Growth SG Market


THE CLIENT



CS_OTH_Niche-Consulting-Firm-Gains-Solid-Foothold-in-High-Growth-SG-Market-client

ABOUT
The Client is a multinational consulting company that offers intangible asset management and valuation services. The scope of their practice covers patents, copyrights, trademarks, and other forms of intellectual property. The company works with manufacturing and technology companies in Australia, New Zealand, the United Kingdom, and United States.



TARGET INDUSTRIES
Manufacturing, IT
TARGET PROSPECTS
CEO, CFO, CTO, Founder, Director, Head of Innovation/Acquisition, Finance Manager
TARGET AREAS
Singapore


THE CHALLENGE



Intangible assets (such as patents, software, content, brand name, and digital property) account for a greater portion of the value of a business today. In Singapore, intangible assets now make up at least a third of local companies’ value, up from 20% in 2010.

The Client is looking to strengthen its presence in the Singapore market, where the rapid expansion in businesses’ intellectual property (IP) portfolios has created strong demand for many of the Client’s services.

Much of this growth has been driven by increased R&D activity in Singapore’s manufacturing, engineering, and technology sectors—which are also the Client’s main target industries.

To support their planned Singapore expansion, the Client has implemented a comprehensive marketing strategy that involves direct outreach with key decision makers from companies that strongly fit their customer profile.

Right from the outset, the Client had decided to outsource this component of their marketing plan, laying down clear requirements for what they wanted their service provider to meet:

  • Extensive marketing experience in Singapore’s manufacturing, technology, and IT sectors
  • Ability to provide highly-targeted access to relevant companies and contacts
  • Proven track record of success in terms of sales impact
HIGHLIGHTS
  • Launched two highly-successful appointment setting campaigns for a consulting firm in Singapore’s manufacturing and tech sectors
  • Delivered 140% of Client’s target number of qualified appointments
  • Helped the Client carry out their expansion plans in the Singapore market
RESULTS WITHIN TWELVE WEEKS

Appointment Setting Campaign Results


THE CALLBOX SOLUTION



The Client selected Callbox as their outsourced partner after extensive discussions with different marketing agencies. According to the Client, Callbox was able to show how they leverage their years of experience marketing in Singapore’s manufacturing and tech industries, including a couple of successful campaigns that resulted in new customers for other consulting firms.

Based on the Client’s objectives and requirements, Callbox determined that the best approach would be an integrated appointment setting campaign. The Client agreed to a three-month pilot program, which was then renewed for another three-month term after initial results met the Client’s expectations.

Profiling Target Customers and Contacts

  1. The Client’s target companies included medium-sized manufacturing, technology, and IT companies in Singapore with 50 to 499 employees and annual revenue of $5 million to $50 million.
  2. The key contacts were made up of CEOs, CFOs, CTOs, finance managers, IT directors, and decision makers in charge of R&D.
  3. Most of the contact records were obtained from Callbox’s internal leads database, while other records were acquired via research.

Multi-Channel Outreach

  1. The campaign reached out to the target prospects via phone, email and LinkedIn.
  2. Targeted emails and live phone conversations enabled the campaign to engage prospects on a one-on-one basis.
  3. LinkedIn helped warm up and profile prospects throughout the campaign.

Multi-Touch Lead Nurturing and Conversion

  1. The touch points were scheduled and performed based on a nurturing cadence that matched the campaign requirements, which started with an intro email and continued with a sequence of phone and email follow-ups alongside LinkedIn activities.
  2. The cadence’s primary goal was to qualify interested prospects as well as book phone and in-person meetings.
  3. The nurturing cadence was automated and managed using Callbox’s Pipeline CRM tool.

RESULTS



The pilot campaign’s results exceeded the Client’s main requirement of generating at least 10 qualified appointments per month. In total, the pilot campaign delivered 43 qualified appointments (sales-qualified leads or SQLs) and 78 marketing-qualified leads (MQLs).

After the first three-month campaign, the Client renewed the contract for another three-month appointment setting program. At time of writing, the new campaign was wrapping up its third month and has produced a total of 37 qualified appointments and 67 MQLs.


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B2B Logistics Brand Seals $6M in New Deals from Callbox Campaign

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B2B Logistics Brand Seals $6M in New Deals from Callbox Campaign


  • 3 New Customers

  • $6M New Sales

  • 83 SQLs

  • 48 MQLs


  • Industry

    Logistics

  • Location

    Pittsburg, PA

  • Headquarters

    Pittsburg, PA

  • Campaign Type

    Appointment Setting

  • Target Location

    US

  • Target Industries

    Miscellaneous Retail, Household Furniture…

  • Target Decision Makers

    Logistics Coordinator, Procurement Manager, Operations Manager, Shipping Manager, Home Delivery Operations Manager, C-level, President

The Client

The Client provides specialized logistics solutions to manufacturing, technology, wholesale, retail, and home delivery companies throughout the United States. Its primary lines of service include managed freight, logistics, shipping, and storage. The company currently has more than 200 employees and annual revenues of over $30 million.

The Challenge

The Client has recently been ramping up its presence in the “last mile” delivery market. To support its push into the U.S. home delivery space, the Client had put together a full-spectrum marketing plan.

The Client wanted to divide the marketing activities between its internal team and an outside marketing agency. The vendor would handle the early-stage prospecting and lead generation activities, while the internal team took care of activities further down the funnel.

Specifically, the Client wanted the outside marketing firm to carry out the following roles:

  • Look for retail businesses with a strong fit
  • Contact key persons in charge of logistics and home delivery operations
  • Screen them further with additional qualifying requirements
  • Schedule qualified contacts for an introductory meeting

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Fill up our form below and you’ll be able to read in-depth strategies and tools that contributed to the campaign’s success based on the Client’s challenges and goals.

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Targeted Lead Generation Speeds Up SG Digital Marketing Firm’s Expansion

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CASE STUDY



Targeted Lead Generation Speeds Up SG Digital Marketing Firm’s Expansion


THE CLIENT



About the client

ABOUT
The Client is a digital marketing agency based in Singapore that specializes in social media marketing, email marketing, affiliate marketing, and PPC advertising. The company targets SMBs in the APAC and North American regions.



TARGET INDUSTRIES
Food & Beverage, Retail, Beauty/Cosmetics, Fashion, Travel, Mobile Apps, IoT, Hospitality, Entertainment, Consumer Processed Goods, Consumer Services, Consumer Electronics, Financial Services

TARGET PROSPECTS
Marketing Managers, Marketing executives, marketing directors, marketing assistant, brand manager, brand director, owner, social media manager, social media director, digital marketing manager, digital marketing assistant, digital marketing director, marketing strategist, digital strategist, events director, events marketing manager, events marketing, head of marketing, head of digital marketing, head of branding, co-founder

TARGET AREAS
Hong Kong and Singapore


THE CHALLENGE



As one of a handful of highly-specialized digital marketing companies in Singapore, the Client recently expanded into the influencer marketing space.

In 2017, the company unveiled their full-service influencer marketing package initially to the Hong Kong and Singapore markets. The Client was planning to follow this up with a full rollout in the rest of their APAC and North American segments in the next year.

The company wanted to accelerate the first phase of this expansion, so they decided to support their overall marketing efforts with targeted outbound tactics. The owner and CEO was convinced that outbound could be a “force multiplier” to inbound in terms of “scaling up direct touches.”

But with much of their expertise and manpower committed to the company’s core digital marketing business, the Client sought the help of third-party providers to handle the outbound campaign. The company looked at potential marketing partners that had:

  • Proven ability to reach their target businesses in their initial markets of Singapore and Hong Kong (and later in other APAC and North American locations)
  • Past experience handling campaigns in their priority industries
  • Demonstrated domain knowledge and marketing expertise in the Client’s services
HIGHLIGHTS
  • Completed a targeted appointment setting campaign to boost an SG digital marketing firm’s product rollout
  • Delivered results that significantly impact both funnel and pipeline growth
  • Enabled Client to start next phase of market expansion
RESULTS WITHIN TWELVE WEEKS

Callbox Lead Generation for SG Digital Marketing Firm Results


THE CALLBOX SOLUTION



One of the Client’s longtime digital marketing customers recommended Callbox as a possible outbound provider. After a thorough review of each potential vendor, the Client went with Callbox, mentioning how the latter “scored highly” in all the criteria they laid out.

A three-month appointment setting campaign was then planned and implemented. The campaign’s main goal involved driving awareness and booking sales meetings for their recently-launched influencer marketing platform. Some key campaign activities include:

Building an Accurate, Targeted Marketing Database

  1. For the campaign, the Client wanted to target Singapore and Hong Kong companies from a range of consumer-facing industries, with 10 to 500 employees.
  2. The target contacts consisted of decision makers in charge of marketing, branding, and sales.
  3. The list was compiled using both Callbox’s in-house database and additional desk research.

Identifying Interested Leads and Scheduling Sales Appointments

  1. The campaign team used phone, email, and LinkedIn touches in an integrated outreach cadence.
  2. The messaging strategy was crafted to capture how the Client’s new influencer marketing platform’s key benefits solve the target customers’ pain points.
  3. Probing questions gauged each prospect’s level of fit and interest. Prospects who wanted to know more about the platform were counted as completed leads, while those who agreed to meet with reps from the Client were tagged as qualified appointments.

Managing Prospects and Maximizing Conversions

  1. The Client was provided with access to Pipeline CRM, Callbox’s lead management and marketing automation tool, which helped them oversee the project and monitor progress in real-time.
  2. The Campaign team leveraged various functions and features in Pipeline CRM to nurture prospects and maximize engagement.
  3. Callbox handled all aspects of the campaign—from preparing campaign materials, to continuous testing and improvement.


RESULTS



The three-month campaign ran for a total of 66 days spanning much of Q3 2018 and early October of that year. The results met the Client’s expectations in a number of key performance areas:

  • 48 qualified appointments (which the Client considered near-term sales opportunities)
  • 80 completed leads (which the Client will still transfer to their sales team but require more follow-ups)
  • 116 requests for information (which represented significant marketing funnel growth)

Given these results from the initial campaign, the Client wants callbox to handle its upcoming outbound initiatives for the next stages of its expansion.


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B2B Mobile Marketplace Gets Clear Buying Signals from New Prospects

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B2B Mobile Marketplace Gets Clear Buying Signals from New Prospects


  • 73 Qualified Appointments

  • 116 Completed Leads

  • 11 Potential New Customers


  • Industry

    Software

  • Location

    Van Nuys, CA

  • Headquarters

    Van Nuys, CA

  • Campaign Type

    Appointment Setting

  • Target Location

    United States

  • Target Industries

    Food & Beverage, Retail Trade, Services

  • Target Decision Makers

    Owner, Restaurant Manager, Marketing Manager, General Manager

The Client

The Client is a CA-based software company that offers a cloud-based mobile e-commerce platform for various types of hospitality business establishments. The company sells to small- to medium-sized retail shops, food and drinking places, and other hospitality establishments across the United States.

The Challenge

The Client designs and develops an integrated digital marketplace that helps SMB operators of hospitality establishments to boost mobile visibility. Its primary app allows companies to attract foot traffic by improving their discoverability via local and mobile searches.

As a small and nimble player in the B2B digital marketplace vertical, the Client wants to move fast and maintain its growth momentum, especially now with the threat of new entrants looming over the horizon.

This led the company to adopt proactive growth hacking initiatives that combine both inbound and outbound marketing strategies. Recently, the Client decided to outsource most of its outbound prospecting operations, so that its in-house marketing team could focus on handling inbound leads and nurturing warm opportunities.

The Client was very clear about its requirements for an outsourced marketing partner. First, the provider needed to have adequate resources to cover a USA-wide campaign. Second, the agency must be able to support targeted outreach across the different segments the Client was looking to enter.

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