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Callbox ABM Onboarded New Potential Clients for Risk Intelligence IT Pioneer

The Client

The Client is a pioneer of advanced technology that provides risk intelligence for global enterprises, using artificial intelligence and machine learning modeling to crawl millions of domains to give its clients full visibility, insight, and understanding of the internet. It helps uncover hidden merchant risk and reveal new opportunities to help businesses grow.

Lines of Business:
Cyber Intelligence, Artificial Intelligence, Professional Services

The Challenge

In particular, The Client’s products help these industry stakeholders to maintain compliance with relevant regulations, mostly defined by the card schemes themselves (Visa, MC, Amex, Discover, etc), in order to protect the industry from infiltration and money laundering by bad actors.

To do this, the Client offers two core products: one is a cyber intelligence tool for detection and prevention of transaction laundering over online payment channels, and the other is an artificial intelligence platform and machine learning technologies to find illicit marketplace listings by analyzing text, images and metadata.

In this campaign, the Client wanted to promote their cyber intelligence solution.

The Callbox Solution

Callbox customized an Account-based Marketing Lead Generation & Appointment Setting campaign which consisted of the following:

  • Account-Based Multi-Channel Lead Management via Voice, Email, Chat, Web, Social Media, and Webinar
  • Sales Enablement & Support which included Product 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 promote the Client’s cyber intelligence solution to target decision makers.
  • Set web meetings with interested prospects for the Client’s consultants.
  • Build social media connections.

Below is the two-step campaign process:

Account Research and Selection

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

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they want the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations.
  2. Buyer personas were identified as the campaign’s primary targets were  Risk and Compliance Functions.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The 6-month ABM campaign delivered 91 Sales Qualified Leads, 134 MQLs, and 5,624 Social Media Connections.

Pioneer IT in NZ Raised Market Awareness thru Callbox Lead Gen

The Client

The Client is among the oldest IT companies in New Zealand which was established more than three decades ago, and remains one of the top providers of tailored IT solutions such as Managed IT, Security Services, Managed Security, and ICT.

The Challenge

The Client recently tied a new partnership with a leading global security intelligence company which recognised their strength and capability as an IT solutions provider in New Zealand, and indicated growth for their already outstanding service.

The recent event marked the Client’s decision to widen their market scope, however it required a realignment in some areas of the business, specifically in sales and marketing.

The goal also laid out the idea to outsource a marketing campaign from a company that can provide a sufficient number of contacts to target, and has rich experience and proven strategies in prospecting. Among a long list of potential lead generation companies, the Client preferred Callbox’s multi-channel marketing approach.

The Callbox Solution

Callbox customized an Account-based Marketing Lead Generation campaign for the IT pioneer which consisted of the following:

  • Account-Based Multi-Channel Lead Management via Voice, Email, Chat, Web, Social Media, and Webinar
  • Sales Enablement & Support which included Product 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 promote the Client’s product/service by sending case studies and brochures to prospects.
  • To generate leads, or prospects who agreed to receive regular updates from the Client.
  • To keep the database clean and updated with a sufficient number of contacts to target every month.

Below is the two-step campaign process:

Account Research and Selection

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

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they want the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations.
  2. Buyer personas were identified as the campaign’s primary targets were IT Manager, IT Director, CIO, CTO.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The lead generation campaign produced 106 Marketing Qualified Leads, 61 Social Media Connections, and 2 Appointments Set.

Despite the target market’s apprehensive reaction towards the Client’s campaign, and the very specific lead criteria for qualification, the Callbox team managed to deliver marketing leads which was more than what they expected.

Global ICT Leader Expands Broadband Space in the UK with Callbox ABM

The Client

The Client is a global leader in communications technology and services for over 25 years, bringing leading-edge solutions to telcos, municipalities, utility co-ops, open access providers and WISPs to reduce operating costs and future-proof technology.

Lines of Business
Customer Service Management, Field Service Management, Unified Device Management, Telecom Analytics

The Challenge

Customers have high demand for the Client’s traditional and new product lines which is why they steadily expand to address these demands in the telecom, muni/utility and electric co-op space, especially in the light of Covid-19, and focuses its efforts to greatly reduce the time to bring on new networks or services.

The vast business expansion made the ICT leader complete its best year ever. And, although success has put them in the strongest financial position, it has not kept them from looking for more strategic alliances and acquisitions that will fuel their progress for the next decade.

The Callbox Solution

Working with a lead generation company was one of the Client’s top strategies in mind which they were certain that would help them achieve their goals for the next ten years, and Callbox has provided everything they needed to kick start the process.

Callbox designed a Webinar, and an Account-based Marketing Lead Generation & Appointment Setting campaign which consisted of:

  • Account-Based Multi-Channel Lead Management via Voice, Email, Chat, Web, Social Media, and Webinar
  • Sales Enablement & Support which included Product 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 run a lead generation program and promote the Client’s Service Management Platform, Billing System, and Device Management solutions
  • Generate leads that are interested in looking into their solutions
  • Run a webinar

Below is the two-step campaign process:

Account Research and Selection

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

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they want the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations.
  2. Buyer personas were identified as the campaign’s primary targets were, Directors to C-Level, General Managers, and DMs with Fiber or Broadband on their titles.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The Account-based Marketing Lead Generation & Appointment Setting campaign yielded 52 Sales Qualified Leads, 363 MQLs, 1977 Social Media Connections and 88 Webinar Registrations

A “Big 4” Accounting Firm Wins New Leads with Full Suite ABM Campaign

The Client

The Client is an independent 35 year old accounting firm that offers Audit and Assurance, Liquidations, Corporate Secretarial, Taxation, Due Diligence, Forensic Investigations, Litigation Support, Valuations, Data Analytics, Immigration and International Group Restructuring to multinational clients in Singapore. It is one of the “Big 4” financial firms in the city-state, and was ranked number one by DFK Asia Pacific and International Accounting Bulletin for two consecutive years.

The Challenge

The recent years have shown indistinct progress in the business, and customer acquisition downscaled by 20%. The Client tried to enhance in-house strategies by adding more staff, hoping to engage more target prospects and generate new potential customers, but such a move did not draw good results. They decided to outsource a lead generation campaign.

The Callbox Solution

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

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

The Goal

The goal was for the Callbox team to generate leads and set appointments for the accounting leader’s consultants with qualified prospects who have the need for compliance obligations like Audit and Tax, Accounting, and all other financial services.

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified target industries and decision makers.
  2. Callbox worked out the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts.
  3. Callbox then compiled a list of potential contacts to target which was reviewed and approved by the Client.

Account and Prospect Profiling

  1. The Client provided target decision makers for the Callbox team to reach out which consisted of detailed demographic and firmographic segmentations.
  2. The buyer personas designated as the campaign’s primary targets were Finance Managers/Directors, Account Managers, IT Managers/Directors, Financial Controllers, HR Managers/Directors, C-suite, Accountants, Business Owners.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

Overall, the ABM Lead Generation and Appointment Setting campaign produced a total of 85 Sales Qualified Leads, 20 MQLs and 287 Social Media Connections.

Strong is Not Enough. Startup SRM Firms Up with Callbox ABM Campaign

The Client

The Client is a SaaS SRM, payments and events platform for charities, providing Supporter Management, Payment Processing, Event Pages and Ticketing, Digital Auctions & Raffles, Online Marketing Tools, Powerful Analytics, APIs, and Donation & Appeal Pages.

The Challenge

The Client’s goal is to make it easier and more affordable for users to capture and manage supporters, run fundraising events, take secure payments, engage supporters seamlessly, and ensure to work seamlessly with other platforms that already add value to this sector. 

By being able to achieve this goal in their day-to-day operations helps the Client to rapidly grow into a leading Charity and Non For Profit (NFP) Supporter Management Platform provider in Australia. 

Despite gaining market strength, it still sees opportunities for growth which were programmed to work through partnerships, and outsourced lead generation campaigns.

The Callbox Solution

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

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

The Goals

  • The Callbox team was to use an Account-based Marketing approach to expand the Client’s data stack.
  • To generate leads and set office or online demo appointments between the Client’s sales team and interested prospects. 

The campaign involved two key steps:

Account Research and Selection

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

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they want the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations.
  2. The campaign’s target prospects were Head of Fundraising and Head of IT.
  3. The master contact list was segmented based on these personas and was further grouped according to industry type.

Results

Overall, the thirteen-month ABM Lead Generation and Appointment Setting campaign generated 413 Sales Qualified Leads and 2 Marketing Qualified Leads.

The Client initially signed up for a single-seat campaign, but with the good results that the Callbox team delivered during the first five months, they doubled the seats on the next two months, and eventually tripled in the succeeding months.

Callbox ABM Campaign Delivered ICT Leader From Shaky Tech Deal

The Client

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 to use technology solutions that help them do and achieve more.

The Challenge

The Client made history and proved its might in the technology industry when it completed a merger with one of the biggest data storage companies valued at approximately $60 billion. The deal was known to be the biggest tech deal ever, but several roadblocks delayed the project’s success, such as product redundancy, which impacted the Client’s business. It’s newly acquired partner is host to several subsidiaries that were meant to augment technology bases and scale the business, but the merger kicked off in a complex battleground, which resulted in customer anxiety. The Client decided to host a series of webinars to boost awareness among its target customers.

The Callbox Solution

Callbox designed a Webinar Event, and ABM Lead Generation campaign which consisted of:

  • Account-Based Multi-Channel Lead Management which utilized Voice, Email, Chat, Social Media, Web, and Webinar
  • 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 invite participants to the Client’s series of events, which were to be conducted in different countries and schedules. 
  • To call attendees to generate interest to speak with the Client’s consultants about automation and data security.
  • To profile the database to keep it up to date and accurate.

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified target industries and decision makers
  2. Callbox refined the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts
  3. Callbox then compiled a list of potential contacts to target which was reviewed and approved by the Client

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they want the outbound campaign to engage. The profiles consisted of detailed demographic and firmographic segmentations.
  2. The campaign’s primary targets were IT Manager, Network Security Manager, and Networking Manager.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type with unique accounts and contacts

Results

The Webinar gathered 360 RSVPs, and the ABM Lead Generation & Appointment Setting campaign resulted in 180 Sales Qualified Leads, 175 Follow ups, and 118 Requests for Information.

Resource Management Firm Took Customer Satisfaction Upturn Thru Callbox ABM

The Client

The Client is a market leader in physical resource management, helping organizations across the globe optimize every aspect of planning and managing their physical resources. Its product portfolio is designed for the complex needs of specific industries including: corporate real estate, healthcare, higher education, public sector, retail, telecom, and utilities.

The Challenge

Despite their rich experience and successes in managing and growing organizations, the Client admits that there’s always a better way to do things in many aspects of the business. One of their most recent business development projects aimed at keeping customer satisfaction at first-rate, which they were able to work out easily with Callbox.

Target Industries

  • For Meridian
    • Education, Transportation, Discrete Manufacturing, Public Sector, Healthcare, Pulp & Paper, Oil & Gas, Pharmaceutical, Chemical, Metals & Mining, Utilities
  • For Maintenance Connection
    • Manufacturing, Distribution, Energy, Healthcare

Target Prospects

  • For Meridian
    • IT/Engineering – CAD Engineer, Quality Engineer, Manufacturing Engineer, Facilities Engineer, Plant Engineer, Senior Engineer, Document Controller, Chief Engineer, Project Engineer, D/M Procurement, D/M IT, D/M Engineer
    • Executive – CIO, CTO, COO, VP IT, VP Ops, VP Maintenance, VP Procurement, VP Purchasing, Plant Manager
    • Maintenance/Operations – D/M Plant Operations, D/M Physical Plant, D/M/S Maintenance, Maintenance Tech, Maintenance Planner, Maintenance Scheduler, D/M Operations, Quality Manager, Reliability Manager, CMMS Supervisor, CMMS Coord/Admin, CMMS Manager
  • For Maintenance Connection
    • Maintenance Manager, CMMS Manager/Administrator, Executive, IT Researcher, Technician

The Callbox Solution

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

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

The Goals

  • The Callbox team was to Identify and pre-qualify target prospects/companies
  • Schedule sales appointments and generate marketing qualified leads for the Client’s sales reps
  • Callbox will promote Meridian and Maintenance Connection.

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified target industries, locations, and decision makers.
  2. Callbox worked out the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts.
  3. Callbox then compiled a list of potential contacts to target, which was reviewed and approved by the Client.

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they want the outbound campaign to engage. The profiles consisted of detailed demographic and firmographic segmentations.
  1. Specific buyer personas were designated for each product.
  2. The master contact list was segmented based on these two personas, and was further grouped according to industry type.

Results

Overall, the twelve-month Account-Based Marketing Lead Generation and Appointment Setting campaign generated 155 Sales Qualified Leads, 296 Marketing Qualified Leads, and 398 Social Media Connections.

Leading Fintech Company Banked Volume of Leads and RSVPs with Callbox

The Client

The Client is a leading fintech company that offers the most comprehensive portfolio of end-to-end lending solutions in the market – across syndicated, commercial, consumer, and mortgage lending, providing applications that power financial institutions, marketplaces that accelerate industry & an open innovation platform for banks, fintechs & no-banks to connect and collaborate.

Line of Business
Lending, Payments,Treasury & Capital Markets, Digital & Retail Banking, Corporate & Commercial Banking, Investment Management

The Challenge

The fintech leader believes that working together is stronger. This is why they built a partner program across industries to drive growth and provide access to the world’s largest range of financial services solutions.

The partner program is also geared towards filling the gaps – areas of the business that require further support or/and need to cope with such as sales and marketing.

As part of their prospecting approach, the Client regularly hosts live forums and seminars in different countries which recently discontinued due to the impact of the global pandemic. Quick to decide however, they planned to convert all scheduled live activities into virtual events. And, to make things roll even faster, the fintech leader outsourced marketing services from Callbox to help them carry out webinar campaigns.

The Callbox Solution

Callbox designed a Webinar and ABM Lead Generation campaign which consisted of:

  • Account-Based Multi-Channel Lead Management which utilized Voice, Email, Chat, Web, Social Media, and Webinar
  • Sales Enablement & Support that covers 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 drive attendees to the Client’s series of webinars in APAC.
  • Arrange phone or online meetings with prospects who are not able to attend the events.
  • Nurture all potential leads, especially those who opted-in to receive product/service updates via email.

Account Research and Selection

  1. The Client specified target industries, locations, and decision makers.
  2. Callbox worked out the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts.
  3. Callbox then compiled a list of potential contacts to target which was reviewed and approved by the Client.

Account and Prospect Profiling

  1. The Client provided target decision makers for the Callbox team to reach out which consisted of detailed demographic and firmographic segmentations.
  2. The buyer personas designated as the campaign’s primary targets were CFO, CTO, CIO, COO, Chief Investment Officer, Heads of: Retail, Digital Channels, Capital Markets, Risk, Commercial Lending, Corporate Banking, Investment Management, and Technology and Operations.
  3. The master contact list was segmented based on these personas and was further grouped according to industry type.

Results

In total, the eight-event Webinar campaign gathered 277 RSVPs, and 188 Sales Qualified Appointments.

Callbox ABM Lead Generation Campaign Powered Energy Leader’s Client Base

The Client

The Client is a Sydney-based electricity retailer that is rapidly growing in the market, providing integrated energy solutions to businesses of all types and sizes.

The Challenge

The solar industry had its best and worst days in history when consumer demand on renewables increased, but pricing and integration problems were obstacles to greater deployment. However, this did not keep the Client from reaching its goals. Focusing on its strength to drive profit amid ebbing system prices, the Client opted to outsource its logistics with third-party providers, and Callbox, for its marketing efforts to boost customer acquisition.

The Callbox Solution

Callbox designed an Account-Based Marketing Lead Generation and Appointment Setting and Webinar campaign package which consisted of:

  • Account-Based Multi-Channel Lead Management which engaged voice, email, chat, social media and webinar channels.
  • Sales Enablement & Support that included training, setup and back office sales support.
  • Tools & Subscriptions to Callbox Pipeline and HubSpot CRMs.
  • Account Management which was supported by strategy building, reporting and product knowledge.

The Goal

The Callbox team was to set office meetings for the Client’s product consultants with prospects who need help in lowering their energy costs.

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified target industries, locations, and decision makers.
  2. Callbox worked out the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts.
  3. Callbox compiled a list of potential contacts to target which was reviewed and approved by the Client.

Account and Prospect Profiling

  1. The Client provided target decision makers for the Callbox team to reach out which consisted of detailed demographic and firmographic segmentations.
  2. The buyer personas designated as the campaign’s primary targets were Business Owners/Directors/Managers
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The twelve-month Account-Based Marketing Lead Generation and Appointment Setting campaign produced a total of 203 Sales Qualified Leads, 45 Marketing Qualified Leads, 19 Opt-in Requests for Information, and 642 Social Media Connections.

Top ICT Peaks Growth in APAC with Callbox Multi-Channel ABM

The Client

The Client is a leading global telecommunications company serving over 7,000 customers including fortune 500 companies through 5 mobile network partners worldwide. With its solutions oriented approach, proven managed service capability and cutting-edge infrastructure, the Client drives the next level of intelligence powered by cloud, mobility, and IOT.

Lines of Business
Network, Unified Communications, Mobility & IOT Solutions, Cloud, Security, Carrier Services, Content Delivery Services

The Challenge

The Client believes that collaboration is key to business success, so they continue to build partnerships with various industries and service providers across regions, and adapt best practices and skill sets to help them achieve global dominance. This has made them one of the world’s trusted brands, and home to over 1000 employees of diverse nationalities, and drives them to continue to discover and adopt new tools and strategies from industry peers that could bring growth to the business and its employees.

In its current expansion plan, the ICT leader opted to work with Callbox for a telemarketing campaign which will focus on reshaping their target market in the whole APAC region.

The Callbox Solution

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

  • Account-Based Multi-Channel Lead Management which utilized Voice, Email, Chat, Web, Social Media, and Webinar
  • 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 generate sales qualified leads
  • To profile the contact list by updating all pertinent information
  • Book appointments with qualified prospects for the Client’s specialists

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified target industries, location, and decision makers.
  2. Callbox worked out the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts.
  3. Callbox then compiled a list of potential contacts to target, which was reviewed and approved by the Client.

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they want the outbound campaign to engage, which consisted of detailed demographic and firmographic segmentations.
  2. The buyer personas that were designated for each product were Senior Level Executives/ IT Manager, IT Projects Manager, CEO, CIO, COO, Infrastructure Manager, IT Operations Manager, Director, General Manager, Business Information Manager, and Senior IT Executive.
  3. The master contact list was segmented based on these two personas, and was further grouped according to industry type.

Results

Overall, the twelve-month campaign generated 168 Appointments, 125 Marketing Qualified Leads, and 219 Social Media Connections.

Callbox Ties Beat ABM and Webinar Campaigns for Digital Infrastructure Leader

The Client

The Client is the world’s leading digital infrastructure company that interconnects industry-leading organizations in finance, manufacturing, mobility, transportation, government, healthcare, and education across a cloud-first world, providing solutions for Cloud Infrastructure, Disaster Recovery, Applications & Content Creation and WAN Optimization.

Lines of Business:
Digital Infrastructure Services, Advisory, Integration and Implementation Services, Managed Services

The Challenge

Apart from keeping a suite of partners and distributors across industries, the Client works with a number of different content and media providers like video advertising agencies, semiconductor companies, content marketing agencies, and digital fraud detection firms that help them carry out business strategies that are beyond their capability, and focus on internal functions, especially client retention. Callbox was among the latest add-ons to their list of providers.

The Callbox Solution

Callbox built an Account-Based Marketing Lead Generation & Appointment Setting program which consisted of:

  • Account-Based Multi-Channel Lead Management using Voice, Email, Chat, Web, Social Media, and Webinar
  • Sales Enablement & Support which included Staff Training, Account Setup, and Back Office Sales Support
  • Tools & Subscriptions utilization of Callbox Pipeline and HubSpot CRM
  • Account Management that covered Strategy Building, Reporting, and Product Knowledge

The Goals

  • The Callbox team was to generate leads based on the Client’s specifications.
  • To qualify prospects based on their needs.
  • Generate phone or telecon meetings with interested qualified prospects, and identify their pain points and upcoming requirements.
  • Gather registrations for 2 webinar events.

The campaign involved two key steps:

Account Research and Selection

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

Account and Prospect Profiling

  1. The Client provided target relevant contacts for the Callbox team to reach out which consisted of detailed demographic and firmographic segmentations.
  2. The buyer personas designated as the campaign’s primary targets were C-level, CTO, CIO, Head of Technology, IT Manager.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The ABM Lead Generation & Appointment Setting campaign generated 128 Sales Qualified Leads, 200 Marketing Qualified Leads, and a total of 98 Registrations for two webinar events.

Callbox Fast-tracked Wins for Infrastructure Engineering Software Firm

The Client

The Client is an infrastructure engineering software company that provides innovative software to advance the world’s infrastructure, and delivers solutions for the entire lifecycle of the infrastructure asset used by professionals, and organizations of every size, for the design, construction, and operations of roads and bridges, rail and transit, water and wastewater, public works and utilities.

Lines of Business:
Asset Lifecycle Management, Asset Reliability, Bridge Analysis, Building Design, Civil Design, Construction, Digital Twins, Geotechnical Engineering, Hydraulics and Hydrology, Mine Design, Mobility Simulation and Analytics, Modeling and Visualization, Offshore Structural Analysis, Pipe Stress and Vessel Analysis, Plant Design, Project Delivery, Reality Modeling, Structural Analysis, Structural Detailing, Utilities and Communications Network

The Challenge

The Client wanted to promote a new software to a larger audience in the Asean region, a lighter version of its flagship product which is a 100% cloud-based solution for increasing the speed and quality of infrastructure design collaboration.

Being a trusted name by top AEC organizations worldwide, the infrastructure software leader wanted every phase of the project to be at the highest standard, so it mapped out a marketing campaign to raise awareness among its target customers and to acquire new potential users. To ensure the success of the plan, the Client outsourced a marketing campaign to augment their internal efforts.

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 utilized Voice, Email, Chat, Web, Social Media, and Webinar
  • Sales Enablement & Support which included Team Training, Account Setup, and Back Office Sales Support
  • Tools & Subscription to the Callbox Pipeline and HubSpot CRM
  • Account Management which covered Strategy Building, Reporting, and Product Knowledge

The Goals

  • The Callbox team was to generate potential leads to help the Client gain new customers.
  • To call prospects and offer them the new software, and identify their pain points or upcoming needs.
  • To generate interest and set appointments with prospects for a discussion with the Client’s sales representatives.

Below is the campaign’s two-step process:

Account Research and Selection

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

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they want the outbound campaign to engage. The profiles consisted of detailed demographic and firmographic segmentations.
  2. The buyer personas designated as the campaign’s primary targets were Project Lead, Project Coordinator, Project Architect, Design Lead, Engineering Coordinator, Project Director, BIM Manager/Director, Principal Architect
  3. The master contact list was segmented based on these two personas, and was further grouped according to industry type.

Results

Overall, the ABM campaign produced a total of 82 Sales Qualified Leads, 325 MQLs.