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Mobile Commerce Lead Closed 8 Deals in 6 Months with Callbox

The Client

The Client specializes in Customer Experience Management solutions, and one of the first leading luxury businesses in Asia that provides sales and marketing tools for businesses to retain and engage better with their customers.

The Challenge

In its quest to become Asia’s leading mobile commerce platform solutions and customer experience management company, the Client took a step forward to digitally transform itself from a traditional business into developing disruptive technology solutions.

With a new product on hand, the Client spanned business in the Asia Pacific, and Singapore was the pilot market. However, they lacked database sources and needed marketing and sales support.

The Callbox Solution

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

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

The goals were for the Callbox team to:

  • Promote the Clients products/solutions to target audience
  • Reach out to prospects through email and connect via LinkedIn
  • Callbox to regularly report and update the Client about campaign status
  • Call and inform prospects about Singapore’s Digitalisation Initiative for SMEs

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 decision maker profiles of the prospects that they want the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations.
  2. DMs that were identified as the campaign’s primary targets were Business Owners, Managing Directors, General Manager, Marketing Manager
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The campaign is currently running and has so far delivered a total of 96 Sales Appointments, 23 Marketing Qualified Leads, 48 Requests for more information, 118 Callback, 51 Potential Leads and 153 Social Media Connections. The campaign’s second term was capped with 8 Closed Deals.

US-based IT GRC Services Company Gains 180 Sales Appointments

The Client

The Client is a full-service IT firm with a multi-disciplined team that can handle every aspect of business IT. They cater to growing, mid-sized, and enterprise organizations to enable them to achieve their business goals in order to scale up their operations, reduce risks, and get a consistent service experience. The Client’s specialty is its GRC services wherein they align their IT with business objectives all while effectively managing risk and meeting all compliance requirements.

The Challenge

The Client already has an internal marketing team reaching out to their clients, offering solutions for their main pain points such as risk data quality and management, lack of flexibility to extend the current systems, risk technology adaptability to changing regulatory requirements, etc. They struggled with overwhelming their marketing team as well as not successfully driving in any new leads.

The Callbox Solution

The challenge was for the Callbox team to acquire new business leads using a multichannel marketing strategy.

In order to achieve this goal, Callbox designed a Lead Generation & Appointment Setting, Events Marketing campaign package consisted of:

  • Account-Based Multi-Channel Lead Management which includes voice, email, chat, and social Media.
  • Account Management that provides strategy building, reporting, and product knowledge.

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 prior 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 in.
  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

Over the course of 12 months, the Callbox team was able to set 180 Sales Appointments and 320 Marketing-Qualified Leads (MLQs).

Backed by Callbox, Global Cyber Protection Lead Wins SG and ANZ Markets

The Client

The Client is a global leader in cyber protection, providing innovative backup, anti-ransomware, disaster recovery, storage, and enterprise file sync and share solutions. Just a few years after they started business in 2003, they have evolved into a global software leader, and now serves 5.5 million consumers, including Fortune 500 companies, in 150 locations worldwide.

The Challenge

Although founded in Singapore, the Client took initial expansion steps outside the city state, and grew branch offices in North America and Europe. After stabilizing their offshore branches, they decided to focus on Asia Pacific. They looked for a managed service provider who could bring in prospects who were looking for Backup & Disaster Recovery Cloud services as their primary targets in the course of widening the Singapore and ANZ markets.

The Callbox Solution

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

  • Account-Based Multi-Channel Lead Management using Voice, Email, Chat, Web, and Social Media.
  • Sales Enablement & Support that provided Staff Training, Account Setup, and Back Office Sales Support.
  • Tools & Subscriptions to the Callbox Pipeline and HubSpot CRM.
  • Account Management with Strategy Building, Regular Campaign Reporting, and Product Knowledge.

The Goals

  • The Callbox team was to generate potential leads, and promote the Client’s products and services.
  • Schedule face to face or online meetings with interested prospects for the Client’s specialists.
  • All lead generation and sales prospecting activities of the campaign, from the first touch point to lead hand-off must be managed and nurtured in three integrated platforms – the Callbox Pipeline, Hubspot, and Salesforce. 

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified target industries and 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 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 CTO, CEO, Technical Director, Support Director, CRO.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The six-month Account-Based Marketing Lead Generation and Appointment Setting campaign delivered 48 Sales Qualified Leads, 60 Marketing Qualified Leads, and 179 Social Media Connections.

Data Was Not Enough, Global Information Firm Employed Callbox To Score More Clients

The Client

The Client is a leading global information services firm, gathering, analysing and processing data through expert services like credit and information, decisioning and analytics and data quality.

The Challenge

The Client works on vast data sets from global resources which they transform into industry-leading business insights. To ensure that these insights are accurate and timely before submitting to clients, they keep an IT infrastructure with high reliability and efficiency.

Aside from harnessing the power of data, the Client wanted to personalize the approach to meet and stay ahead of customer need and expectation, so they decided to employ an equally reliable marketing strategy that would engage and nurture prospective clients through the buying process.

The Callbox Solution

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

  • Account-Based Multi-Channel Lead Management which utilized voice, email, chat, social media and mobile.
  • Sales Enablement & Support including training, setup and back office sales support.
  • Tools & Subscriptions to Callbox Pipeline and HubSpot CRMs.
  • Account Management which includes strategy building, reporting and product knowledge.

The Callbox team was to call prospects that have a need to access accurate data and solutions to help them target the right customers, get paid on time and collect debts efficiently, and set them a meeting with the Client’s consultants.

Below is the two-step campaign process:

Account Research and Selection

  1. The Client specified their target industries, location, and 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. Identified as the campaign’s primary targets: Chief Compliance Officer, Chief Ethics Officer, Chief Security & Risk Officer, Chief Audit Executive, Senior VP or Head of Risk, Head of Anti-Bribery & Corruption, Head of Corporate Security, Head of Procurement, Head of Fraud Prevention, Director of M&A Activity, IT Risk Managers, Financial Crime Analysts, Due Diligence Analysts
  3. The master contact list was segmented based on these targets and was further grouped according to industry type.

Results

Overall, the 6-month ABM Lead Generation and Appointment Setting campaign produced a total of 77 Sales Appointments, 7 Marketing Qualified Leads, 16 For Callback, 48 For Follow Up and 227 Social Media Connections.

Robotics Firm Found New Distributors with Callbox Lead Generation Campaign

The Client

The Client is a Danish company, specializing in developing and manufacturing end-effectors or End-of-Arm tooling (EOAT) for collaborative and light industrial tools, and provides gripping and sensing technologies for companies that are into industrial automation.

The Challenge

Technology has come of age, and many see it as a potent tool for business; thus, despising human capability at times. 

The Client, however, has a clear view of collaborative applications that leverage both machine and human potentialities. They manufacture products that enable their customers’ workforce to work side-by-side with collaborative robots to achieve faster and better productivity. This principle applies in every product they manufacture, and in the message they want to convey to the target audience.

They have worked with several outsourced marketing providers before, but the campaigns did not generate good results. The lack of channels to reach potential prospects to convey their message was seen to have caused poor campaign performance.

The Callbox Solution

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

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

THE GOALS

  • The Callbox team was to call and qualify new potential distributors across South East Asia, Oceania, Taiwan and India
  • To set phone or telecon with prospects for the Client’s sales team

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified target industries 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 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 were designated as the campaign’s primary targets were Managing Director, CEO, GM, Engineering Manager/Director, Technical Manager/Director, Sales Manager/Director, BDM
  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 Lead Generation campaign produced 167 Sales Qualified Leads, 40 Potential Leads, 22 Requests for Information, 10 Follow-ups, 66 Callback, and 297 Social Media Connections (with 65 inmail replies or 33%).

Enterprise Messaging Provider Hit High Notes with ABM Lead Generation

The Client

The Client started as a software consulting firm back in 1994, and after a series of product expansion and telecommunications network partnerships, they have evolved into a global leading Communications Platform as a Service (CPaaS), providing enterprise messaging solutions across industries.

The Challenge

The outsourced marketing providers that the Client worked with in the past came short of strategies and tools needed to capture the right target audience which resulted in minimal number of leads and low conversion rate. What the client was looking for were solid leads – prospects that have a need for reliable messaging solutions and are highly interested to speak with the Client for further discussion.

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, chat and social media.
  • Sales Enablement & Support that provides training, setup and back office sales support.
  • Tools & Subscriptions and utilization of the Callbox Pipeline and HubSpot CRMs.
  • Account Management which is composed of strategy building, reporting and product knowledge.

The goals were for the Callbox team to introduce the Client’s cloud-based enterprise messaging platform to potential prospects and subsequently arrange face-to-face meetings for an exploratory discussion with the Client’s BDMs.

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 decision maker profiles of the prospects that they want the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations.
  2. DMs that were identified as the campaign’s primary targets were: Head of Marketing, Customer Service, Internet Banking for FSI (Banks), Head of IT, Operations Manager, Marketing Manager for Insurance and Investment industries; and Business Owners for small organizations
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The campaign is currently running and has so far delivered 16 Sales Appointments, 328 MQLs and 291 Social Media connections.

Tax Credit Expert, Boosting with Leads and Connections with Callbox ABM Lead Generation

The Client

The Client is a 30-year old specialized business consulting firm that offers expertise and advisory services regarding federal and state research and development tax credits to manufacturing and technology companies.

The Challenge

The Client has been nurturing a huge database of contacts for more than three decades now, but decided to look for an outbound lead generation company who could assist them in acquiring new leads, so that they can  focus on converting current leads into customers.

The Callbox Solution

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

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

THE GOALS

  • The Callbox team was to generate meetings for the Client with interested prospects via multiple channels
  • Build connections with prospects online via social media marketing
  • Profile the database 

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 Manager/Director, Accounts Manager, Financial Controller, Managing Director, C-suite, Accountant, Business Owner
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type 

Results

The six-month ABM Lead Generation and Appointment Setting campaign delivered 162 Sales Qualified Leads, 6 Marketing Qualified Leads, 6 For Callback, 138 Potential Leads, and 2,449 Social Media Connections.

Callbox Lead Generation Powers Up Software Startup

The Client

The Client is a software development startup, serving clients from different verticals across the globe, building Web, Mobile, Analytics, Machine Learning, Blockchain, and RPA solutions.

The Challenge

The Client aims to provide a progressive and wide range of quality skills and services to facilitate end to end solutions for different IT needs. In order to fully achieve this goal, they looked for other marketing strategies that they can use to reach out more prospects that have a need for any of their services.

The Callbox Solution

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

  • Account-Based Multi-Channel Lead Management which utilized voice, email, chat, social media and mobile.
  • Sales Enablement & Support including training, setup and back office sales support.
  • Tools & Subscriptions to Callbox Pipeline and HubSpot CRMs.
  • Account Management which includes strategy building, reporting and product knowledge.

The Callbox team was to call prospects who were interested to know more or have a requirement for any of the product offerings of the Client, and agreed to speak with a specialist via phone or office meeting for a product demo.

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. allbox came up with a list of potential contacts to target which was reviewed and approved by the Client.

Account and Prospect Profiling

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

Results

Overall, the six-month Lead Generation and Appointment Setting campaign produced a total of 97 Sales Appointments, 6.62% Email Open Rate, 144 MQLs and 122 Social Media Connections.

Callbox Lead Generation Amps Demand for Insurance Firm’s Mobile App

The Client

The Client is more than just a financial firm, but offers a broad array of protection products and solutions through multiple brands and diverse channels, including auto, home and life, and have been in the business for more than 25 years.

The Challenge

What sets the Client apart from other insurance providers is the way it empowers its people – customers, investors, shareholders and agents, with tools and resources that provide knowledge, support, and anything that makes being part of the company a worthwhile life and career experience.

Innovation is one of the Client’s best practices, and creating a custom mobile app that makes communication among stakeholders seamless was a breakthrough. The app provides easy access to information, reminders, uploads/downloads, bills payment, on-demand roadside services, quick inventory and augmented reality, and was made available not only for the Client’s agents, but for external agents and brokers as well.

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, Social Media and Mobile channels
  • Sales Enablement & Support that was composed of an end-to-end service coverage from Training, Setup and Back Office Sales Support
  • Tools & Subscriptions to Callbox Pipeline and HubSpot CRMs
  • Account Management which includes Strategy Building, Reporting and Product Knowledge

The goal was for the Callbox team to generate leads and set appointments for the Client with insurance agents, brokers or companies who have the need for a mobile app that could provide express access, account management, forms and documents, relocating and billing.

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 Insurance Agents/Brokers, Managers/Directors and Business Owners.
  3. The master contact list was segmented based on these personas.

Results

Overall, the 6-month ABM Lead Generation and Appointment Setting campaign produced a total of 73 Appointments, 59 MQLs and 287 Social Media connections.

Engineering & Industrial Software Lead Successfully Launched New Ops Portfolio with Callbox

The Client

The Client is a Florida-based global leader in engineering and industrial software development that drives digital transformation across the whole asset and operations life cycle of capital-intensive industries, serving more than 16,000 customers around the globe with its engineering, planning and operations, asset performance and monitoring and control solutions.

The Challenge

As part of its digital transportation journey, the Client recently released a full supervisory control and data acquisition portfolio designed to deliver a new cloud and mobile experience driving collaboration and frictionless workflow. The project will address the increasing demand from their customers for flexibility and agility to collaborate seamlessly with their technology deployments.

To augment the project launch, the Client opted to outsource lead generation and appointment setting services from Callbox which helped them focus on other important tasks that paved the way to the successful launch of their new offerings.

The Callbox Solution

Callbox designed a standard Lead Generation and Appointment Setting program for the Client which included Account-Based Multi-Channel Lead Management, Sales Enablement & Support and Tools and Subscriptions and Account Management services.

The campaign goal was for the Callbox team to generate leads and set appointments for the Client’s sales consultants, utilizing voice, email, web, chat, mobile and social media channels.

The campaign was rolled out in two stages:

Account Research and Selection

  1. The Client specified their 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 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 engage. The profiles consisted of detailed demographic and firmographic segmentations.
  2. Buyer personas identified as the campaign’s primary targets were CIO, It Manager, SR Development Manager, PIC of the Software Development in the company
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

Overall, the six-month lead generation and appointment setting campaign delivered a total of 71 Appointments Set, 23 Follow-ups, 29 Leads Completed, 34 Requests for more information, 63 Callbacks and 273 Social Media connections.

Callbox ABM Lead Generation Campaign Covers Marketing Chink for Packaging Expert

The Client

The Client is an American packaging company serving more than 5,000 customers globally with flexible and sustainable solutions. Apart from expanding the life cycle of products, the solutions and technologies they use help reduce waste and resource wastage.

The Challenge

To live up to their commitment to provide quality, innovative and sustainable solutions, the Client draws support from their global team of tech lab experts that provide them unmatched source of knowledge on research and development, testing and analysis, learning and development, networking, machine trials and digitals.

The workflow from the labs to the production centers is seamless, however, periodically humps on marketing and distribution channels. The packaging expert considered several approaches to address the issue, but finally settled on outsourcing marketing and distribution strategies from a third party provider.

The Callbox Solution

Callbox designed a six-month Account-Based Marketing Lead Generation and Appointment Setting campaign for the Client. The goal was for the Callbox team to engage prospects from the Client’s target market and set them up in a face-to-face meeting with the Client’s consultants. The campaign was divided in three work phases:

Account Research and Selection

  1. The Client specified target industries, company size, and decision makers.
  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: Managing Director, C-suite, Labels & Board Directors, Innovation Directors, Operations Managers/Director, Sales and Marketing Directors & Managers.
  3. The master contact list was segmented based on these two personas and further grouped according to industry and business size.

Results

The six-month Account-Based Marketing Lead Generation and Appointment Setting campaign concluded in 75 Sales Appointments, 22 MQLs and 344 Social Media Connections

Vet Digital Marketing Firm Snapback with Callbox ABM Lead Generation Program

The Client

The Client is a top-rated and most-awarded digital marketing firm in the United States who has been providing digital marketing solutions like SEO solutions and Content Marketing, Social Media Optimization and Analytics to a diverse range of industries in the US for over two decades.

The Challenge

The Client’s world-class and award-winning service has put more than 4000 brands in front of billions of people on social media and the web, and have helped deliver these happy clients’ messages to their target customers.

However, the phenomenal traffic inflows and impressive search engine rankings that they have been enjoying for years were disrupted by tough market competition which gave customers a vast option of providers to choose from, making every digital marketing company in the industry all look similar with one another. This has impacted the Client’s customer acquisition tactics.

The Callbox Solution

Callbox designed an account-based marketing lead generation and appointment setting campaign which utilized multiple channels like voice, email, web and social media. The campaign was sealed in a two-term contract.

The goal was for the Callbox team to generate leads and set appointments for the digital marketing leader’s consultants with qualified prospects who have the need for SEO solutions, Online Reputation Management, Website Development and creative and press article writing 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 Marketing Managers/Directors and executives, Branding Managers/Directors and executives, Social Media Strategists, Digital Marketing Managers/Directors, and executives, C-suite
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

Overall, the six-month ABM Lead Generation and Appointment Setting campaign produced a total of 96 appointments, 37 marketing qualified leads, and 387 social media connections.