The Client is a US-based global provider of integrated information technology and knowledge processing services. The Client specializes in digital transformation, helping enterprises worldwide evolve their core by leveraging automation, scaled agile and platforms, application development and management, and infrastructure solutions.
The Client, as one of the global leaders in digital transformation, has 24 bases worldwide, and therefore required a competitive lead generation and appointment setting arm.
The Client already has an existing in-house lead generation and appointment setting team that it has been using for years. However, due to lack of expertise in the latest innovations in B2B lead generation and appointment setting, its DIY efforts have not kept up with the standards of other digital transformation platforms.
Recognizing its problems in its in-house appointment setting service, the Client decided to outsource its lead generation and appointment setting to a third-party vendor. Still, the results from the Client’s outsourced vendor were underwhelming and lacked in quality. Leads and appointments were coming in but they’re not pushing through to actual sales.
The Client then sought Callbox’s expertise, following the referral of an industry partner.
The Callbox Solution
The Client partnered with Callbox to fix its issues with lead quality. With Callbox’s help, the Client adjusted their lead qualification criteria. Callbox also provided them with a segmented list of the Client’s target market, with leads grouped into tiers of different types of decision-makers.
Callbox spearheaded a 6-month campaign with the Client, where multiple decision-makers within a company were targeted, creating various entry points into one organization. With Callbox’s multi-channel prospecting efforts, the Client has been able to convert leads and appointments into SQLs and Opportunities at a much faster and bigger rate compared to previous efforts.
The Client’s campaign for improved lead quality started to pick up in the second month of the 6-month campaign. The Client was also able to secure new clients by the fourth month of the campaign. The quantity of generated leads and appointments was on par (average 20/month for a total of 123 in 6 months) with the Client’s first outsourced vendor, but with Callbox’s intervention, the Client was able to secure new clients and better leads.
Because of the results that Callbox delivered, the Client has renewed its contract with Callbox for another 6-month campaign.