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Callbox Built Powerhouse Lead Gen Campaign for Technology Pioneer

The Client

The Client is a global powerhouse technology pioneer focused on industry, infrastructure, transport, and healthcare, and creates technology with purpose adding real value for customers by providing Building Technologies, Drive Technology, Energy, Financing, Healthcare, Industrial Automation, Mobility, Services, Software, and Consumer Products.

Lines of Business
Additive Manufacturing, AI, Cybersecurity, Digital Enterprise, Industrial Automation, IOT, Mobility, Smart Buildings, Smart Grids, Sustainability

The Challenge

From designing the pointer telegraph back in 1847, the Client took its way up to become a global powerhouse technology conglomerate by constantly creating and building solutions that empower its customers to positively transform their businesses.

Along the course, the Client was confronted with several challenges such as the first comprehensive reform of the organization, the launch of the Ten-Point Program, compliance risks, and the recent pandemic, which it all withstood by being innovative, customer-oriented, and adherent to quality standards.

In fact, the challenges made the tech leader even stronger, and opened new doors to opportunities – strategies, acquisitions, and meaningful partnerships that allowed the business to become fit for the future.

Among the latest partnerships they engaged with included a lead generation project with Callbox.

The Callbox Solution

The Client wanted to expand its APAC market, focusing on building more customer accounts mainly in Singapore.

Based on the Client’s needs, 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 which covered Team Training, Account Setup, and Back Office Sales Support
  • Tools & Subscriptions to Callbox Pipeline and HubSpot CRM
  • Account Management which included Strategy Building, Reporting, and Product Knowledge

The Goals

  • The Callbox team was to contact potential customers using multiple marketing channels
  • To keep the contact list accurate and updated to ensure more lead conversions
  • Set meetings with qualified interested prospects for the Client’s specialists

Below is the two-step campaign process:

Account Research and Selection

  1. The Client specified its 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 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 target. The profiles consisted of detailed demographic and firmographic segmentations
  2. The campaign’s primary targets were IT Directors, IT Infrastructure Managers/Heads, Data Center Managers, Engineering/Facilities Heads, Corporate Real Estates, VPs, GMs covering the same scope, C-Levels (CEO, CIO, CTO)
  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

Overall, the six-month ABM Lead Generation campaign generated 72 Sales Qualified Leads, 318 Marketing Qualified Leads, and 174 Social Media Connections.

Ongoing ABM Campaign Lifts Potential ARR by $785K for FinTech SaaS Firm

The Client

The Client develops and maintains a cloud-based platform that facilitates supply chain financing transactions. The company primarily targets enterprise-level businesses in a number of industries throughout Southeast Asia and North America.

The Challenge

Recently, the Client implemented a marketing program aimed to help them better identify high-priority accounts in their target markets. With half a decade’s worth of customer data under their belt, the Client was able to reliably determine some key qualities about their most promising target accounts: those with highest lifetime values (LTVs), top accounts that process invoices manually or through a legacy system prior to switching over to their platform, and all won deals which involved reaching out to three different decision-maker segments. The said program also specifies the need to outsource their top-of-funnel activities, including prospect research and initial outreach.

After reviewing proposals from several marketing providers, the Client signed up for Callbox’s account-based appointment setting service, and noted that the program met all their requirements apart from having an extensive track record of success with FinTech companies in the US and APAC region.

The Callbox Solution

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

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

The Goals

  • The Callbox team was to make initial contact to target prospects via email to see the most responsive
  • Call target decision makers to uncover their pain points to identify high-priority accounts
  • Set phone or online meetings with qualified DMs for the Client’s consultants
  • Manage the database, keep it accurate and free from duplicates and not qualified contacts

Account Research and Selection

  • Key firmographic qualities include: workforce of at least 500 employees; annual revenues of $50 million or more; engaged in manufacturing, retail, or wholesale trade in key US cities, Singapore and Malaysia
  • As for technographics, the Client’s top-tier accounts were companies that rely on either manual processes or on-premise software to handle procurement, invoicing, and cash flow management
  • The Callbox team then prepared the target account list using a combination of Callbox’s in-house database and external data sources.

Account and Prospect Profiling

  • Three decision-maker groups were targeted in the campaign: end users (managers in charge of procurement and invoicing), economic buyers (CFOs, controllers, etc.), technical buyers (IT managers, IT directors, CTOs, CIOs, etc.)
  • The Client specified additional prospect characteristics to help the Callbox team pinpoint the right decision makers from each target account
  • All contact details and information were screened by a database QA team and submitted to the Client for review before being used in the campaign

Multi-touch, Multi-channel Outreach

  • The Callbox team followed a unique lead nurture path and personalized messaging strategy for each of the three decision-maker groups
  • The Lead Nurture paths combined phone, email, and LinkedIn touches which were scheduled and executed using a dynamic outreach cadence
  • Callbox’s own CRM platform, Pipeline, combine with HubSpot, helped orchestrate the different outreach activities and kept the Client up-to-date on the campaign’s progress

Results

The Callbox ABM campaign completed 12 months of Lead Generation & Appointment Setting activities and delivered 181 Sales Qualified Leads and 223 Marketing Qualified Leads.

According to the Client, their reps can convert 20% of SQLs into proposals, and turn 70% of proposals into new customers. With an average annual subscription revenue of $31,000 per customer, the Client can potentially close $785,000 in new annual recurring revenue from the appointments generated by Callbox.

Cyber Deception Firm Tops Go-To-Market Challenge with ABM Campaign

The Client

The Client is a cyber deception software company that provides threat prediction, breach response, and related services for enterprises across the globe. Their solutions protect some of the most highly targeted organizations including leading financial institutions, critical infrastructure, and Fortune 500 companies.

The Challenge

The Client needed to test the waters in new geographies by gauging feedback to their messaging, and response to their product, which was critical to finalize their go-to-market (GTM) plan. So, they were on the lookout for marketing companies who could best provide their needs, primarily a list of contacts and a suite of outreach strategies that can help them reach more targets in different countries.

 The Callbox Solution

The Callbox team, which was composed of the Data, SDRs, Digital and Social Marketing groups, designed an Account-based Marketing Lead Generation & Appointment Setting campaign for the Client which consisted of:

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

The Goals

  • The Callbox team was to help the Client “spread the word” by working out multiple outbound activities like email marketing, landing pages, banner ads and social media to build brand awareness among its target market
  • To call ideal customers and promote the Client’s webinar
  • Set phone or web meetings with interested qualified decision makers with the Client’s consultants

Account Research and Selection

  1. The Client specified their target industries, decision makers and locations
  2. Based on the industry and DM specifications, Callbox worked out the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts
  3. A list of potential contacts to target was then compiled by the Callbox team 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 Chief Information Security Officer, VP for Information Security, Information Security Consultant, SOC Manager, Network Security Manager, Information Security Architect, Procurement Managers
  3. The master contact list was segmented based on these personas and was further grouped according to industry type

Results

The six-month campaign delivered a total of 50 Sales Qualified Leads, 362 Marketing Qualified Leads, 558 Social Media Connections and 130 Webinar Registrations.

Client Feedback

“Always on the ball team, committed to the client’s objective, agile enough to make adjustments when needed. We appreciated their response speed.”

Callbox Mounts High Converting SQLs for Information Management Firm

The Client

The Client is a global IT company dedicated to storing, protecting and managing information and assets, offering a broad range of products and services such as Data Centers, Intelligent Content Platforms, Document Scanning & Workflow Automation, Information Governance Advisory Services, Iron Cloud Data Management, Inventory Management & Reporting, Software Escrow, Secure Shredding, Secure IT Asset Disposition, and Secure Storage. A trusted brand by the Fortune 1000 companies from critical business information to geological samples, and works of fine art to original recordings of treasured artists.

Lines of Business
Data Center, Intelligent Content Service Platform, Document Scanning & Workflow Automation, Information Governance Advisory Services, Iron Cloud Data Management, Inventory Management & Reporting, Entertainment Services, Secure Shredding, Secure IT Asset Disposition, Secure Storage

The Challenge

The Client wanted to heighten brand awareness for their portfolio of information management products and advisory services among their target audience. Part of the plan was to work with channel partners, and third party providers who can provide marketing schemes that can help them keep up with fast changing business demands.

The Callbox Solution

To help them realize these business objectives, Callbox designed an ABM Lead Generation and Appointment Setting campaign which consisted of:

  • Account-Based Multi-Channel Lead Management which included Voice, Email, Web, Chat, Social Media and Webinar
  • 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 Goals

  • The Callbox team was to generate potential leads
  • To call and promote solutions with the target prospects/audience
  • Schedule phone or online meetings with potential leads
  • Set MQL with prospects who agreed to be contacted by the Client’s sales representatives.
  • Secure registrations for the Client’s webinar

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 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 Head of Development, Owner, C-level, Directors
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type

Results

The campaign generated 60 Sales Qualified Leads, 46 Marketing Qualified Leads, 90 Webinar Registrations, 520 Social Media Connections.

Callbox Hyped ABM Campaign for Multinational E-commerce Company

The Client

The Client is an American multinational technology company based in Seattle, Washington, which focuses on e-commerce, cloud computing, digital streaming, and artificial intelligence, and is one of the Big Five in the U.S. information technology industry, along with Google, Apple, Facebook, and Microsoft.

Lines of Business
Online Store, Third Party, AWS Revenue, Subscription, Physical Store

The Challenge

Looking at a long list of lead generation providers, the Client needed to narrow down to just a few, and had to do an in-depth comparison to see who could best serve their needs. 

Concerns on language barriers in some target locations also factored in choosing a marketing partner which later limited their priorities to Profiling and Telemarketing.

Callbox’s rich experience and broad geographic coverage however made the e-commerce giant come to a decision on who to work with for lead generation and webinar campaigns to widen their APAC and UK markets.

The Callbox Solution

Callbox customized an Account-Based Marketing Lead Generation and Appointment Setting campaign for the E-commerce leader which consisted of:

  • Account-Based Multi-Channel Lead Management which included Voice, Email, Chat, Web, Social Media and Webinar.
  • Sales Enablement & Support that provided Training, Setup and Back Office Sales Support.
  • Account Management with Strategy Building, Reporting and Product Knowledge.

The Goals

  • The Callbox team was to keep the Client’s database accurate and updated through contact profiling.
  • To generate leads using the Client’s in-house tools.
  • Gather registrations for the webinar.
  • Set appointments for the Client’s sales representatives.

Account and Prospect Profiling

  1. Callbox profiled the Client’s ideal customer profile (ICP), and came up with a list of potential contacts to target.
  2. Identified as the campaign’s target decision makers were Business Owners, Managing Directors, General Managers, and Marketing Managers.
  3. The contact list was segmented based on these personas and was further grouped according to industry type.

Results

The nine-month ABM Lead Generation & Appointment Setting campaign generated 939 Sales Qualified Leads, and the Webinar gathered 67 RSVPs.

Callbox ABM Finds Blue-Chip Prospects for Fleet Management Lead

The Client

The Client is a leading provider of innovative software solutions and workflow automation for businesses in the transport and logistics industries. With cloud-based technology, they transform businesses into modern workspaces with its configurable platform of features, and integrations.

The Challenge

Prior to working with Callbox, the Client’s lead generation activity solely depended on inbound channels as they didn’t have the resources to do outbound. So, they did an extensive research on multiple vendors specialising in B2B lead management, and chose the one that has broad experience, and can efficiently and effectively scale the growth of the business.

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 included Voice, Email, Chat, Web, Social Media, and Webinar
  • Sales Enablement & Support that provided Team Training, Account Setup, and Back Office Sales Support
  • Tools & Subscriptions to the Callbox Pipeline and HubSpot CRMs
  • Account Management with Strategy Building, Reporting, and Product Knowledge

The Goals

  • The Callbox team was to build a profiled list of prospective accounts.
  • Set phone or online meetings with interested prospects.
  • To facilitate and host a webinar event.

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 Logistics Manager/Director and Operations Manager/Director Fleet Manager, Transport Manager, Business Owner/Managing Director, Delivery Manager
  3. The master contact list was segmented based on these personas and was further grouped according to industry type.

Results & Client Feedback

The ABM Lead Generation and Appointment Setting campaign just capped the first half of its term, which generated 59 Sales Qualified Leads and 46 Marketing Qualified Leads.

As per the Client, the handover of leads from the Callbox team to their Account Executives is seamless, and the workflow is excellent. The team actively responds to prospects, and acts like an extended team of the Client.

ABM Campaign Twinned Success for Big Data & Analytics Leader

The Client

The Client is a major player in the Software industry, providing information and analytics for professional and business customers across industries in more than 180 countries around the globe. And by combining High Performance, Big Data and Advanced Analytics, they completely provide insights that benefit businesses, the environment and the global community.

Target Prospects

Product 1

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

Influencers: IT Department, Risk Managers, Financial Crime Analysts, Due Diligence Analysts

Product 2

Media Professionals

Information & Data Professional: Knowledge Manager, Head of Information Services, Research manager, Analyst, Librarian, Corporate Librarian, Data Scientist, Data Engineer, Data Analyst

Strategist: Planner (VP, Director, Manager, Analyst), Competitive Intelligence (VP, Director, Manager), Consultant, Managing Consultant, Business Analyst

Financial Professional: CFO, Finance Director, Analyst, Business Advisor, Performance Measurement Analyst, Acquisition Program Analyst, Investment Manager, Market Data Analyst

Consultant: Consultant, Strategist, Librarian, Analyst, Partner

The Challenge

Part of the Client’s mission is to provide customers with solutions and decision tools that combine public and industry specific content with advanced technology and analytics to assist them in evaluating and predicting risk and enhancing operational efficiency, which made them a leading provider of essential information to help customers across industry and government assess, predict and manage risk. The seamless flow, however, was disrupted by the global plight of the pandemic, but by collaborating with the right network partners, resellers and integrators, these goals were effectively carried out.

The Callbox Solution

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

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

The Goals

  • The Callbox team was to promote two different products in separate target locations, Hong Kong and Singapore.
  • The team was to reach out to prospects who have downloaded the whitepaper from the Client’s website.
  • Uncover prospect’s pain points and upcoming needs.
  • Set appointments for the Client’s consultants with qualified prospects.
  • Run and manage 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. The campaign’s target prospects were identified for each product.
  3. The master contact list was segmented based on these personas and was further grouped according to industry type.

Results

The analytics leader has been working with Callbox for five years now, leveraging multi-channel marketing which constantly brings them good campaign results and steady sales. In fact, the recent campaign which is still ongoing now produced a total of 155 Sales Qualified Leads, 230 Requests for Information, and 468 Social Media Connections.

From the 155 SQLs, the Client was able to close 5 accounts worth US$ 42,900 in total.

Freight Expert Built New Customer Source with Callbox ABM Lead Gen Campaign

The Client

The Client is an international and domestic freight forwarding company and third-party (3PL) logistics provider that has served Au-based companies and multinationals with customized  solutions across every aspect of the supply chain, including freight and forwarding, logistics and customs-related services for over 100 years.

Lines of Business
Freight Forwarding, Customs Services, 3OL Warehouse Services, Export Services, Supply Chain Services, Supply Chain IT

The Challenge

Despite its 125 years of history and progress, the Client continues to provide its customers with the highest quality logistics services which is carried out through structured procedures and quality management. 

But, advanced technology solutions have affected industries, including the logistics sector, and made consumers become technologically savvy, and changed their buying behavior, wanting quick shipping, real-time visibility, flexibility, and efficient customer service.    

The Client was quick to cope though, and took the necessary steps to reshape internal processes including sales and marketing. They planned to adopt new tools and strategies, but eventually decided to outsource as their internal staff were not fully adept with the skills required to run the process.

The Callbox Solution

Looking at the Client’s needs, Callbox designed an Account-Based Marketing Lead Generation & Appointment Setting campaign which consisted of:

  • Account-Based Multi-Channel Lead Management which utilized Voice, Email, Webinar, Chat, Web, and Social Media
  • Sales Enablement & Support which included Team Training, Account Set up, 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 set appointments with interested prospects for the Client’s consultant
  • Manage the Client’s database by keeping all information accurate and up to date
  • Increase their social media connections

Account Research and Selection

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

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they want the outbound campaign to engage. Air/Sea Division Manager for Freight; and Trade Compliance Manager, Shipping Officer, Procurement Manager, Supply Chain Manager, Controller, PIC of Imports/Exports for Shippers 
  2. The profiles consisted of detailed demographic and firmographic segmentations.
  3. Callbox qualified prospects that had a current need for any of the Client’s services.

Results

Overall, the Lead Generation and Appointment Setting campaign delivered 90 Sales Qualified Leads, 351 Marketing Qualified Leads, and 415 Social Media Connections.

Callbox ABM Campaign: A Market Success Mover for Global Logistics Firm

The Client

The Client is an Australian transportation and logistics company with operations in road, rail, sea, air, and warehousing.

The Challenge

The Client widely supports the rapid business growth in the retail and healthcare industries in Asia Pacific. They believe that by putting up more offices and warehouses in the region will pave for market opportunities, and help them reach, and serve more customers with cutting edge logistic services. To power up their goals, they need to acquire a new database, and outsource lead generation staff with the right provider.

The Callbox Solution

With Callbox’s weighty depository of contacts and holistic multi-channel marketing approach, the Client signed up for an Account-based Marketing Lead Generation & Appointment Setting campaign which consisted of:

  • Multi-Channel Lead Management which included Voice, Email, Chat, Webinar, and Social Media
  • Sales Enablement & Support that provided 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

Account Research and Selection

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

Account and Prospect Profiling

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

Results

Overall, the Lead Generation and Appointment Setting campaign delivered 135 Sales Qualified Leads, 33 Potential Leads, 40 Requests for Information, and 45 For Callback.

Callbox Built New Customer Base for Property Software Provider

The Client

The Client offers property management solutions and greatly invests in product and customer experience to make property management simpler and easy to control.

The Challenge

The Client simply wanted to widen its service to customers who need to streamline accounting, business operations and leasing for both property managers and homeowners.

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

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: Property Managers, Property Owners, Directors, HOA Managers
  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 and Appointment Setting campaign delivered 83 Sales Appointments,107 Marketing Qualified Leads, and 228 Social Media Connections.

Customer Experience Management Firm Won 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 an 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

  • The Callbox team was to promote the Client’s products to the target audience
  • To reach out to prospects through email and connect via LinkedIn
  • 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 started with 1 seat, and eventually scaled to multiple seats in the succeeding months.

In total, the 12-month multi-seats ABM Lead Generation & Appointment Setting campaign delivered 336 Sales Qualified Leads and 271 Marketing Qualified Leads.

At the end of the 6th month, the Client was able to close 8 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 consisting 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 the campaign, the Callbox team was able to set 180 Sales Appointments and 320 Marketing-Qualified Leads (MLQs).

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