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Callbox Electrified Success For Energy Retail Lead In 21 Days

CASE STUDY



Callbox Electrified Success For Energy Retail Lead In 21 Days


THE CLIENT



ABOUT
The Client is an electricity retailer who aims to empower consumer choice by providing options to better manage energy costs. Their extensive energy retail experience dates back to 1964.



THE CHALLENGE



With over 4 decades of electricity retail leadership both in their headquarters in Amsterdam and Singapore branch, the Client has built a strong business partnership with their clients – a relationship backed by trust and reliability inspiring them to create more electricity management options at the least cost.

Market competition is inevitable and the Client embraces this reality. So despite the strong business-client foundation they lean on, they decided to take advanced marketing steps that would keep them ahead in the game which included outsourcing to a seasoned and result-oriented multi-channel lead generation provider.

HIGHLIGHTS
RESULTS WITHIN TWELVE WEEKS

• Updated contact details via Customer Profiling program
• Filtered customer types based on interest through the Pipeline Lead Nurture Tool
• Sales were converted in the first three weeks of the first month as favorable number of prospects were reached and educated on the Client’s services via Callbox’s SMART Calling system


RESULTS AND RETURN ON INVESTMENT



The first week was focused on updating contact details but with Callbox’s innovative tools and calling processes, the team was able to reach a good number of prospects and have set 6 appointments. At the end of the first month, a period of 21 days, a total of 22 appointments were set and 6 leads completed but expectations were exceeded when out of the 22 appointments, 2 were converted into sales.

As more contact details were updated in the second month, more active responses were received which resulted to 23 appointments and 8 leads.

In the third campaign month, 30 prospects showed high interest on the new price plan and have agreed to appointments while 8 considered to upgrade later.

The fourth month saw an all-time high with 34 appointments set and 12 leads completed.


THE CALLBOX SOLUTION



Customer-Profiling

Alongside the Appointment Setting Program, Callbox ran Customer Profiling to update the Client’s database and at the same time build a new set of qualified contacts.

1. Two sets of initial email copies were sent separately: one for current customers that were due for record updating and another for new customers who might consider switching providers.

2. Active emails from prospects who responded, clicked links and visited the Client’s company website were saved for follow-up calls.

3. Bounces were also filtered and saved for follow-up calls for the agents to update as they speak with the prospect.

Appointment-Setting

The Client ran an Appointment Setting Program not only to gain new customers but also to keep the current ones. The main goal was to offer new Value Plans and to share knowledge on easy steps to switch service.

1. With the help of the Pipeline Lead Nurture Tool, the team was able to profile and categorize prospects into two:
• Those interested to change or upgrade their service plans; and
• Those who preferred to keep their current service until contracts were due up but wanted to know more about the new packages

2. Appointments were set for both prospect types.

3. With Callbox’s SMART Calling system, the team was able to reach a good number of prospects to speak with the Client’s specialists with no appointments missed.



Callbox Remodelled Success For Interior Design Expert

CASE STUDY



Callbox Remodelled Success For Interior Design Expert


THE CLIENT



ABOUT
The Client is a 15-year old interior design and remodelling expert that transforms ideas into reality for their clients through the latest trends in interior design solutions and high quality workmanship.



TARGET INDUSTRIES
All industries except competitors


THE CHALLENGE



The Client started the business in 2002 mainly focusing on residential customers. Just two years after the company’s inception, they were awarded with brand certifications, achieving a level of recognition and credibility that attracted more and larger businesses. However, despite the significant increase in customers, they found their sales process was impeded due to missing and inaccurate information in the database. The Client decided to outsource to a lead generation company that could provide accurate customer profiling and the best nurturing strategy. Such need was specifically addressed by Callbox.
HIGHLIGHTS
RESULTS WITHIN TWELVE WEEKS

• Remodelled Client’s outdated and inaccurate database
• Optimized use of the Lead Nurture Tool for lukewarm leads
• Leveraged SMART Calling which expedited the sales process


RESULTS AND RETURN ON INVESTMENT



The first 4 weeks of the campaign generated 8 leads. Another 8 leads were generated by the 8th week and as more contacts were completely profiled, 8 more were gathered by the 12th week which summed up to a total of 24 leads for the first campaign period – just right on target.

By the time the second campaign period commenced, the team was more familiar and confident in handling the campaign, as confirmed by the 9 leads that were generated in the first 4 weeks, another 9 by the 8th week and yet another 10 by the time the campaign concluded in the 12th week, bringing the total to 28 leads for the second campaign period.

All in all, the two campaign periods produced 52 leads, a result far beyond what the Client could have designed for themselves.

The success of the two campaigns built the Client’s trust with Callbox, not only leading to the Client’s decision to run another campaign in 2018 but referring three large companies which were all converted into warm proposals by the Callbox team.



THE CALLBOX SOLUTION



Customer-Profiling

1. Callbox’s customer profiling service rehabilitated the Client’s list.

2. Initial copies were sent to current email addresses and responses were tracked real time.

3. Active emails from prospects who responded, clicked links and visited the Client’s company website were saved for follow up calls.

4. Bounces were also filtered and saved for follow up calls for the agents to update as they speak with the prospect.

Appointment-Setting

1. The Appointment Setting campaign aimed to uncover prospects’ need for creative interior design for a new office building or how open they were to consider renovating an old one.

2. With the use of Callbox SMART Calling process, the team was able to filter targets who were ready to move further down the sales funnel.

3. Prospects who agreed to speak with the Client were sent calendar invites to keep them reminded of the appointment schedule.

4. Those who weren’t ready yet were saved for further nurturing. The team sent e-brochures via Callbox’s Pipeline Lead Nurture Tool. The e-brochures contained product and services features, links to query forms. FAQs, company website and a link to set an appointment once prospect is ready to discuss. The appointment set link was managed by the Callbox team.



Healthcare Consulting Firm Poised to Expand in High-Growth Market with Callbox

CASE STUDY



Healthcare Consulting Firm Poised to Expand in High-Growth Market with Callbox


THE CLIENT



ABOUT
The Client is a healthcare consulting company that specializes in revenue cycle and financial management solutions for hospitals and healthcare clinics all over the United States. In addition to its consulting packages, the Client also provides managed services including interim management, health information management, executive search, medical coding, and project staffing support.



THE CHALLENGE



By some estimates, the outsourced revenue cycle management (RCM) market is projected to expand at a CAGR of 26.5% in the next two years, making it an ideal time for mid-tier RCM consulting firms to capture opportunities for growth.

Increased requirements for convenience and transparency have created bigger challenges for hospital departments and staff involved in RCM. This, in turn, has fueled the demand for RCM-aligned solutions including consulting and advisory services.

With its nationwide footprint and a portfolio of differentiated services, the Client is well-positioned to take a significant slice of this high-growth market.

To achieve its short- and medium-term business goals, the Client has put together a robust marketing plan that included a combination of branding and sales-oriented initiatives. A key program in its marketing strategy is to leverage live conversations with hospital executives for driving awareness and interest in its end-to-end RCM solutions.

Having little internal expertise and resources for a direct marketing campaign that spans the entire United States, the Client decided to work with an outsourced lead generation agency with extensive experience in the healthcare consulting space.

Callbox’s deep domain knowledge of the Client’s target vertical and its capabilities for executing a campaign of this scope were the main reasons why the Client chose to work with Callbox.

HIGHLIGHTS
RESULTS WITHIN TWELVE WEEKS

•Planned and executed an integrated appointment setting campaign combining phone, email, and social media
• Exceeded target number of appointments by the end of the second month
• Identified additional leads which were delivered to the Client for further nurturing


RESULTS AND INVESTMENT



During the first 6 to 8 weeks of the three-month campaign, a significant portion of the activities were devoted to email marketing and social media in order to complement the initial touch points made with the target hospital executives. This leg of the campaign yielded the following results:

  • LinkedIn connections totaling 44 and 108 for the first and second months, respectively
  • Email open rates of up to 8.2% during the second month
  • Email reply rates that hovered near 3.0% during the second month

As a result, the majority of phone appointments set throughout the entire campaign were made during the second month. A monthly breakdown of the appointment setting results is as follows:

  • 1st month: 19 phone appointments and 2 leads completed
  • 2nd month: 80 phone appointments and 40 leads completed
  • 3rd month: 17 phone appointments and 4 leads completed

With a lead-to-opportunity conversion rate of 30% and a win rate of 40%, the 162 total leads handed over by the Callbox team can potentially translate into 19 new consulting customers for the Client.


THE CALLBOX SOLUTION



Appointment-Setting

1. Although the Client provided the list of hospitals to be contacted, the list was first thoroughly validated and cross-checked before being used in the campaign.

2. The Client also prepared the call script which was then reviewed by the campaign team in order to refine the qualification parameters.

3. In addition to setting phone appointments with qualified prospects identified through probing questions, the Callbox team also generated
actionable leads the Client can nurture further.

Email-Marketing

1.The campaign made use of emails to reinforce the touch points established from live phone conversations with target prospects.

2.Callbox’s Pipeline Lead Nurture Tool improved the timeliness of emails sent containing further information after every call with a potential
appointment.

3.Replies and follow-up emails were managed and tracked by the campaign team.

Social-Media

1. The campaign also adopted LinkedIn as a channel to complement lead generation as well as enhance the Client’s branding efforts.

2. The team added positive contacts from calls and emails as connections.

3. All LinkedIn queries were handled by social media specialists.



Callbox Printed 3D (Three-Differentiated) Campaigns For Co-Marketing Specialist

CASE STUDY



Callbox Printed 3D (Three-Differentiated) Campaigns For Co-Marketing Specialist


THE CLIENT



ABOUT
The Client is a 16-year specialist agency that helps businesses reach their marketing objectives by bridging the gap between sales and marketing.



THE CHALLENGE



Liaising with clients and creating co-marketing, direct marketing and channel marketing campaigns are the Client’s core competencies which they’ve honed and polished with more than a decade of experience running end-to-end B2B programmes. However, business had recently lulled due to challenges in their prospecting process, which promptly impacted their ROI.

The Client is the rare unconventional thinker who welcomes a partnership with the competition and recognizes in it the opportunity to progress the business. Such optimism opened doors for the Client to build a partnership with Callbox.

HIGHLIGHTS
RESULTS WITHIN TWELVE WEEKS

• Properly profiled contacts via Customer Profiling process
• Eased the prospecting process via Callbox’s SMART Calling
• Accurately tracked active responses via The Pipeline Lead Nurture Tool


THE CALLBOX SOLUTION



Customer-Profiling

1. A customer profiling campaign was rolled out to validate and update the databases.

2. Contact details like company and business names, address, phone numbers, email addresses and social media accounts were updated to ensure accuracy.

3. Contact validation was done by sending initial copies of the Client’s newsletters featuring the awards and accreditations they have received,
and also contained links to FAQs, the company website and a query box.

4. Active responses like opened emails, website visits, clicked links, and queries were tracked via the Pipeline Lead Nurture Tool and saved for
follow-up.

5. Invalid emails (bounces) and contact details were updated upon speaking with the prospect.

Appointment-Setting

1. The Client launched three consecutive lead generation campaigns for three of their clients which were all HP partners.

2. Active contacts that were filtered from the customer profiling campaign were prioritized and followed up via different channels (call, email, social, web and mobile) based on the prospect’s business buying behavior which was made possible by Callbox’s SMART Calling process.
3. Each campaign required 4 out of 6 probing questions be answered by prospects in order to provide substantial data for campaign consultant about the prospect’s current printing setup.

4. Prospects who agreed to speak with the Client were sent calendar invites to keep them reminded of the appointment schedule.

5. Leads were categorized as A, B, C and D based on the prospect’s need, interest, and purchase plans. “A” leads comprised of prospects who have the need to purchase within 3-6 months, “B” prospects are interested to explore, evaluate and open to discuss about a specific printer model, “C” prospects have the need to purchase or upgrade and “D” prospects are open to discuss but without specific printer model in mind.



Callbox Prints Out Success For ICT Leader

CASE STUDY



Callbox Prints Out Success For ICT Leader


THE CLIENT



Callbox Prints Out Success For ICT Leader - client

ABOUT
The Client is the largest HP partner in Asia, providing intelligent applications and innovative solutions and offers a wide portfolio of print devices.



TARGET INDUSTRY
Any business with printing needs with main focus on Financial Institutions & Manufacturing Plants.

TARGET DECISION MAKERS
IT Manager, HR Administrator, Procurement / Purchasing Manager, Buyer, Office Administrator, General Manager, Person-In-Charge of printers and photocopies



THE CHALLENGE



The Client consistently delivers the best print and copy solutions for their customers – a potent commitment which brought them successes in revenue and customer care since the company’s inception in 2005.

But as years passed, market competition has become tougher and the primal revenue target of 20% per year showed a dramatic decline in recent years, dipping to only 13%-15%. Due to this decline, the Client felt the urgency to regain what they’ve lost and immediately acted on the issue by taking the next best steps – looking for an outsourced lead generation partner and deciding on Callbox.

HIGHLIGHTS
RESULTS WITHIN TWELVE WEEKS

• Use of 5 marketing channels
• Warming up prospects via Lead Nurture Tool
• Increased contact rates via Callbox’s SMART Calling
• Lost revenue regained


THE CALLBOX SOLUTION



Customer-Profiling

1. Callbox validated contact details in the database to ensure accuracy by sending initial emails with overview on the total print managed services.

2. Active responses like opened emails, website visits, clicked links, downloads and queries were tracked via the Pipeline Lead Nurture Tool and saved for follow-up.

3. Invalid emails (bounces) and contact details were corrected updated upon speaking with the prospect.

Appointment-Setting

1. Active contacts were prioritized and followed up via different channels (call, email, social, web and mobile) based on the prospect’s business buying behavior which was made possible by Callbox’s SMART Calling process.

2. At least 4 out of 6 probing questions should be answered by prospects to provide the Client’s consultants substantial data, a requirement fully complied by the team.

3. Prospects who agreed to speak with the Client were sent calendar invites to keep them reminded of the appointment schedule.

4. After each call, regardless whether the prospect agreed for an appointment or not, agents offered to share/send pertinent information about the program to prospects to ensure familiarity and build a higher chance of conversion in the next follow up call.


RESULTS



The first two weeks of the campaign were mostly spent on customer profiling but leads were already slowly coming in where the Callbox team generated 12 appointments. The next two weeks generated another 12 leads which closed the first month to a total of 24 appointments.

The next four weeks showed progress as the team generated a total of 26 appointments and prospects seemed to have become cordial which probably was due to their familiarity of the Client’s program from the brochures they received, an effectual process brought about by Callbox’s lead nurturing campaign using the Pipeline Lead Nurture Tool.

As the the last four weeks rolled, the team dynamically progressed in the way they handled the campaign with much ease and generated a total of 29 appointments.

In total, the Callbox team generated 79 appointments for the print management leader.



Callbox Mines a Shimmering Success For Jewelry ERP

CASE STUDY



Callbox Mines a Shimmering Success For Jewelry ERP


THE CLIENT



ABOUT
The Client is a 25-year old technology solution and business consulting provider, and a Microsoft business partner who largely carries Microsoft dynamics products in the Middle East.



TARGET PROSPECTS
All relating to retail, wholesale, and manufacturing of gold and other precious metals, diamond and other precious stones



TARGET PROSPECTS
• Shareholders
• Managing Director
• CEO
• CFO
• IT Manager
• Accountants


THE CHALLENGE



The Client started providing technology and business solutions more than a couple of decades ago, and has acquired a substantial database of customers despite some challenges encountered in their marketing and sales processes.

In 2014, the Client launched an ERP software product aimed at jewelry companies. The new platform improves data collection and reporting systems for better BI capabilities. However, the target market was mostly made up of technologically-conservative companies which were typically reluctant to adopt solutions similar to what the Client was offering.

It was against this backdrop that the Client approached Callbox to outsource their lead generation efforts. The Client needed a marketing partner that can help them scale and quickly pivot along with changes in their strategy.

HIGHLIGHTS
RESULTS WITHIN TWELVE WEEKS

• Utilized Callbox’s Multi-Channel Lead Generation Program
• Utilized Pipeline Lead Nurture Tool
• Won Over Elusive Target Prospects


RESULTS AND RETURN ON INVESTMENT



The initial campaign generated only 3 appointments but this was well within what the Client expected, since the pilot campaign was launched at a time when the Client was still trying to determine product-market fit.

The Client re-contracted with the Callbox team to run another round of appointment setting activities while taking into account the insights gathered during the pilot phase.

On the second campaign, Callbox refined its multi-channel lead generation strategy to adapt to how the target market responded. Market intelligence gathered during the first run influenced how the Callbox team refined the lead nurture paths and outreach strategies for the new campaign.

The second campaign showed fluctuating results: Month 1 with 5 appointments, month 2 with 10, month 3 with 8.

During the fourth month, the campaign recorded 12 appointments, but this decreased to 6 appointments in the fifth month, and went up again to 10 appointments in the sixth month. Finally, the campaign ended with 3 appointments in the seventh month.

The second campaign generated a total of 54 appointments, which represented a significant improvement over the Client’s own in-house lead generation efforts.

As the Client continued to improve market traction, they once again partnered with Callbox for a third campaign.

The first month generated 18 appointments and the 2nd month concluded with 10.

For the three campaigns, a total of 85 appointments were generated by the Callbox team for the jewelry ERP provider, 51 (60%) of which were converted into proposals, which represented potential additional revenue for the Client valued at $612,000.


THE CALLBOX SOLUTION



Customer Profiling

  1. Callbox validated the contact information in the database by sending initial emails with overview of the jewelry ERP software.
  2. Prospects’ active responses like opened emails, website visits, clicked links, downloads and queries were tracked via the Pipeline Lead Nurture Tool and recorded for follow-up.
  3. List records were cleaned and updated upon speaking with prospects.

Appointment Setting

  1. Active contacts were prioritized for calling.
  2. Agents followed a careful process in the call flow: they had to speak in the clearest manner as target prospects were mostly late-career types who are less inclined toward technical details. Agents must also verify all contact information first before introducing the ERP software.
  3. Prospects who agreed to speak with the Client were sent calendar invites to keep them abreast of the appointment schedule.
  4. Prospects who were not yet ready to meet with a Client rep were sent follow-up emails.