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Callbox ABM Makes Easy Lead Conversion for Leading Language Translation

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The Client

The Client is one of the fastest growing multilingual Language Service Providers in the world, specialized in customized hybrid technology solutions to fit any budget and subject matter expertise for most industry verticals.

Lines of Business
Translation, Localization, Multimedia, Interpretation, Testing & Engineering, Desktop Publishing, Website Localization, Patent, SAP Localization, Machine Translation

The Challenge

The Client is a proud bearer of linguistic awards and recognition – badges of customer trust and satisfaction which they have gained over the past two decades from doing excellent service. 

Today, the translation leader has grown 3 regional HQs (Singapore, Budapest, and Wilmington) and a total of 9 strategic local offices, offering full localization support to  130+ languages and 260 locales.

Despite achieving stability and growth, the Client continues to build its reputation as a customer-centric organization, and employs industry partners who can support them with innovative solutions in addressing their needs.

The Callbox Solution

The Client simply wanted to reach more potential customers, but was open to any marketing opportunity that the campaign may bring. Callbox’s Account-Based Marketing Lead Generation and Appointment Setting approach was a fit for the Client’s requirements. The campaign consisted of:

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

The Goals

  • The Callbox team was to profile each contact to expand the database. 
  • To refresh the Client’s email content, and create a social media account to generate connections. 
  • Secure meetings with interested prospects for the Client’s consultants.

Below is the two-step campaign process:

Account Research and Selection

  1. The Client specified 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 engage in. The profiles consisted of detailed demographic and firmographic segmentations.
  2. The campaign’s primary targets were Marketing (CMO, Head, Director, Manager), E-commerce (Head), Digital Manager, Content Manager, Localization Manager.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type with unique accounts and contacts.

Results

OOverall, the six-month Account-Based Marketing Lead Generation and Appointment Setting campaign produced a total of 132 Sales Qualified Leads, 88 Marketing Qualified Leads, 351 Social Media Connections and 362 Adword Impressions (Clicks).

Ad Guru Gains A Hundred and More Appointments with Callbox Lead Generation

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The Client

The Client is a decade old, multi-awarded advertising firm founded in Salt Lake, Utah, providing complete supplemental revenue for digital publishers to increase revenue without making any changes in the website or any existing inventory.

The Challenge

The Client wanted to expand their market reach and grow their customer pipeline. Specifically, they needed someone to help them assist publishers in going through the registration process, and eventually get them to agree to a meeting with their consultants.

They were looking for a lead generation firm that can provide a robust database with accurate and updated contacts, and a skilled appointment setter to arrange meetings on their behalf.

The Callbox Solution

Callbox designed an annual 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

Campaign Objectives: The goals were for the Callbox team to set appointments for 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. The campaign was open to target any decision maker.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

Overall, the 12-month Account-Based Marketing Lead Generation and Appointment Setting campaign delivered 147 Sales Appointments (LinkedIn 60, Calling 78, Email 9), 18 Marketing Qualified Leads, and 2,803 Social Media Connections.

Callbox Registered 500+ New Members and Confirmed Hundreds of Event Attendees for ICT Industry Collaborator

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The Client

The Client is a global non-profit organization that promotes innovations in the information and communication technologies across 40 nations. They collaborate and mobilize ICT industry leaders to drive developments in the region, engaging a broad range of professionals and organizations as well as researchers and influencers to ensure progress in the ICT industry.

The Challenge

Gathering industry leaders from across the global communications ecosystem to meet in one event and share and learn corporate ideas and best practices takes more than just the usual event planning and management, but requires proper lead nurturing and full engagement with stakeholders in order to achieve the organization’s vision: to create a world where people and organizations connect and initiate actions through the innovative use of ICT.

The Client looked for a premiere B2B marketing partner who has rich experience in customer engagement and lead nurturing to help them carry out the project successfully. Callbox had everything they needed.

The Callbox Solution

Callbox packed a Multi-Touch, Multi-Channel Lead Generation and Event Marketing Campaign for the Client that was sealed in a two-term deal that utilized voice, web, email and social media channels to reach and engage prospects.

The campaign goal was for the Callbox team to find target companies and invite them to their US event, and offer to register as an organization’s member.

Account Research and Selection

  1. The Client specified target industries.
  2. Callbox refined the Client’s ideal customer profile 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 ICPs that they want the outbound campaign to engage. The profiles consisted of detailed demographic and firmographic segmentations.
  2. The designated ICPs: C-suites, VPs, Directors, Channel Partner Managers
  3. The master contact list was segmented based on these personas and was further grouped according to industry type with unique accounts and unique contacts.

Results

In total, the lead generation and event marketing campaign produced a total of 493 confirmed attendees, 180 MQLs, and 583 new registered members who were LinkedIn connections.

Callbox ABM Lead Generation and Appointment Setting Helped US Financial Consulting Leader

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The Client

The Client is a leading financial consulting provider that’s been in the business for more than three decades. They offer innovative financial products like asset allocation, insurance, employee benefits, tax planning, wealth management and annuities to thousands of businesses worldwide that help address common financial concerns.

The Challenge

The significant growth in the IT industry has prompted the Client to leverage digitization. They employed new tools and tactics to improve customer experience and achieve business growth. However, the arduous transformation process required help from third-party providers to augment the phase by phase integration and provide support to the company’s marketing needs. With Callbox’s account-based marketing multi-touch, multi-channel lead generation and appointment setting strategies, the financial leader found a way to fittingly cope with the rapid evolution in the finance industry.

The Callbox Solution

Given both the Client’s current strategic situation and its immediate marketing goals, it was determined that Callbox’s precision-oriented lead generation solutions would be an effective approach at enhancing the Client’s rebranding and customer outreach efforts. Accordingly, the campaign plan consisted of two main components: (1) customer profiling and (2) lead generation.

Account Research and Selection

  1. Agents called every contact on the list in order to check and update all pertinent information.
  2. Callbox’s customer profiling package ensured that every entry on the list contained complete, accurate, relevant, and timely information on a valid decision-maker.
  3. Once completely profiled, every record on the list represented a contact having any of the above-mentioned job titles working in a manufacturing company located within any of the four APAC countries mentioned earlier

Account and Prospect Profiling

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

Results

Overall, the two-term Lead Generation and Appointment Setting campaign produced a total of 192 appointments, 44 leads, 134 requests for information and 716 social media connections.

Clinical Tech Leader Boosted Leads in Asia with Callbox ABM & Webinar Campaigns

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The Client

The Client is a trusted clinical technology and evidence-based solution that engages clinicians, patients, researchers, students, and the next generation of healthcare providers. With a focus on clinical effectiveness, research and learning, safety and surveillance, and interoperability and data intelligence, its proven solutions drive effective decision-making and consistent outcomes across the continuum of care.

The Challenge

The Client remains focused on accelerating its value as a trusted clinical technology leader that provides expert solutions to health providers, helping them make decisions based on evidence, expand access, tailor care to individual needs, and ensure fair and equitable health opportunities.

For the Client, advancing health equity means identifying tactical ways to support the delivery of safe and equitable care across health solutions, services, partners, and employees. This also includes adopting better and more advanced initiatives from third-party providers. 

For the current year, the Client chose Callbox to run their marketing campaigns due to the latter’s extensive lead generation program.

The Callbox Solution

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

The Goals

  • For the Callbox team to secure phone meetings with interested prospects using the CHAMP qualification
  • To manage the database by keeping all information correct and accurate
  • Facilitate and manage two separate webinars – one for the Client’s current customers and one for their prospects

Account Research and Selection

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

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they want the outbound campaign to engage. The profiles consisted of detailed demographic and firmographic segmentations.
  2. Buyer personas designated as the campaign’s primary targets: Chief Medical Officer, Chief of Pharmacy, Head of Medicine, Head of Pharmacy, Chief Pharmacist, Medicines Information Manager, Medicines Safety Manager, Medicines Supply Service Manager, Pharmacy Operations Manager, Pharmacy Procurement & Contracts Manager, Pharmacy Store Manager, Principal Pharmacist, Hospital Administrator, Administrator, CEO & other C-level contacts, Clinical Director, Director of Operations, Healthcare Administrator, Hospital Director, Medical Director, Chief of Doctors, Chief of Medical, CMIO, Director of Pharmacy, Director of Clinical Applications, Director of Hospital, President  
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type with unique accounts and unique contacts.

Results

Overall, the six-month ABM Lead Generation and Appointment Setting campaign produced a total of  48 Sales Qualified Leads, 299 Follow ups, and 178 Webinar Attendees.

“They are very fast and persistent in calling our prospects, and they ensure that the leads passed to us are of good grades.“

Callbox Accomplished Smooth Application Transition for Global IT Distribution Leader

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The Client

The Client is a huge distribution firm of IT products and supply chain, serving businesses around the globe for more than 30 years with its vast infrastructure mainly focusing on cloud, mobility, technology lifecycle supply chain and relevant technology solutions.

The Challenge

The Client has a broad customer and partner base that seemed to be set in stone, but such did not exempt them from experiencing financial slides. The major shakeout was a business disruption due to application transition to replace aging legacy systems in the APAC region. The Client dispatched hundreds of system integrators who conducted consultation meetings with prospects, and hired Callbox as their marketing arm to set meetings between their consultants and customers.

The Callbox Solution

Callbox ran a multi-touch, multi-channel account-based marketing lead generation and appointment setting campaign for the Client. The campaign was closed in a two-term contract which utilized voice, email and social media channels, which ensured a smooth transition for the IT distribution leader.

The campaign objective was for the Callbox team to generate potential leads and set appointments between the Client’s system integrators and prospects who are open to transition within a six-month timeframe.

Below is the three-step campaign process:

Account Research and Selection

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

Account and Prospect Profiling

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

Results

Overall, the two-term ABM Lead Generation and Appointment Setting campaign produced a total of 72 appointments,232 MQLs and 546 social media connections.

US Network Performance Management Leader Conquers the APAC Market

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The Client

The Client is a network performance management software leader that empowers organizations to monitor and manage the performance of their IT environments regardless of type, size and complexity.

The Challenge

The Client was already an established provider of a range of software solutions to a large number of high-profile companies in the US when it decided to enter the Asia Pacific market, and chose to establish its regional office in Singapore.

In order to build a strong and extensive customer base, they looked for a marketing partner who could work out an effective marketing strategy for them and who could ensure target customers that their solutions are effective, reliable and efficient. Someone who is familiar with the APAC market and has rich experience in generating leads. Callbox.

The Callbox Solution

Callbox designed a multi-touch, multi-channel account-based marketing lead generation and appointment setting campaign for the network performance management leader. The campaign was closed in a two-term contract which utilized voice, email and social media channels, which opened doors in the APAC region to the Client.

The campaign objective was for the Callbox team to generate potential leads and set appointments with interested prospects based on the Client’s target specifications – target decision makers who expressed the need for network performance monitoring, network configuration management, database performance analysis and web performance monitoring.

Below is the three-step campaign process:

Account Research and Selection

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

Account and Prospect Profiling

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

Results

Overall, the two-term ABM Lead Generation and Appointment Setting campaign produced a total of 45 face-to-face appointments, 15 phone appointments, 105 requests for information, 98 for follow-ups, 41 for callback, and 561 social media connections.

Appointment Setting Success for Case Management Software Highflier

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The Client

The Client has more than a decade of experience in providing easy-to-use web-based case management and tracking system to federal, state and local organizations in the USA. Since its inception in 2003, it has steadily grown and become a trusted software for investigative pursuits.

The Challenge

The case management software expert gained recognition as among the 500 fastest growing startups for 5 straight years which gave them the opportunity to attract more customers. However, as industry competition heightened and the time to market pressed on, their customary course of engagement with potential customers could hardly carry out their goals anymore.

In order to keep up in the competition and prevent possible impact on customer acquisition, customer retention, ROI and a host of other factors, the Client decided to outsource some of its marketing functions. And among the list of firms, they were considering to handle their lead generation campaign, Callbox came out to be their best choice.

The Callbox Solution

Based on the Client’s requirements, Callbox designed an account-based management lead generation and appointment setting campaign. It was packed in a two-term deal which composed of three work phases:

Account Research and Selection

  1. The Client wanted to target municipalities that were either currently evaluating or open to evaluating within the given timeframe, and must have a budget in place or open to pricing proposals.
  2. The target account specifications were further detailed into prospects with a need for an upgrade or purchase for a case management application.
  3. Callbox accomplished the target account list from its in-house database.

Account and Prospect Profiling

  1. The Client’s specific decision makers: Mayors, Municipal Commissioners, IT Director/Consultant.
  2. Most qualified accounts are those that have a need and a test budget.
  3. Profiled records were submitted to the Client for approval.

Multi-touch, Multi-channel Outreach

  1. Prospective buyers were contacted based on their needs, evaluation and purchase timeframe, and budget.
  2. All qualified prospects were nurtured via phone, email, and LinkedIn to maximize engagement and response.
  3. Each nurture path set for every qualified prospect was carried out in multiple touches, with automated engagement and one-on-one interaction combined.

Results

Overall, the two-term ABM lead generation and appointment setting campaign produced a total of 56 sales appointments, 257 MQLs and 576 new social media connections.

Callbox Lead Generation Raised Performance and Profitability for Hong Kong Software Leader in Singapore and Malaysia

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The Client

The Client provides quality enterprise planning solutions that are custom-made for the Asian market. They offer wide built-in analytics which enables customers to maximize revenue and margins and drive productivity throughout the organization and supply chain.

The Challenge

With a wide coverage of service throughout the Asian region, The Client has become one of the strongest pillars of the software industry, targeting midsize companies and midsize divisions of corporations with ERP software for manufacturing and distribution companies as its focus.

It aims to reduce the costs of software implementation and operation, and improve user experience to become more intuitive and productive. And in order to achieve their targets, they wanted to add more users to boost revenues.

The software leader’s roadmap to success was to collaborate with other business sectors to help them reach their target customers.

  • Focus on high-value accounts and identify target companies in the manufacturing and distribution industries.
  • Identify relevant decision makers in each target account which includes IT Manager/Director, Chief Financial Officer, Finance Manager.
  • Contact and qualify the target decision makers based on the Client’s specified criteria, and set appointments.

The Callbox Solution

Callbox closely worked with the Client and tailored a campaign suited to their needs. A six-month term appointment setting and lead generation campaign was closed which composed the following three work phases:

Callbox closely worked with the Client and tailored a campaign suited to their needs. A six-month term appointment setting and lead generation campaign was closed which composed the following three work phases:

Account Research and Selection

  1. Qualified accounts must have a budget in place, the person in authority must express a need for upgrade and timeframe.
  2. The target account specifications were further detailed into prospects with a need for ERP modules specifically financial management.
  3. Callbox accomplished the target account list using an in-house database.

Account and Prospect Profiling

  1. The Client pointed out four buyer personas or authorities: evaluator, influencer, recommender, approving-authority
  2. Most qualified companies are those with a test budget of at least USD100,000; or, no budget, but currently evaluating.
  3. Profiled records were submitted to the Client for approval.

Multi-touch, Multi-channel Outreach

  1. Prospective buyers were contacted based on budget, authority, need, and timeframe.
  2. All qualified prospects were nurtured via phone, email and social media paths to maximize engagement and responses.
  3. Each nurture path set for every qualified prospect was carried out in multiple touches, with automated engagement and one-on-one interaction combined.

Results

The six-month Appointment Setting and Lead Generation campaign produced a total of 60 appointments (sales-qualified leads), 37 leads completed (highly convertible leads that require further nurturing), 87 requested for more information (qualified prospects who need more time to review) and 546 social media connections.

Callbox Lead Generation Campaign Accelerated Market Success for SaaS Provider

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The Client

The Client is an innovative web-based, for-profit company in America that allows application integration among end-users. They provide workflows that automate the use of web applications together or translate between APIs.

The Challenge

Ecommerce was already in existence when the Client found its place in the industry. The big guys were dominating the scene, enjoying the trend on software integration which businesses were rapidly adopting. Being new in the circle, their first few years in the market were a real struggle.

However, the multi-apps usage sprang issues like systems not syncing, strayed data and high cost of maintenance and developments to get several applications to work well together. The Client knew that they had the solutions to the problem, but what they needed was a tool that can help them massively get these solutions to the doorsteps of their targets in need.

The Callbox Solution

Callbox closely worked with the Client and tailored a campaign suited according to their requirements. A two-term lead generation campaign was closed which composed three work phases:

Account Research and Selection

To guarantee the quality of data to be used in the campaign, the list underwent thorough customer profiling, which involved manually validating and verifying each database record and field.

  1. The Client wanted to target companies that were either currently evaluating or within a six month period, and has in place or projected budget for the upgrade.
  2. The target account specifications were further detailed into prospects with a need for a SAAS based solution.
  3. Callbox accomplished the target account list using an in-house database.

Account and Prospect Profiling

With its award-winning lead generation expertise, Callbox was well-positioned to help the client meet the two main challenges brought on by its recent rebranding program. In a nutshell, the lead generation activities of the campaign included:

  1. The Client pointed decision makers: Business Owners, Ecommerce Managers, IT Manager/Director, Chief Financial Officer, Finance Manager
  2. Most qualified companies are those with a test budget and currently evaluating.
  3. Profiled records were submitted to the Client for approval.

Multi-touch, Multi-channel Outreach

  1. Prospective buyers were contacted based on the need, timeframe, and budget.
  2. All qualified prospects were nurtured via phone, email, and LinkedIn to maximize engagement and response.
  3. Each nurture path set for every qualified prospect was carried out in multiple touches, with automated engagement and one-on-one interaction combined.

Results

Overall, the two-term Appointment Setting campaign produced a total of 77 appointments (sales-qualified leads), 128 marketing-qualified leads and 572 new social media connections.

Callbox ABM Lead Generation Campaign Pooled New Clients For HR Leader

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The Client

The Client is a premier human capital management solutions provider, and has been servicing Sydney with comprehensive recruitment, education, migration and human resource consulting for over fifteen years. Its wide range of in-demand services and customized advice have helped businesses hire the best-fit candidates.

The Challenge

Competition makes the business matter, but getting ahead in the row and staying relevant in the market can be quite tough when you have a load of challenges to cope. The influx of talent that made it overwhelming for recruiters to choose, lack of speed in the hiring process due to insufficient qualified applicants and out of date strategies were among the major problems that the Client faced.

The need for new tools was incontestable, but the Client forewent the idea as the length of the implementation process might prolong the agony. Nonetheless, they found the best alternative action which is to outsource their lead generation efforts from an expert.

The Callbox Solution

Callbox designed a multi-touch, multi-channel account-based marketing lead generation and appointment setting campaign, utilizing voice, email and social media channels for the Client which ran for two-terms.

The Callbox team was to generate potential leads and set office meetings with prospects based on the Client’s target specifications – target decision makers who expressed a need for competent talents, evaluation of HR core processes such as complete employee life cycle and reports consolidation.

Below is the three-step campaign process:

Account Research and Selection

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

Account and Prospect Profiling

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

Results

Overall, the two-term Lead Generation and Appointment Setting campaign produced a total of 72 sales appointments, 534 MQLs and 596 social media connections

EU Medical Training Leader Spanned Operations in the US Market with Callbox ABM Program

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The Client

The Client is a pioneer simulation-based medical education provider in Northern Europe and a major global supplier of virtual reality simulators for medical training centers for practice, validation and certification programs across learner types such as students, surgeons, and medical doctors.

The Challenge

The Client serves a broad range of customers in Europe and has kept a strong business relationship with everyone in their client base. Their LapSim and EndoSim programs have given surgeons a platform to acquire fundamental technical skills of keyhole surgery before performing any OR procedure.

However, as new and innovative programs for team or staffed training were launched, plans of expansion followed. The Client decided to bring their medical simulation expertise to the United States. As expected, the job was not easy and they had to start from scratch. Although they have collected much data about the US market and have initially reached out to some prospects, the Client thought they still needed some help as they lacked tools and strategies that would help them reach new targets in a new target location.

The Callbox Solution

Callbox customized a multi-touch, multi-channel account-based marketing campaign for the Client. It’s a marketing package of voice, email, and LinkedIn which helped realize the Client’s goals. They signed a two-term proposal for appointment setting and lead generation programs.

The Callbox team was to generate leads based on the Client’s target specifications and set face to face meetings with qualified decision makers who were interested to have their team or organization undergo training. The campaign involved three key steps:

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 in. The profiles consisted of detailed demographic and firmographic segmentations.
  2. Buyer personas were identified as the campaign’s primary targets: Chief Medical Officer, Chief Clinical Officer, Chief Experience Officer, Directors, Administrators, Managers, Purchasing Leads, Office Managers
  3. The master contact list was segmented based on these personas, and was further grouped according to the type of institution.

Results

Overall, the Lead Generation and Appointment Setting campaign produced a total of 94 appointments set, 47 marketing qualified leads, 74 requested for more information, 68 for follow-ups, 54 for callbacks, and 547 LinkedIn connections.

The success of the US campaign caused the Client to start operations in other regions like Asia and the Middle East.