The Client is a leading creative automation and management platform for advertising and marketing design production, with more than a decade of experience in empowering agencies, media suppliers, and brand leaders with innovative creative technology for data-driven display across all screens, mobile, tablets and desktops.
The Client is passionate about enabling creativity at scale across enterprise targets, and works towards winning products through collaboration, partnerships and trust.In this campaign, the Client wanted to further profile their target audience from target countries in APAC in order to better align their services with customers’ needs, and learn what their competitors are doing to validate product competitiveness and market share status. They planned to carry it out with an outsourced marketing provider.Among the top companies they googled, they went ahead with Callbox due to the latter’s end-to-end multi-channel lead generation program design and full database provision.
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, Web, Chat, Social Media and Webinar
- 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 of Strategy Building, Reporting and Product Knowledge
- The Callbox team was to help the Client in generating potential leads
- To promote the Client’s products and services to raise interest and awareness to the target prospects/audience
- Schedule online and phone meetings for the Client in the target regions
Below is the two-step campaign process:
Account Research and Selection
- The Client specified target industries, locations, and relevant contacts
- Callbox worked out the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts.
- Callbox then compiled a list of potential contacts to target, which was reviewed and approved by the Client.
Account and Prospect Profiling
- The Client provided target decision makers for the Callbox team to reach, which consisted of detailed demographic and firmographic segmentations.
- The buyer personas designated as the campaign’s primary targets were Head of Creator Services, Head of Content, Head of Studio, CMO, Head of Marketing, Creative Director, Campaign Manager/Director, Marketing Campaign Manager, Senior Campaign Manager, Performance Director, Head of Performance, Head of Media, Chief Digital Officer, Head of Digital Officer, Social Media Director, Brand Manager, Senior Brand Manager, Digital Marketing Operations, Digital Innovation, Digital Marketing Manager, Digital Marketing Director
- The master contact list was segmented based on these personas, and was further grouped according to industry type.
Overall, the six-month ABM Lead Generation and Appointment Setting campaign generated 34 Sales Qualified Leads, 171 Marketing Qualified Leads, 53 Webinar Registration and 1,474 Social Media Connections.