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Software Testing Firm Brings Potential Change to More Customers via ABM Campaign

The Client

The Client provides Change impact analysis, automated code remediation, collaborative test management and test execution, and ALM acceleration for three of the biggest platforms in the software industry: SAP, Oracle, and Salesforce.

The Challenge

One thing that differentiates the Client from its competitors is their process of nurturing which starts with educating customers on how the entire Change process works in order to give them visibility into every potential risk, precise software sizing for faster deployment, and reduce cost on budget and manpower. They use in-house and outsourced strategies to efficiently implement these tasks.

The Callbox Solution

The Callbox team 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, and Social Media
  • Sales Enablement & Support that covered Training, Setup and Back Office Sales Support
  • Tools & Subscriptions to Callbox Pipeline and HubSpot CRM
  • Account Management with Strategy Building, Reporting and Product Knowledge

The Goal

The Callbox team was to call companies who are using SAP and check if they have plans to upgrade or make regular enhancements with their current system and introduce the Client’s Risk-based Testing and other solutions.

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 wereIT Manager/Director, CIO, PIC of their ERP or ERP maintenance
  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 78 Sales Qualified Leads, 118 Marketing Qualified Leads.

Callbox Built Powerhouse Lead Gen Campaign for Technology Pioneer

The Client

The Client is a global powerhouse technology pioneer focusing on the areas of electrification, automation and digitalization, providing Building Technologies, Drive Technology, Energy, Financing, Healthcare, Industrial Automation, Mobility, Services, Software, and Consumer Products.

The Challenge

The global pioneer in electrical engineering began as a simple startup. Being innovative, oriented to its customers and quality, however, the Client was able to withstand business crises throughout time, thus, opening their doors to technology innovation and business partnerships. The latest project they launched required assistance from outsourced marketing strategists where Callbox stood out among a long list of third-party providers.

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, 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 contact potential customers using multiple marketing channels
  • Keep the contact list updated to ensure more lead conversions
  • Set meetings with qualified interested prospects with the Client’s specialists

Below is the two-step campaign process:

Account Research and Selection

  1. The Client specified 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 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 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 6-month ABM Lead Generation campaign generated 72 Sales Qualified Leads, 318 Marketing Qualified Leads, and 174 Social Media Connections.

Callbox ABM Campaign Mounts High Converting SQLs for Information Management Firm

 

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 six-month 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.

The Challenge

Looking at a long list of lead generation providers, the Client needed to narrow down to just a few companies, and had to do an in-depth comparison to see who could serve their needs. Moreso, they were concerned about possible language barriers in some target markets, and contemplated limiting priorities to Profiling and Telemarketing.

The Callbox Solution

Callbox customized an Account-Based Marketing 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 do a lead scraping of the Client’s database to keep it accurate and updated.
  • 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 campaign is ongoing, and has so far generated 939 Sales Qualified Leads on its 9th month. 67 RSVPs were gathered for the Webinar.

Client Feedback

The Client may have not verbalized their appreciation on how the Callbox team is running their campaign, but referring Callbox to two more of their offices says so.

Callbox ABM Finds Blue-Chip Prospects for Fleet Management Lead

The Client

The Client is a leader in providing 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 a 12-month Account-Based Marketing campaign 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.
  • 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 list of prospective companies to market the Client’s range of products and services.
  • To schedule phone, online or office meetings with interested prospects.
  • To submit two (2) types of leads: Sales Qualified Lead (SQL) and Marketing Qualified Lead (MQL).
  • 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 annual 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.

The campaign is now in its 7th month.

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 annual 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 now in its 17th month, 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 offers customised solutions across every aspect of the supply chain, including freight forwarding, logistics and customs-related services.

The Challenge

In its goal to become more competitive in the market, the Client opted to expand its outbound customer acquisition efforts with a more proactive approach, and employed a lead generation and appointment setting campaign to complement their marketing efforts.

The Callbox Solution

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

  • Account-Based Multi-Channel Lead Management which utilized voice, email, chat, social media and mobile.
  • Sales Enablement & Support including 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.

The goals were for the Callbox team to develop a new lead source and increase the number of appointments in their CRM through appointment setting and email marketing.

Account Research and Selection

  1. The Client specified their target 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 of any of the Client’s services.

Results

Overall, the 3-month Lead Generation and Appointment Setting campaign delivered 45 Appointments and 194 MQLs.

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, and putting up more offices and warehouses in the region will not only pave for market opportunities, but will help them reach and serve more customers with cutting edge logistic services. All they needed to achieve this goal was a well-profiled database and the right outsourced lead generation staff in place.

The Callbox Solution

Callbox designed a Lead Generation and Appointment Setting campaign which consisted of Contact base Profiling and Email Marketing which was carried out through:

  • Multi-Channel Lead Management which included voice, email, chat and social media.
  • Sales Enablement & Support that provides training, setup and back office sales support.
  • Tools & Subscriptions and utilization of the Callbox Pipeline and HubSpot CRMs.
  • Account Management which is composed of strategy building, reporting and product knowledge.

Account Research and Selection

  1. The Client specified their target industries and relevant contacts.
  2. Callbox filtered the Client’s target RCs 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 that had a current need of any of the Client’s services.

Results

Overall, the Lead Generation and Appointment Setting campaign delivered 120 Appointments, 118 MQLs and 286 Social Media Connections.

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.

Mobile Commerce Lead Closed 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 a one year 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 were for the Callbox team to:

  • Promote the Clients products/solutions to target audience
  • Reach out to prospects through email and connect via LinkedIn
  • Callbox to 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 is currently running and has so far delivered a total of 96 Sales Appointments, 23 Marketing Qualified Leads, 48 Requests for more information, 118 Callback, 51 Potential Leads and 153 Social Media Connections. The campaign’s second term was capped with 8 Closed 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 consisted 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 12 months, the Callbox team was able to set 180 Sales Appointments and 320 Marketing-Qualified Leads (MLQs).

Backed by Callbox, Global Cyber Protection Lead Wins SG and ANZ Markets

The Client

The Client is a global leader in cyber protection, providing innovative backup, anti-ransomware, disaster recovery, storage, and enterprise file sync and share solutions. Just a few years after they started business in 2003, they have evolved into a global software leader, and now serves 5.5 million consumers, including Fortune 500 companies, in 150 locations worldwide.

The Challenge

Although founded in Singapore, the Client took initial expansion steps outside the city state, and grew branch offices in North America and Europe. After stabilizing their offshore branches, they decided to focus on Asia Pacific. They looked for a managed service provider who could bring in prospects who were looking for Backup & Disaster Recovery Cloud services as their primary targets in the course of widening the Singapore and ANZ markets.

The Callbox Solution

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

  • Account-Based Multi-Channel Lead Management using Voice, Email, Chat, Web, and Social Media.
  • Sales Enablement & Support that provided Staff Training, Account Setup, and Back Office Sales Support.
  • Tools & Subscriptions to the Callbox Pipeline and HubSpot CRM.
  • Account Management with Strategy Building, Regular Campaign Reporting, and Product Knowledge.

The Goals

  • The Callbox team was to generate potential leads, and promote the Client’s products and services.
  • Schedule face to face or online meetings with interested prospects for the Client’s specialists.
  • All lead generation and sales prospecting activities of the campaign, from the first touch point to lead hand-off must be managed and nurtured in three integrated platforms – the Callbox Pipeline, Hubspot, and Salesforce. 

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified target industries and contacts
  2. Callbox worked out 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 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 CTO, CEO, Technical Director, Support Director, CRO.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The six-month Account-Based Marketing Lead Generation and Appointment Setting campaign delivered 48 Sales Qualified Leads, 60 Marketing Qualified Leads, and 179 Social Media Connections.

Case Studies

Top Accounting Firm Recount Success with Callbox Lead Generation Program

The Client

The Client is an independent 35 year old accounting firm that offers audit and assurance, liquidations, corporate secretarial, taxation, due diligence, forensic investigations, litigation support, valuations, data analytics, immigration and international group restructuring to multinational clients in Singapore. They are one of the “Big 4” financial firms in the city-state and were ranked number one by DFK Asia Pacific and International Accounting Bulletin for two consecutive years.

The Challenge

The Client prides itself on being a self-made financial behemoth and trusted brand in Singapore. They keep an internal staff of experienced financial experts that help them excel in proactively managing compliance processes to a range of clients across industries.

However, the last two years have shown indistinct progress. Customer acquisition downscaled from 3 new clients to 1 per month. The Client thought they had to make a change in their prospecting process. And although they were quite unsure, they decided to outsource lead generation from a third party provider to help them get back on track.

The Callbox Solution

Callbox designed an account-based marketing lead generation and appointment setting campaign which utilized multiple channels like voice, email, web and social media to reach and engage prospects. The campaign was sealed in a two-term contract.

The goal was for the Callbox team to generate leads and set appointments for the accounting leader’s consultants with qualified prospects who have the need for compliance obligations like audit and tax, accounting and all other financial services. 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 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 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 Finance managers/Directors, Accounts Managers, IT Managers/Directors, Financial Controllers, HR Managers/Directors, C-suite, Accountants, Business owners.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

Overall, the three-month ABM Lead Generation and Appointment Setting campaign produced a total of 57 appointments, 1 marketing qualified lead, 7 requests for information, 3 for callback, 10 potential leads and 287 social media connections.