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Multinational Tech Giant’s Search for A Lead Gen Partner Ends with Callbox

The Client

The Client is an American multinational company that focuses on artificial intelligence, search engine, online advertising and cloud computing, and provides OS, browser, and devices that businesses need to cloud-power their workforce.

The Challenge

Businesses outsource for many different reasons. Some opt to work with other industry providers to gain new skills and expertise, or to access innovative tools and technologies. Others want to adopt best practices that in-house resources cannot provide to bridge the knowledge gap. The Client, despite being one of the top technology companies in the world, believes that in order to stay competitive and important in the market, one has to build strong partnerships with industry peers. However, being on their partner list does not come easy. Prospective partners must have proven years of experience and present a holistic business approach that is beneficial both for the Client and its target customers.

The Callbox Solution

Callbox designed an Account-Based Marketing Lead Generation and Appointment Setting campaign for the global IT 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 Team 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

  • The Callbox team was to generate leads from AU and NZ for the Client’s enterprise OS and browser lines of business
  • To book meetings with potential leads for the Client’s consultants
 

Account Research and Selection

  1. The Client specified their 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 came up with a list of potential contacts to target, which was reviewed and approved by the Client

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 Head of IT, CIO, CFO, CTO, COO, Technical Lead, IT Manager, General Manager of IT, CISO, Security Architect, Information Architect, Cloud Security, Cyber Security, Information Security, Principal Architect, Innovator
  3. The contact list was segmented based on these personas and was further grouped according to industry type

Results

The twelve-month Account-based Marketing Lead Generation & Appointment Setting campaign delivered 124 Sales Qualified Leads, 642 Marketing Qualified Leads, 1,123 Profiles Completed, and 5,942 Social Media Connections.

Callbox Gathered A 100+ Potential Customers for Intelligent Automation Leader’s Webinar

The Client

The Client is a software firm that has been providing Intelligent Automation solutions since 2009 to hundreds of clients including Fortune 500 enterprises, as well as small and medium businesses, and federal and government agencies. It is listed as a Washington Post Top Place to Work, and has received several awards including Appian North American Reseller of the Year Award.

The Challenge

The Client was on the lookout for a marketing company that can assist them in gathering attendees for their upcoming webinar. The event aims to introduce their products and services to a larger pool of audience in the US, mainly to educate potential customers on how to prepare and run, and successfully achieve a digital transformation journey.

The Callbox Solution

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

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

The Goals

  • The Callbox team was to gather registrations to the Client’s webinar
  • To follow up the most responsive prospects, and simultaneously profile each account to keep the list updated and accurate
  • Book meetings with interested prospects 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 relevant contacts
  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 profiles of the accounts that they want the outbound campaign to target which consisted of detailed demographic and firmographic segmentations
  2. Relevant contacts identified as the campaign’s primary targets were Director of Process Improvement BPM Manager, CEO, CFO, COO , CIO, IT Director, Manager of Applications Development, CFP, Procurement Officer
  3. The master contact list was segmented based on target industries

Results

The campaign ran for six months. The Callbox team was able to gather 109 Registrations, 27 Sales Qualified Leads, 104 MQLS and 3,256 Social Media Connections. 

Insurance Tech Innovator Claimed “Insurance Made Easy” All over the US

The Client

The Client is a global leader in insurance technology, serving hundreds of carriers and agents, brokers, and other industry players in more than 30 countries.

Lines of Business
PaaS (Platform as a Service)
SaaS (Software as a Service)

The Challenge

The Client has been dedicated to insurtech innovation since its founding in 2000, and consecutively developed insurance platforms in the succeeding years: the world’s first browser/server based insurance core system suite, leading the advent and adoption of Java-based 3G insurance IT, and a cloud-native and microservices-based 4G insurance platform that provides a complete set of insurance APIs across an insurance policy’s full lifecycle.

In this campaign, the Client wanted to address the challenges that the property casualty insurance market is facing through its cloud-based solution that enables digital insurance and enterprise level core system insurance software.

The Callbox Solution

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

  • Account-Based Multi-Channel Lead Management via Voice, Email, Chat, Web, Social Media, and Webinar
  • Sales Enablement & Support which included Product 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

  • The Callbox team was to run a lead generation program and promote the Client’s insurance platforms
  • Uncover opportunities for the Client’s digital insurance platform for the North American market
  • Book appointments with decision makers 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 buyer personas identified as the campaign’s primary targets were CIO, CTO, Product Manager, Claims Manager, Lead Technical Architect, Digital Officer, Underwriting Manager, Chief Operating Officer.
  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 & Appointment Setting campaign generated 88 Sales Qualified Leads, 68 Marketing Qualified Leads, 651 Profiled Contacts, and 1,485 Social Media Connections.

ERP Firm Propped Up with ABM Strategies, Gained High-converting Leads

The Client

The Client is a full service ERP solutions provider that sold and supported Acumatica, MS Dynamics Suite and Deltek ERP solutions across North America. It merged with another software giant in 2018, and has been providing a range of IT and software services since then.

Lines of Business

Managed IT, Software Rescue, Cloud Solutions

The Challenge

The Client’s team is composed of ERP Specialists, Application Experts, and IT Experts that leverage technology-enabled solutions in solving every type of problem that businesses face. Supporting these groups of specialists is an in-house team of sales and marketing staff that does both prospecting and closing tasks.

However, the rapidly increasing market competition and changes in customer buying behavior abated the Client’s lead conversion process as more time was spent on prospecting over nurturing and converting leads.

The Client decided to address the challenge by augmenting their in-house efforts with more advanced outsourced strategies.

The Callbox Solution

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

  • Account-Based Multi-Channel Lead Management via Voice, Email, Chat, Web, Social Media, and Webinar
  • Sales Enablement & Support which included Product 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

  • The Callbox team was to set up Web demos with qualified prospects for the Client’s consultants
  • Make confirmation calls at least a day to 2 hours prior to the scheduled meeting
  • Send introductory and follow-up emails to prospects
  • Manage social media marketing

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 wanted the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations.
  2. Buyer personas identified as the campaign’s primary targets were President, CEO, Controller, CFO, Operations Manager, Vice President, C-level, Directors/Managers in Marketing, Sales, IT and Operations.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The Client initially signed up for a six-month campaign. With the market potentials shown in the first campaign, the Client decided to sign another contract, concluding the ABM Lead Generation & Appointment Setting to 9 months.

In total, Callbox delivered 61 Sales Qualified Leads and 752 Marketing Qualified Leads.

Callbox Caps RSVP Campaign with Big Time Financial Players for Fintech Firm

The Client

The Client is a leading provider of strategic intelligence and builder of platforms in the financial industry, running regular programmes around the world and operates on four closely related verticals: editorial, research, forums, and academy.

The Challenge

The Client regularly hosts live events in different countries that stage a wide range of financial products and services designed to build intelligence for their global market. They believe that meeting their customers face to face is the best way to form ideas of how to help them plan and expand their business. 

But, these in-person events have slowly become quite impractical due to low conversion rates delivered, considering the time and money spent on travel and logistics. This made the Client consider hosting online events instead of doing it live from one location to another.

The Callbox Solution

Callbox designed an Event and Lead Generation campaign which consisted of:

  • Account-Based Multi-Channel Lead Management via Voice, Email, Chat, Web, Social Media, and Webinar
  • Sales Enablement & Support which included Product 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

  • The goal was for the Callbox team to generate interest from prospects from the biggest banking firms
  • To gather registrations to the Client’s online event and ensure that they are aware of the registration process and fees.
  • The team also needs to regularly update and cleanse the data list for better targeting, and send newsletters to prospects that include CTAs that would lead them to the Client’s website to increase web traffic.

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified target attendees, locations, industries, and company size
  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 campaign’s primary targets were Finance managers/Directors, Accounts Managers, IT Managers/Directors, Financial Controllers, HR Managers/Directors, C-suite, Accountants, Business Owners, and a set of specific targets for each event type
  3. The master contact list was segmented based on these personas, and was further grouped according to event type and title, industry, location, attendee type, and company size

Results

Overall, the event campaign produced a total of 61 RSVPs, 1448 Marketing Qualified Leads, and 298 Social Media Connections.

Global Medical Device & Healthcare Firm’s Covid Test Kit Helps PH Cope with In-Office Work

The Client

The Client is more than a hundred years old multinational medical device and healthcare company, a market leader in Glucose Monitoring, Blood and Plasma Screening, Adult Nutrition, Pediatric Nutrition, Heart Pumps, Remote Heart Failure Monitoring, Point of Care Testing, and Chronic Pain Devices.

The Challenge

The Client constantly creates breakthrough products in diagnostics, medical devices, nutrition and branded generic pharmaceuticals that help consumers lead healthier lives, a best practice carried out since its inception more than a century ago that transcends time and global health challenges like the recent Covid-19 pandemic.

Being on top in advancing innovations in the healthcare industry, the Client created an antigen kit which is readily available to offices and other workplaces that require physical or face-to-face work.

Promotions and sales for the new product also took a more innovative approach – outsourcing a holistic marketing program which utilizes multiple channels in reaching and engaging target users.

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 through Training, Setup and Back Office Sales Support
  • Tools & Subscriptions to the Callbox Pipeline and HubSpot CRM
  • Account Management via Strategy Building, Reporting and Product Knowledge

The Goals

  • The Callbox team was to promote the Client’s Nasal Antigen Test Kit to target users
  • To help bring in new leads using different outreach channels
  • Callbox to schedule online or phone meetings with interested prospects for the Client’s sales reps

Below is the two-step campaign process:

Account Research and Selection

  1. The Client specified their target industries, location and relevant contacts
  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 wanted the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations
  2. Identified as the campaign’s primary targets were C-suite, Managers, Business Owners/Directors, HR Managers, Purchasing Manager, Procurement Officer/Manager
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type

Results

Overall, the six-month Lead Generation and Appointment Setting campaign produced a total of 125 Sales Qualified Leads, 237 Marketing Qualified Leads, and 596 Social Media Connections.

Global Digital Commerce Agency Attracts NY Customers with Callbox ABM

The Client

The Client is a global digital commerce company dedicated to empowering growth acceleration and maximizing ROI. It recreates business operations, building impactful solutions utilizing the latest eCommerce technologies.

Lines of Business
Consulting, Usability, eCommerce, Intelligence

The Challenge

The Client uses an iterative, dynamic, agile process that dramatically reduces time to market while increasing performance. These are small-scale changes that help keep their customers competitive and up-to-date without exceeding budgets, thus keeping them stay ahead of the competition.

However, today’s rapidly changing eCommerce landscape has prompted the Client with challenges in attracting and acquiring clients. SEO and social media may be the two widely used channels for this purpose, but tough market competition made them decide to outsource other marketing channels.

The Callbox Solution

Callbox designed an Account-based Marketing Lead Generation & Appointment Setting which consisted of:

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

The Goals

  • The Callbox team was to promote the Client’s services to customers in the NY area and surrounding states
  • Reach out to target prospects via multiple channels to uncover pain points and upcoming needs
  • To set phone or web meetings with interested target customers 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 wanted the outbound campaign to target which consisted of detailed demographic and firmographic segmentations
  2. Buyer personas identified as the campaign’s primary targets were: CEO, CTO, COO, CXO, CMO, Ecommerce Founder, VP of Marketing, VP of Sales & Marketing, Marketing Head, Director of Marketing, Director of Marketing & Sales, Co-founder, Head of Digital Marketing, Head of E-commerce Store, Business Owners, President, VP of Digital Marketing, Business Managers, Social Media Manager, Marketing Manager, Digital Marketing Manager
  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 & Appointment Setting campaign delivered 62 Sales Qualified Leads, 234 Marketing Qualified Leads, and 1,084 Social Media Connections.

MSP Provider Built New Account Connections with Callbox ABM Campaign

The Client

The Client is a managed service company that strategically partners with industry leading manufacturers and service providers to provide responsive business solutions for clients. Its dynamic portfolio solutions meet the needs of 250+ clients across Australia.

Lines of Business
IT Managed Service, Business Process Automation, Cybersecurity, Cloud, Internet and Print

The Challenge

The Client needed help in promoting its fiber service to target accounts or existing customers, and generate new leads at the same time. They were also looking for new outreach channels to use in connecting with prospects, and be able to reach and engage all target accounts within the target timeline.

The Callbox Solution

Callbox designed an Account-Based Marketing Lead Generation and Appointment Setting 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 and utilization of the Callbox Pipeline and HubSpot CRM
  • Account Management with Strategy Building, Reporting and Product Knowledge

The Goals

  • The Callbox team was to promote TPG Fibre1000 Internet Service to target accounts, and bring in new opportunities out of the activities that we will be doing across different channels
  • Callbox to schedule meetings with interested prospects and the Client’s consultants

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified their 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 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 which consisted of detailed demographic and firmographic segmentations
  2. Buyer personas were identified as the campaign’s primary targets: IT Manager, Office Manager, CEO, CTO, CIO, CFO
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type

Results

Overall, the six-month Lead Generation and Appointment Setting campaign produced a total of 54 Sales Qualified Leads, 110 Opt-in Marketing Qualified Leads, and 599 Social Media Connections.

ABM Campaign Booted APAC Market for Global Energy Solutions Leader

The Client

The Client is a global player in the energy industry, providing a broad range of world-leading technologies, real-time automation, software and services into integrated solutions for homes, buildings, data centers, infrastructure and industries.

Lines of Business

Cybersecurity, Solar & Energy Storage, Electronics

The Challenge

The Client believes that growth is achieved through consistent gain of insights, and innovation, which is also the reason why they consistently engage industry leaders, partners and fellow-minded individuals to explore, discuss, and innovate bold ideas. And, partnering with Callbox for a lead generation campaign is one of the many successful partnerships they had.

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

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified target industries, locations, and relevant 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 buyer persona profiles of the prospects that they wanted the outbound campaign to engage which consisted of detailed demographic and firmographic segmentations
  2. Buyer personas designated 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 according to industry type

Results

Overall, the campaign generated 58 Sales Qualified Leads, 225 Marketing Qualified Leads, and 79 Social Media Connections.

Billing Software Firm Logged More Leads with Callbox ABM Campaign

The Client

The Client is a leading provider of subscription-based billing and real-time usage rating solutions, accelerating growth throughout the enterprise and communications marketplace. Their wide array of platforms lets them easily integrate with other packages such as SAP, Microsoft Dynamics, Netsuite, and Oracle.

Lines  of Business

Integration & Extensibility, Automation, Security, Privacy and Transparency, Analytics and Reporting

The Challenge

What most billing systems fail to provide is freedom to offer flexible billing options that reflect the actual amount of services that customers use. So, the Client built a subscription-based and usage-based billing platform to provide users with the agility they need to charge for any triggered event in the connected world.

In this campaign, the Client aims to widen its services across the globe by catering more customers who are looking for flexible billing options.

The Callbox Solution

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

  • Account-Based Multi-Channel Lead Management which utilized Voice, Email, Web, Chat, and Social Media
  • 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 was to, initially, call attendees and exhibitors of one of the biggest IT conferences in the US
  • Generate appointments for the Client’s sales representatives
  • Manage the database and social media

Below is the two-step campaign process:

Account Research and Selection

  1. The Client specified their target industries, location, and relevant contacts.
  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: Director of Billing, CTO, VP Finance, Product Manager, C-suite, IT Director/Manager, General Manager, Operations Director, Sales & Marketing Heads, Business Development Manager, Controller
  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 124 Sales Qualified Leads, 3619 Marketing Qualified Leads, and 628 Social Media Connections.

Callbox Eased Nurturing Process for Cloud Back Up, Cut Sales Time Into Half

The Client

The Client is a world leader in the Online Cloud Backup, Disaster Recovery and Business Continuity market, with a global customer base from a wide range of industry sectors. They utilize Asigra and NetApp in protecting their over 15 petabytes of customer data in the cloud.

Lines of Business
Cloud Backup, Disaster Recovery, Business Continuity Solutions

The Challenge

The Client holds a portfolio of impressive household name customers from around the globe, a product of both internal and outsourced efforts that significantly boosted their pipeline, which they believe is sustained by a strong and steady lead acquisition process. But, technology evolution has redesigned the buyer’s journey which called for the Client to adopt a better nurturing process to help speed up the sales process from 3-6 months down to 2-4 or shorter.

The Callbox Solution

Based on the Client’s needs, Callbox structured an Account-based Marketing Campaign that would utilize different outreach channels which would help increase campaign touch base activities to easily engage prospects at the soonest time. The ABM Lead Generation & Appointment Setting campaign consisted of:

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

The Goals

  • The Callbox team was to help generate leads for the Client
  • Customize a nurture scheme aligned with the Client’s needs
  • Manage the database by keeping the contacts well profiled

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified their target industrie, location, and relevant contacts
  2. Callbox refined the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified account
  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 which consisted of detailed demographic and firmographic segmentations.
  2. Buyer personas were identified as the campaign’s primary targets:IT Director, CTO, CIO, Desktop Manager, IT Security Manager, Security Architect, CISO, Desktop Administrator
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

Overall, the campaign ran for twelve months and produced a total of 120 Sales Qualified Leads, 1304 Marketing Qualified Leads, and 473 LinkedIn Connections.

ABM Campaign Propelled Air Compressor Leader with New Potential Leads

The Client

The Client is a global leader in oil-free and oil-injected air compressors and accessories that delivers robust, reliable, and energy efficient compressed air solutions that are fit for Australian conditions.

Lines of Business
Lead Generation & Appointment Setting

The Challenge

The Client has best business practices that have helped them remain as Australia’s leading air compressor provider in the last three decades: keeping its service standards at the highest levels by addressing simple to complex problems while keeping solution packages at competitive pricing, and working with a network of partners that help them drive innovation, diversification and growth.

The recent years, however, have imposed challenges as it faced market decline due to the pandemic. But, being one of the key players of the market, the Client was able to cope by implementing organic and in-organic strategies to offer lucrative opportunities amidst the unprecedented situation, and by outsourcing a lead generation campaign to boost market awareness and grow customer base.

The Callbox Solution

Callbox built a Lead Generation and Appointment Setting campaign which consisted of:

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

The Goals

  • The Callbox team was to engage prospects from key target locations in Australia
  • To uncover pain points and upcoming needs
  • To book meetings for the Client’s consultants to discuss about air compressors and maintenance backup support service

Account Research and Selection

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

Account and Prospect Profiling

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

Results

Overall, the six-month ABM Lead Generation and Appointment Setting campaign delivered 82 Sales Qualified Leads and 41 Marketing Qualified Leads.