Tag Archive for: case-study-appointment-setting

ICT Lead Caps App Upgrade for Channel Partner with Callbox ABM

The Client

The Client is a leading ICT products and services provider in the APAC region, with a network of more than 40,000 active channel partners across China, Thailand, Malaysia, Singapore, Indonesia, the Philippines, Cambodia and Myanmar, leading global names like Hewlett-Packard, Apple, Microsoft, Dell, Lenovo, IBM, Oracle and EMC.

Lines of Business
Enterprise Systems, IT Services, Distribution

The Challenge

The Client provides MNCs, local government and domestic companies a competitive edge over their peers by designing, installing and implementing IT infrastructure, a holistic service process which they efficiently carry out together with channel partners.

In the recent product upgrade of one of its channel partners, the Client launched a marketing campaign aimed to inform target customers about the upcoming changes, and to generate leads at the same time, and targeted to complete the project in three months.

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, Web, Chat, Social Media and Mobile channels
  • Sales Enablement & Support that covered 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

  • Identity and pre-qualify target prospects or companies that have a need to purchase PC Devices/Office 2019 within 12 months time, and arrange a follow-up call for the Client
  • Inform both current and target customers about the end of support for Windows 7, office, and 2010
  • Promote Windows 10 Pro Modern PC Devices and Office 2019
  • Classify leads according to purchase timeline: Hot (0-3 months), Warm (4-6 months) and Cold (7-12 months)

Below is the two-step campaign process:

Account Research and Selection

  1. The Client specified its 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 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 Director/Manager, Owner, General Manager, Managing Director
  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 Account-Based Marketing Lead Generation and Appointment Setting campaign produced a total of 200 Marketing Qualified Leads, (81 Hot, 90 Warm, 29 Cold), and 263 Social Media Connections.

MSP’s 14-Month ABM Campaign Generated 700 Appointments

The Client

The Client is a leading provider of Managed B2B e-Commerce solutions that simplify integration, automate business processes, and enhance collaboration and visibility across global trading partners.

Lines of Business
Cloud Integration, Supply Chain Solutions

The Challenge

Prior to working with Callbox, the Client employed a number of lead generation companies in the hope to help them scale up the business. Unfortunately, much of the leads generated from those campaigns resulted in low conversion due to poor lead quality brought by lists with poorly verified contacts, and lack in probing efforts to uncover prospects’ needs.

The Client realized the extent of time and effort wasted on those campaigns, and decided to hold off all outsourcing plans for the moment. After getting quite a few interesting proposals from marketing agencies, the supply chain lead finally decided to, again, give it a try.

This time, they carefully schemed the campaign steps and objectives, and focused on a specific product.

The Callbox Solution

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

  • Multi-Channel Lead Management which utilized Voice, Email, Chat, Web, Social Media, and Webinar
  • Sales Enablement & Support that includes 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 the contact list to ensure that all the information is accurate
  • Engage prospects via multiple channels, and offer the Client’s Order Management Solutions platform
  • Set appointments for the Client

The campaign was rolled out in two stages:

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 account
  3. Callbox built a list of target contacts 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 identified as the campaign’s primary targets were CIO, IT Manager, Senior Development Manager, PIC of the Software Development in the company
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type

Results

Overall, the fourteen-month ABM Lead Generation and Appointment Setting campaign delivered a total of 700 Sales Qualified Appointments and 150 Potential Leads

Software Healthcare Firm, Ready To Explore New Markets After Successful ABM Campaign

The Client

The Client is a software healthcare company that provides innovative ambulatory practices that address today’s complex healthcare landscape, and offers robust solutions that encourage efficiency improvement through workflow optimization, seamless care coordination, fast and accurate documentation, allowing more face time with patients and increased revenue opportunity through network intelligence and practices.

Lines of Business
Medical Billing Management, Electronic Health Records, Patient Engagement, Virtual Medicine

The Challenge

The Client built a cloud-based suite of services that integrates EHR, medical billing management, and patient engagement capabilities, and combined this powerful technology with expert services and data-driven insights to address the challenge faced by physicians on overwhelming paperworks.

So, they set out a marketing campaign to massively promote the software to target users in the US. But, the bulk of tasks that the project requires, and the need for multiple outreach channels to be used to efficiently roll out the project prompted the Client to outsource to third-party lead generation providers.

The Callbox Solution

Based on the Client’s needs, Callbox designed an ABM 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, Account 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 goal was for the Callbox team to generate new leads and set phone appointments for the Client’s sales representatives with interested prospects
  • Promote brand awareness and build more connection on social media
  • Profile the database

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified 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 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 to engage which consisted of detailed demographic and firmographic segmentations.
  2. Relevant contacts designated as the campaign’s primary targets:Office Manager, Practice Manager, Office Administrator, Physicians (Person responsible for their practice management software)
  3. The master contact list was segmented based on these decision maker profiles, and was further grouped according to industry type.

Results

The six-month ABM Lead Generation campaign produced 66 Sales Qualified Leads and 338 Social Media Connections.

Credit & Collections Firm Used Killer Tactic, ABM Campaign, To Scale Up Leads

The Client

The Client is a 30-year old trusted advisor credit and collections company that specializes in international due diligence investigations & services for Fortune 100 & 500 companies in the US and Canada, providing International Live Credit Investigations, Denied Parties List Screening, International and Domestic Debt Recovery, and Domestic Database Credit Reporting.

Lines of Business
Credit Reports, Domestic & International Collections Services & Debt Recovery

The Challenge

A study by the Research Credit Foundation showed that payment delinquency is caused by the the following factors:

  • business customers do not adhere to supply credit terms
  • companies are unable to pay an invoice due to a lack of money or poor cash flow
  • companies fail on their payments due to invoice errors, missing information, or other account receivables errors

Although ERP softwares provides a holistic integration approach to battle financial ails, there are some areas in the business that still call for human touch, and this is where credits and collections companies’ expertise, such as the Client’s, comes in.

The Client has a proven strategy that enables their customers to manage credit limits and control the flow of sales, and a centralized view of A/Rs to better manage their collections. In order to best position these benefits to their customers, the Client aimed to launch an awareness campaign to a larger pool of audience by adding more industries in their targets in the US and Canada.

The Callbox Solution

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

  • Account-Based Multi-Channel Lead Management which included Voice, Email, Web, Chat, Webinar, and Social Media
  • Sales Enablement & Support through Team Training, Account 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 reach out to prospects via multiple channels to uncover pain points or upcoming needs
  • Profile the target accounts to expand the database
  • Set meetings for the Client’s consultants with prospects who expressed interest in their services, and submit leads based on this success call criteria:
    • SQL: Prospect has expressed interest, has pain points or upcoming needs, and agreed to a meeting with the Client’s consultants
    • MQL: Prospect has no immediate requirement, but agreed to be included in the mailing list (opt-in list) to receive regular updates, and be contacted to check for possible opportunities in the coming months

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 were Financial Controller, Credit Manager, Finance Director, Accounts Receivable Manager, International Credit Risk Manager, Accounts Receivables Manager (smaller/medium) International Credit Risk Manager (large corporation), Credit Manager or Credit Analyst.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The 12-month ABM campaign delivered 84 Sales Qualified Leads, 156 Marketing Qualified Leads, and 2,230 Social Media Connections.

MFA Security Firm Raced from Meetings to Proposals with Callbox ABM

The Client

The Client is a leading independent multi-factor authentication security provider, serving customers across the globe including banking, governments, and corporate enterprises. Its solution has evolved from a banking VPN centric product to a comprehensive SSO solution, which is SAML compliant and ADFS friendly.

The Challenge

The Client has been serving more than a million end-users through banks, organizations and enterprises for more than a decade, and distributes its multi-factor authentication solutions worldwide through business partners in North America, EMEA, and APAC. 

Despite its good standing, the Client aimed to scale the number of end-users in Australia and New Zealand through a holistic marketing approach, utilizing multiple outreach channels like voice, email, chat and social media.

Seeing the challenge on skills and tools in their in-house staff, the Client decided to outsource to expedite the project, but took a thorough screening process in choosing a lead generation company who can best provide their needs.

The Callbox Solution

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

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

The Goals

  • The Callbox team was to generate leads for the Client
  • Call and promote the Client’s products and services to generate interest, identify pain points or upcoming needs
  • To schedule meetings with potential clients – medium sized companies with 5M-50M revenue

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified target industries 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 target relevant contacts 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 IT Manager/Director, IT Administrator, Network Security 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 & Appointment Setting campaign generated 66 Sales Qualified Leads, 90 Marketing Qualified Leads, and 93 Social Media Connections.

ABM Amped Up Brand Awareness and Potential Leads for Cybersecurity Leader

The Client

The Client is a cybersecurity leader that helps build, scale and manage security across cloud, hybrid and traditional environments, providing a wide range of products and solutions such as Physical & Virtual Firewalls, Advanced Threat Protection, and Email Security.

The Challenge

The Client recently upscaled a suite of their product offerings and integrations to help businesses address issues such as:

  • being able to protect the company’s data from external threats and misuse
  • secure remote access encrypting all traffic across from the internet
  • allow to determine types of data that can leave the site
  • monitor and control user access
  • integrating a real-time application visualization dashboard and analysis tools
  • enables IT managers to visualize all application traffic and determine application bandwidth consumption based on real-time information
  • application control in firewalls can limit or control applications such as social media

The cybersecurity company looked for an outsourced lead generation partner who can provide them with a large database of contacts and a multi-channel track to reach and engage more potential customers. The targets included some key countries in the APAC region as the product upgrades were specifically designed for end-users in this market.

The Callbox Solution

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

  • Account-Based Multi-Channel Lead Management which included Voice, Email, Web, Chat, Webinar, and Social Media
  • Sales Enablement & Support through Team Training, Account 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 increase new business opportunities and create brand awareness for the Client through outreach activities.
  • Callbox was to create brand awareness pertaining to their messaging that aside from being a trusted firewall company, they are also a Cloud Security, Endpoint Security, and Email Security provider.
  • Run these goals through email marketing campaigns, and generate 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 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 CIO, IT Director, MIS Manager, IT 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 and Appointment Setting campaign generated a total of 118 Sales Qualified Leads, 371 Marketing Qualified Leads, and 300 Social Media Connections.

Having More Learnt Customers Means More Business for a NY-Based IT

The Client

The Client is a New-York based IT company that focuses on delivering Managed IT and Security solutions through an expert team of engineers, run by military personnel with military precision from a Network Operation Center.

Lines of Business
Managed IT, Security

The Challenge

The Client ensures that its customers are well informed about their products and services and how they can maximize every feature to fully benefit from each.

In this campaign, the Client rolled out a suite of informational materials about the customer onboarding process, how to improve performance, accountability, security, budget, cost, and business outcomes.

At the end of the campaign, and by working with the right marketing agency, the Client hopes to see their product and services’ inquiries scale as they gain more interest from potential customers.

The Callbox Solution

Based on the Client’s requirements, Callbox schemed 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 generate meetings for the Client.
  • Make confirmation calls a day or two prior to the appointment.
  • Engage prospects through introductory and follow-up emails, and as per customer request.
  • Increase the Client’s social network connections.

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 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, which consisted of detailed demographic and firmographic segmentations.
  2. The buyer personas designated as the campaign’s primary targets were IT Director/Manager, CFO, C-level, and other related relevant contacts.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The twelve-month lead generation campaign delivered 119 Sales Qualified Leads, 215 MQLs and 1,246 Social Media Connections.

IT Risk Firm’s Potential Clients Now Free from Possible Data Breach

The Client

The Client is an IT expert that provides risk management solutions to businesses to minimize uncertainty in an increasingly hostile information environment. As a trusted IT advisor, they help clients plan, implement and monitor successful cyber security programs that align with business objectives.

Lines of Business
Risk & Compliance, Information Security, Cloud Security

The Challenge

The Client offers a wide range of security services that help customers comply with regulatory requirements, test systems for vulnerabilities or improve overall security posture using a services matrix to tailor fit a solution for each customer’s needs.

For this campaign, the Client wanted to focus more on promoting Virtual CISO Offering, Offensive Security Testing Programs, and Risk & Compliance Assessments.

The Callbox Solution

Callbox customized 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 generate leads for the Client through a multi-touch scheme.
  • Set meetings with interested prospects for the Client’s specialists.
  • Increase the Client’s social network’s presence.
  • Generate webinar registrations.

Below is the two-step campaign process:

Account Research and Selection

  1. The Client detailed 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 were C-levels like CIO, CTO, etc.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The six-month ABM campaign generated 121 Sales Qualified Leads, 326 Marketing Qualified Leads, 13 Webinar Registrations, and 4,550 Social Media Connections.

Callbox ABM Onboarded New Potential Clients for Risk Intelligence IT Pioneer

The Client

The Client is a pioneer of advanced technology that provides risk intelligence for global enterprises, using artificial intelligence and machine learning modeling to crawl millions of domains to give its clients full visibility, insight, and understanding of the internet. It helps uncover hidden merchant risk and reveal new opportunities to help businesses grow.

Lines of Business:
Cyber Intelligence, Artificial Intelligence, Professional Services

The Challenge

In particular, The Client’s products help these industry stakeholders to maintain compliance with relevant regulations, mostly defined by the card schemes themselves (Visa, MC, Amex, Discover, etc), in order to protect the industry from infiltration and money laundering by bad actors.

To do this, the Client offers two core products: one is a cyber intelligence tool for detection and prevention of transaction laundering over online payment channels, and the other is an artificial intelligence platform and machine learning technologies to find illicit marketplace listings by analyzing text, images and metadata.

In this campaign, the Client wanted to promote their cyber intelligence solution.

The Callbox Solution

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

  • 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 promote the Client’s cyber intelligence solution to target decision makers.
  • Set web meetings with interested prospects for the Client’s consultants.
  • Build social media connections.

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. Buyer personas were identified as the campaign’s primary targets were  Risk and Compliance Functions.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The 6-month ABM campaign delivered 91 Sales Qualified Leads, 134 MQLs, and 5,624 Social Media Connections.

Pioneer IT in NZ Raised Market Awareness thru Callbox Lead Gen

The Client

The Client is among the oldest IT companies in New Zealand which was established more than three decades ago, and remains one of the top providers of tailored IT solutions such as Managed IT, Security Services, Managed Security, and ICT.

The Challenge

The Client recently tied a new partnership with a leading global security intelligence company which recognised their strength and capability as an IT solutions provider in New Zealand, and indicated growth for their already outstanding service.

The recent event marked the Client’s decision to widen their market scope, however it required a realignment in some areas of the business, specifically in sales and marketing.

The goal also laid out the idea to outsource a marketing campaign from a company that can provide a sufficient number of contacts to target, and has rich experience and proven strategies in prospecting. Among a long list of potential lead generation companies, the Client preferred Callbox’s multi-channel marketing approach.

The Callbox Solution

Callbox customized an Account-based Marketing Lead Generation campaign for the IT pioneer which consisted of the following:

  • 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 promote the Client’s product/service by sending case studies and brochures to prospects.
  • To generate leads, or prospects who agreed to receive regular updates from the Client.
  • To keep the database clean and updated with a sufficient number of contacts to target every month.

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. Buyer personas were identified as the campaign’s primary targets were IT Manager, IT Director, CIO, CTO.
  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 produced 44 Marketing Qualified Leads and 61 Social Media Connections.

Global ICT Leader Expands Broadband Space in the UK with Callbox ABM

The Client

The Client is a global leader in communications technology and services for over 25 years, bringing leading-edge solutions to telcos, municipalities, utility co-ops, open access providers and WISPs to reduce operating costs and future-proof technology.

Lines of Business
Customer Service Management, Field Service Management, Unified Device Management, Telecom Analytics

The Challenge

Customers have high demand for the Client’s traditional and new product lines which is why they steadily expand to address these demands in the telecom, muni/utility and electric co-op space, especially in the light of Covid-19, and focuses its efforts to greatly reduce the time to bring on new networks or services.

The vast business expansion made the ICT leader complete its best year ever. And, although success has put them in the strongest financial position, it has not kept them from looking for more strategic alliances and acquisitions that will fuel their progress for the next decade.

The Callbox Solution

Working with a lead generation company was one of the Client’s top strategies in mind which they were certain that would help them achieve their goals for the next ten years, and Callbox has provided everything they needed to kick start the process.

Callbox designed a Webinar, and 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 Service Management Platform, Billing System, and Device Management solutions
  • Generate leads that are interested in looking into their solutions
  • Run 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. Buyer personas were identified as the campaign’s primary targets were, Directors to C-Level, General Managers, and DMs with Fiber or Broadband on their titles.
  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 & Appointment Setting campaign yielded 52 Sales Qualified Leads, 363 MQLs, 1977 Social Media Connections and 88 Webinar Registrations

A “Big 4” Accounting Firm Wins New Leads with Full Suite ABM Campaign

The Client

The Client is an independent 35 year old multinational accounting firm in Singapore, and is one of the “Big 4” financial firms in the city-state. It was ranked number one by DFK Asia Pacific and International Accounting Bulletin for two consecutive years.

The Challenge

The recent years have shown indistinct progress in the business, and customer acquisition downscaled by 20%. The Client tried to enhance in-house strategies by adding more staff, hoping to engage more target prospects and generate new potential customers, but such a move did not draw good results. They decided to outsource a lead generation campaign.

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

The Goal

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, which consisted of detailed demographic and firmographic segmentations.
  2. The buyer personas designated as the campaign’s primary targets were Finance Managers/Directors, Account 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 6 – month ABM Lead Generation and Appointment Setting campaign produced a total of 85 Sales Qualified Leads, 20 MQLs and 287 Social Media Connections.