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Expense Management Firm Builds A New Market Segment with Callbox ABM

The Client

The Client provides an AI-powered expense management platform that analyzes spend data to automatically identify financial waste and misuse across the organization.

The Challenge

The Client has a broad market coverage, but was looking to grow specific segments and industries to reliably expand their reach around the globe. However, they lacked the tools that would carry out the best results for their goals, and getting mere lead generation service would not complete the scheme that they had in mind. So, among the list of marketing proposals that they were looking into, the Client chose the one with a holistic prospecting design from database building to lead management solutions.

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 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 Goals

  • The Callbox team was to identify new contact areas and to bring in new opportunities out of the activities that will be done across different channels.
  • To call and promote the Client’s expense management tool with relevant contacts to generate interest, identify gaps, or upcoming requirements.
  • To schedule a face to face or ZOOM meeting with the Sales representatives and interested prospects.

Below is the two-step campaign process:

Account Research and Selection

  1. The Client specified the campaign target industries and decision makers
  2. Callbox filtered 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
  2. The profiles consisted of detailed demographic and firmographic segmentations
  3. Callbox qualified prospects that had a need for expense management solutions

Results

Overall, the Account-Based Marketing Lead Generation and Appointment Setting campaign delivered 45 Sales Qualified Leads, 252 Marketing Qualified Leads, and 208 Social Media Connections.

In-house Tools, Done and Out. SoftDev Quickly Firms Up with Callbox

The Client

The Client is a software company that provides end-to-end software development services Web, Mobile, Analytics, Machine Learning, Blockchain, and RPA solutions, and has significant experience in Logistics, Supply Chain, Fintech, Edutech & E-Commerce.

The Challenge

The Client is a startup company that aims to provide a much progressive range of quality skills and services to fully facilitate end to end solutions for their customers’ different IT needs. 

Initially, they planned out a marketing scheme that would utilize their in-house system, but eventually decided on outsourcing after seeing how fast and intense the market competition has become and how limited their resources are.

Although decisions to outsource were set in stone, the whole scheme was not completed until they had picked the best lead generation partner who can fully address their needs.

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

The Goals

  • The Callbox team was to generate leads for the Client.
  • Set meetings with interested prospects who agreed to speak with the Client’s specialist via phone or office meeting for a product demo.
  • Keep the database clean and updated throughout the campaign period.

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: CEO, Managing Director, CIO, CTO, IT Director/Managers.
  3. The master contact list was segmented based on these targets, and was further grouped according to industry type.

Results

Overall, the ABM Lead Generation and Appointment Setting campaign produced a total of 97 Sales Qualified Leads, 144 MQLs, 122 Social Media Connections, and a 6.62% Email Open Rate.

Know Why Account-based Marketing is a Must-have for Logistics Companies

The Client

The Client is a freight shipping company that provides the best transportation solutions from capacity procurement to route planning, which includes Truckload Van, Heavy/Specialized, Less-Than-Truckload, Expedited, International Air/Ocean, Cross-border, and Customer Brokerage services.

The Challenge

The Client is committed to providing customers with quality service, looking closely to develop the best logistics plan for every customer’s supply chain needs.

In addition to its commitment to quality service, the Client also promotes safety initiatives and overall safe, secure, and compliant deliveries to its customers.

Despite its strong commitment to safety and quality, the Client met challenges that tested its resilience in coping with rapid technology innovations and enhancing customer experience.

As supply chains have become longer and more complex, and customer expectations have changed, both in delivery times and service quality, customers expect their logistics partners to be fully committed to solve problems and help them achieve growth. 

This means that logistics companies must have the right people with the right skills, and focus on standardizing customer experience across all geographies, channels and touchpoints; and the Client sees outsourcing as the most feasible way to achieve this. 

The Callbox Solution

Callbox and the Client worked out a customized Account-based Marketing Lead Generation & Appointment Setting scheme 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 profile and update each contact information with each call, and ask prospects probing questions to uncover not just perceived, but actual business needs. 
  • Send personalized emails to prospects and track every action taken by them like clicking a link on a website or submitting a form.
  • Book meetings with interested prospects for the Clients reps.

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified target industries, locations, 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: CTO, CIO, IT Manager, IT Decision Makers
  3. The master contact list was segmented based on these decision maker profiles, and was further grouped according to industry type

Results

The Account-based Marketing Lead Generation & Appointment Setting campaign generated 86 Sales Qualified Leads, 38 Marketing Qualified Leads, and 597 Social Media Connections.

Multi-Channel ABM: A Major Factor In SaaS Firm’s Winning Market Goals

The Client

The Client is a global Customer Engagement SaaS Platform company, providing Email Automation, Social Media Marketing, Social Ads, Text Message Marketing, Audience Builder, and Customer Journey Automation.

The Challenge

The Client was looking for a lead generation agency that supports a multi-channel approach and has a good data list for US and Canada. They searched online, shortlisted the most popular names in B2B lead generation, and chose Callbox due to the latter’s holistic approach, price, and wide range of services.

The Callbox Solution

Callbox designed an Account-based Marketing Lead Generation & Appointment Setting campaign based on the Client’s requirements, a robust list of target accounts in Canada and the US and a multi-channel marketing strategy, 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 Continuous Product Knowledge

The Goals

  • The Callbox team was to promote the Client’s customer engagement platform to target accounts in the US and Canada.
  • Reach out to target prospects via multiple channels to uncover their pain points.
  • To set phone or web meetings with interested target customers for the Client’s representative.

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: 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, Small Business Owners, Business Owner, 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 Account-based Marketing Lead Generation & Appointment Setting campaign delivered 54 Sales Qualified Leads, 551 Marketing Qualified Leads, 899 Profiles Completed, and 756 Social Media Connections.

Callbox Bared Customer Challenges for Supply Chain Leader to Address

The Client

The Client is a global leader in supply chain analytics and operational solutions which has built a winning supply chain platform of solutions and technology for high growth companies globally.

Lines of Business
Supply Chain Operations, Consulting, and Digitization

The Challenge

The Client collaborates with mid-market, emerging growth companies to help improve supply chain processes by delving into their needs and challenges to provide the right solutions for long-term success.

Companies often look for short-lived solutions, such as negotiating lower freight rates or implementing Lean methods that are transformation-focused, only to find that these solutions are mediocre and yield less-than-optimal supply chain performance. The Client aims to uncover the root of the problem so that all the areas of the supply chain are optimized for long-term success.

Achieving these goals require time, and strategies that only smart marketing tools can carry out, which the Client did not have in-house, but successfully worked out with Callbox.

The Callbox Solution

The supply chain solutions leader and the Callbox team worked together and came up with 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 campaign focused on the logistics services of the Client, and to utilize multiple channels to reach a large number of potential customers.
  • To uncover needs and opportunities from prospects through discovery calls. 
  • Set meetings with interested prospects for the Client’s sales representatives.

Below is the two-step campaign process:

Account Research and Selection

  1. Callbox helped analyze and refine the Client’s ideal customer profile (ICP) that served as the basis for identifying which companies to include as target accounts.
  2. The Client indicated specific industries, annual revenues, employee size, technologies in use, and other business characteristics that their best-fit accounts had.
  3. Callbox then compiled a list of potential accounts to target, which was reviewed and approved by the Client.

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of prospects they want the outbound campaign to engage. The profiles consisted of detailed demographic and firmographic descriptions.
  2. Buyer personas designated as the campaign’s primary targets: COO, Dir/VP of Supply Chain, Procurement, Logistics, Transportation, Distribution,  CIO, VP, Directors, Supplier Diversity, Directors, Project Managers, Procurement Director, and Manger, CFO
  3. The master contact list was segmented based on these two personas and further grouped according to industry, business size, and technologies in use.

Results

The campaign has just capped its third quarter, and has so far delivered desirable summary results of 146 Sales Qualified Leads, 514 Marketing Qualified Leads, and 543 Social Media Connections.

The Client was pleased at how the Callbox kept their targets on track and for generating high quality leads. Another annual contract is underway.

Callbox Capped Business Goals for Industry’s Most Powerful ERP

The Client

The Client is a 50-year old business software leader, providing productivity solutions for 27,000 customers in the manufacturing and distribution industries in 150 countries.

The Challenge

The Client is a result of the mergers of several software companies, targeting midsize companies and divisions of corporations with ERP software for manufacturing and distribution companies as its focus. Included in its strategic direction were to reduce the costs of software implementation and operation, and improve user experience to become more intuitive and productive.

To carry out these goals, the Client planned on collaborating with third-party providers such as lead generation agencies, and other service entities to help them deliver their value proposition to a broader range of end users.

The Callbox Solution

Based on the Client’s needs, Callbox designed an Account-Based Marketing Lead Generation and Appointment Setting campaign which consisted of:

  • Account-Based Multi-Channel Lead Management that included Voice, Email, Webinar, Chat, Web, 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 Campaign Goals

  • The Callbox team was to generate high-value ERP and FMS leads
  • Qualify the accounts based on BANT criteria
    • Budget: test budget of at least USD100,000; or, no budget yet but currently evaluating
    • Authority: evaluator, influencer, recommender, approving-authority
    • Need: requirements covered by ERP modules (or financial management)
    • Timeline: currently ongoing
  • Set appointments with interested and qualified prospects for the Client’s sales representatives.

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 were identified as the campaign’s primary targets: IT Manager/Director, Chief Financial Officer, Finance Manager.
  3. The master contact list was segmented based on these personas and was further grouped according to industry type.

Results

Overall, the Account-Based Marketing Lead Generation and Appointment Setting campaign so far produced a total of 70 Sales Qualified Leads, 164 Marketing Qualified Leads and 516 Follow-ups.

Account-based Marketing is A1 Campaign for Asia’s AI Firm

The Client

The Client is a leading big data and AI company in Asia, which is a part of a Series-C AI-driven technology company headquartered in Singapore with 13 offices across 11 markets, leveraging innovative technologies and partnerships to build an ecosystem to help consumers, enterprises and merchants in the region. They provide digital transformation, fraud prevention, and process automation solutions for banking, financial services, fintech, payment, retail and e-commerce sectors.

Lines of Business:
Big Data, Artificial Intelligence (AI)

The Challenge

The Client’s marketing director was a former Callbox client who ran a very successful campaign, and carried the good experience over to his current company for the following reasons: 

  • Callbox’s proven record of lead generation performance.
  • Enhanced marketing touchpoints including LinkedIn Inmail, eDM blasting and Webinar services, which is beyond what a regular telemarketing vendor provides.
  • Packages and pricing are competitive.

The Callbox Solution

The Client approved Callbox’s 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, Regular Reporting and Product Knowledge

The Goals

  • The Callbox team was to generate leads and set sales qualified appointments for the Client’s consultants.
  • Invite prospects to the webinar event.
  • Call to follow-up the Client’s in-house digital marketing generated leads.

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 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 BD Managers, BD Directors, IT Managers, and IT Directors.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

Overall, the ABM Lead Generation & Appointment Setting campaign generated 275 Sales Qualified Leads, 160 Marketing Qualified Leads, 5,682 Follow-ups, 2,216 Verified Interest, and 19 Webinar Registrations.

Client Feedback

“Callbox is always flexible to change their processes to align the client’s process. The team is always happy and optimistic. The most important thing is Callbox team has the mindset to drive the result.”

Robotics & Automation Lead Corners A Hundred and More Leads

The Client

The Client is a software firm that is home to an easy-to-use AI bot creation, deployment, and management platform which serves as an AI bot factory that lets users leverage the power of artificial intelligence easily.

Lines of Business
Artificial Intelligence, Robotics

The Challenge

The Client wanted to engage a marketing firm to add a stream of fresh and engaging content to position itself as a thought leader in the eDiscovery and Artificial Intelligence (AI) space. The aim was to increase enterprise-level leads, awareness of the brand  and its products, and position itself as a recognized leader in the industry through organic SEO and various other forms of marketing and online advertising.

The Callbox Solution

Based on the Client’s needs, Callbox designed an Account-Based Marketing Lead Generation and Appointment Setting campaign which consisted of:

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

The Goals

  • The Callbox team was to generate introductory phone meetings with interested prospects for a discussion with the Client’s consultants.
  • To keep the contact list updated.
  • Establish more connections to expand the Client’s social media presence.

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. Identified as the campaign’s primary targets were IT Manager, Director of IT, CIO, Controller, VP of IT, Network Enterprise Systems Lead, C-suite, and CFO.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

Overall, the fifteen-month Account-Based Marketing Lead Generation and Appointment Setting campaign delivered 182 Sales Qualified Leads, 558 Marketing Qualified Leads, , 3,452 For Callback, and 1,351 Social Media Connections.

R&D Firm’s Smart Move with Callbox Account-Based Marketing Campaign

The Client

The Client is Asia’s largest independent and collaborative ecosystem for investment research, offering a fully digital and cloud-based platform that enables large communities of analysts and other professionals to create digitally native, interactive research content, share ideas, collaborate on research projects, and discuss opinions in real-time.

The Challenge

For years, the Client relied on its in-house marketing team to generate leads through outbound calling and email until it all became quite ineffective, and caused a decline in their customer base. Intensified market competition and drastic technology advancements were seen as factors that made their approach appear quite obsolete.

In order to keep up with the changing research investment landscape, the Client decided to take a more proactive marketing strategy by adopting new marketing technologies and integrating with their current strategies which they can quickly take through outsourcing.

The Callbox Solution

Based on the Client’s requirements, 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, 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 introduce the Client’s platform to qualified prospects
  • Set onsite (office) or online (phone or zoom) meetings with interested prospects for a demo presentation with the Client’s consultants.

Account Research and Selection

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

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they want the outbound campaign to engage. The profiles consisted of detailed demographic and firmographic segmentations.
  2. The campaign’s primary targets were Equities Analyst, Portfolio Manager, COO, CIO, Financial Advisor and the Person-in-charge of research.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type with unique accounts and unique contacts.

Results

Overall, the six-month lead generation and appointment setting campaign produced a total of 50 Sales Qualified Leads, 551 MQLs and 326 Social Media Connections

Multi-Touch, Multi-Channel ABM Brought New Business for Medical Imaging Firm

The Client

The Client provides world-class Post-processing Analysis and Reporting services for the healthcare industry, and Secure CT and MR Image & Analysis and Reporting for research communities through innovative software-free cloud-based post-processing solutions.

The Challenge

The Client previously relied on SEO, email campaigns, networking and referrals to generate leads, but none among these methods had brought a good number of qualified leads to the business, and most of which were not fit for their service.

Confident that with the right marketing staff and strategies in place, they surely could generate better quality leads for their business development team. So, from a list of third-party lead generation providers which they filtered through online search, they preferred to work with Callbox.

Callbox and the Client collaborated in planning out a campaign scheme that would refine their process which would carry out a broad range of campaign activities such as building a database of contacts, and creating content and strategizing for voice, email and social media outreach channels.

The Callbox Solution

Based on the Client’s needs and preferences, 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, Regular Reporting and Product Knowledge

The Goals

  • The Callbox team was to generate leads and set meetings with qualified prospects for the Client’s business development team.
  • Reach out to prospects through email, web and social media to build brand awareness.

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 were identified as the campaign’s primary targets were Director of Radiology, Director of Imaging, Chief of Radiology, Chief of Imaging, Head of Radiology, Head of Imaging, Radiology Administrator, Imaging Administrator, Radiology Manager, Imaging Manager
  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 199 Sales Qualified Leads, 335 Marketing Qualified Leads, and 15 RSVPs.

Client Feedback

“They communicate very well in our weekly call and are able to articulate challenges well. We’re happy with them and have no complaints. “We’ve definitely gained business tied to work that Callbox does.”

Project Returns for IT Innovator Is A Sure Win with Callbox ABM Campaign

The Client

The Client is known as Innovation Partner with business operations in more than 50 countries and regions, providing premier professional services from consulting, system development to business IT outsourcing.

The Challenge

The Client has just recently closed a partnership deal with SAP, one of the world’s leading providers of travel, expense and invoice management solutions, to expand their offerings and services in the Asia Pacific region. The partnership called for them to support customers, especially those who are considering or are using other SAP Cloud applications, through the complete adoption cycle from accessing the solution fit and benefits through implementation. The Client’s goal was to turn in results from the project within its campaign duration.

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

The Goals

  • The Callbox team was to generate leads and set appointments for the Client with qualified prospects who have the need for SAP Cloud applications (SAP Concur, SAP S/4 HANA)
  • Keep the database clean and accurate
  • Build more social media connections to create massive awareness about the campaign

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 CFO, Finance Director, Finance Manager, Financial Controller, HR Director, HR Manager, CIO, IT Director and IT Manager
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The ABM Lead Generation and Appointment Setting campaign delivered 76 Sales Qualified Leads, 290 Marketing Qualified Leads, and 280 Social Media Connections.

With the high converting leads that the Callbox team delivered, the Client was certain that the campaign would turn in positive results.

Callbox ABM Concluded Top ICT’s Quest for Success

The Client

Established in 2001, the Client is a regional telco and ICT services company with operations in Singapore (HQ), Malaysia and the Philippines, and a trusted partner of Fortune 500 companies and top The Client is a boutique Internet solutions provider, and the first to commercialize numerous connectivity technologies in Singapore (HQ). It also operates in Malaysia and the Philippines, providing a wide range of services such as Connectivity, Cybersecurity, Secure SD WAN, Data Center Services, Productivity & Remote Work Solutions, and SME Solutions, helping many businesses build and transform their network and security infrastructure, securely move to the cloud, and achieve their digital agenda.

Lines of Business
Global Connectivity, Managed Network, and Managed Security Solutions

The Challenge

The Client was looking for a telemarketing partner for a couple of reasons: to assist them in promoting their recently launched SECURE SD-WAN: Converged Network + Security Solution services, and to cater customers’ needs in a more personalized manner via voice, email, and chat channels.

Unsure of who to work with on the project, the ICT leader shortlisted lead generation agencies from online which they believed were the top and with most client reviews, and considered some referrals from channel partners at the same time. 

After several proposal reviews with a number of providers, they decided to work with Callbox because of the latter’s cohesive and comprehensive approach, and the wide range of services it provides, that are very much aligned with their focus which is business results over process and activities.

The Callbox Solution

Based on the Client’s requirements, 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, 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 help the Client in generating potential leads.
  • To call and promote their newly launched services to the target audience.
  • To schedule face-to-face, online or phone meetings with prospects from other target regions for the Client’s representatives

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 SVP/EVP/VP/Director/ Manager – IT, Network, Security, Procurement Heads, CTO, CIO, CSO/CISO, CFO.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The 6-month Account-Based Marketing Lead Generation and Appointment Setting campaign generated a total of 84 Sales Qualified Leads, 126 Opt-In Marketing Qualified Leads, 246 Follow-ups, and 132 Opt-in Requests for Information.

Client Feedback

Callbox feels like an extension of our own team. They’ve shown great passion to learn about our business, customers, and processes. They align with us accordingly while applying their own expertise.