Tag Archive for: case-study-appointment-setting

Vet Digital Marketing Firm Snapback with Callbox ABM Lead Generation Program

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The Client

The Client is a top-rated and most-awarded digital marketing firm in the United States who has been providing digital marketing solutions like SEO solutions and Content Marketing, Social Media Optimization and Analytics to a diverse range of industries in the US for over two decades.

The Challenge

The Client’s world-class and award-winning service has put more than 4000 brands in front of billions of people on social media and the web, and have helped deliver these happy clients’ messages to their target customers.

However, the phenomenal traffic inflows and impressive search engine rankings that they have been enjoying for years were disrupted by tough market competition which gave customers a vast option of providers to choose from, making every digital marketing company in the industry all look similar with one another. This has impacted the Client’s customer acquisition tactics.

The Callbox Solution

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

The goal was for the Callbox team to generate leads and set appointments for the digital marketing leader’s consultants with qualified prospects who have the need for SEO solutions, Online Reputation Management, Website Development and creative and press article writing services. The campaign involved two key steps:

Account Research and Selection

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

Account and Prospect Profiling

  1. The Client provided target decision makers for the Callbox team to reach out which consisted of detailed demographic and firmographic segmentations.
  2. The buyer personas designated as the campaign’s primary targets were Marketing Managers/Directors and executives, Branding Managers/Directors and executives, Social Media Strategists, Digital Marketing Managers/Directors, and executives, C-suite
  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 and Appointment Setting campaign produced a total of 96 appointments, 37 marketing qualified leads, and 387 social media connections.

Precision Engineering Company Executes Reprise Rebranding with Callbox

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The Client

The client is the Singapore arm of an industrial equipment supplier based in Germany, specializing in motion and fluid control technologies used in advanced production lines worldwide. The company’s product portfolio includes actuators, air preparation, fittings, tubing, pressure switches, vacuum, and valves.

The Challenge

The Client has a long and illustrious company history that includes the invention of the first inline lubricator in 1927 and a series of breakthrough innovations in several pneumatic fluid and motion control technologies. Its products and expertise are presently used in numerous manufacturing facilities worldwide for improving equipment productivity and efficiency.

In 2015, as part of its efforts to transform itself into a truly world-class engineering company, the Client consolidated several of its divisions under a single brand and recently carried out a major overhaul of its webstore to realign with its new branding initiatives. Aside from its extensive global network of distributors, the Client is able to offer its solutions to its target customers through online catalogs.

While these moves are expected to create favorable long-term opportunities, the new brand rollout and webstore revamp bring some key short- to medium term challenges that the Client needs to address right away. In terms of near-term marketing activities, the challenge is two-fold:

  1. Informing its existing customers of the rebranding and the site renovation in a way that drives both interest and awareness
  2. Identifying specific needs and inquiries from their customers and prospects, which can then be turned into actionable insights

Given both the Client’s current strategic situation and its immediate marketing goals, it was determined that Callbox’s precision-oriented lead generation solutions would be an effective approach at enhancing the Client’s rebranding and customer outreach efforts.

The Callbox Solution

Callbox designed 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 the Client’s target contacts through live phone conversations in order to touch base and introduce the rebranded solutions.
  • To distribute the company’s Express catalogs to qualified contacts in Australia, Malaysia, and Singapore, and the pneumatic catalogs to qualified contacts in New Zealand.
  • Agents to set up follow-up phone appointments with hot leads and inquiries.

Account Research and Selection

  1. The Client specified their target industries 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 Lead Generation and Appointment Setting campaign delivered 69 Sales Qualified Leads, 347 Marketing Qualified Leads, and 918 Profiled Contacts.

Top Mobile and Web Firm Triple Win with Callbox ABM Lead Generation Campaign

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The Client

The Client is a nine-year-old IT company that provides web application, UX development, mobile application and E-commerce solution services. Five years after their inception, they have gained the trust of most CEOs in India, and was recognized as one of the top ten trusted app development firms in the country.

The Challenge

The Client has an in-house team of creative designers and developers whose expertise have brought them hundreds of successful campaigns for years. But, expansion plans in APAC and tough market competition made them decide to look for marketing tactics that would help keep them on track while exploring new markets.

However, the Client thought doing it by themselves may not fully carry out their goals, so they opted to outsource with a lead solutions expert to ensure that all their efforts bring off positive results.

The Callbox Solution

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

The goal was for the Callbox team to generate leads and set appointments for the mobile and web development leader’s consultants with qualified prospects who have the need for web application, UX development, mobile application, and E-commerce solution services. The campaign involved two key steps:

Account Research and Selection

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

Account and Prospect Profiling

  1. The Client provided target decision makers for the Callbox team to reach out which consisted of detailed demographic and firmographic segmentations.
  2. The buyer personas designated as the campaign’s primary targets were General Manager, Sales Manager, Owner, Marketing Manager, Business Development Manager, Branding and Advertising Executive, Managing Director.
  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 and Appointment Setting campaign produced a total of 198 appointments, 59 MQLs and 587 social media connections.

Waste Management Company Collects New Clients with Callbox Lead Generation

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The Client

The Client is one of the top providers of solid waste collection, transfer, recycling, and disposal services across the US and Canada. Banking on their R360 environmental solutions, they efficiently provide non-hazardous exploration and production, waste treatment, recovery and disposal services in the country

The Challenge

Poorly trained managed employees, employee retention and language and cultural issues are among the common challenges that waste management companies frequently encounter. But, for a company that has been in the business for over three decades, these are paper files for shredding for the waste management leader. The challenge which caused them to deal with differently was the game-changer in their competitor’s client acquisition strategies, calling out to target customers via outbound activities. This made the Client decide to take outbound initiatives, however, ensured that the job was handled by an expert.

The Callbox Solution

Callbox designed a Lead Generation and Appointment Setting campaign which the Client approved and signed up for two terms.

The goal was for the Callbox team to set appointments between the Client and their prospects who have a need for waste management services.

Account Research and Selection

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

Account and Prospect Profiling

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

Results

Overall, the Appointment Setting campaign delivered 96 appointments, 45 requests for more information, 16 callback, 32 potential leads, and 365 social media connections.

Callbox Circuits Medical Devices Company with Leads & Appointments

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The Client

The Client is a leading medical provider of safe and effective devices for anesthesia, ICU, Long Term Acute Care and Emergency areas of hospitals and Same Day Surgery Centers, and products for patients in home care.

The Challenge

Research shows that the medical devices industry’s anticipated growth in the next five years is approximated at $200 billion. 

However, increasing market share in medical devices is a recurring problem that marketing experts face. With the rising of rivals in the market, many find their share depleting, which the Client itself has been struggling with for over a couple of years now.

The Client’s high performing medical devices are mainly used in ICU and LTAC. One of their core products is an anesthesia filter which allows for the multiple patient use of the anesthesia breathing circuit, which they wanted to widely market to surgery centers across the US. But, looking at the scope of work that the project requires, the Client held off on all action plans until they found the right marketing strategy to use. 

The Client believes that having the right strategies in place would put them in the forefront of the medical devices industry, and help them regain market share.

The Callbox Solution

Among a number of proposals from lead generation agencies that the Client shortlisted, they found Callbox’s holistic marketing approach and powerhouse data stack as the most fitting solution to their problem. 

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

  • Account-Based Multi-Channel Lead Management via Voice, Email, Webinar, Chat, Web, and Social Media
  • Sales Enablement & Support with 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 set meetings between potential prospects and the Client’s product specialists.
  • To share product brochures to prospects via email marketing.
  • To keep the database profiled and updated.

Below is the two-step campaign process:

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 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 which consisted of detailed demographic and firmographic segmentations.
  2. The campaign’s primary targets were Chief Administrator, Director or Manager, Anesthesiologist.  
  3. The master contact list was segmented based on these personas.

Results

Overall, the ABM Lead Generation and Appointment Setting campaign produced a total of 196 Sales Qualified Leads, 6 Marketing Qualified Leads, 82 Requests for More Information, 480 Follow-ups and 233 For Callback.

Callbox Plants New Leads for One of North America’s Largest Greenhouse

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The Client

The Client started as a family agricultural business which later grew to be the nation’s leading purveyor of plants, producing annual and perennial seedlings and liners for greenhouses across North America.

The Challenge

The Client is composed of an extraordinary team, committed to career growth, continuous learning and valuing each individual. This set of virtues has kept the business thriving for fifty years, and become one of the biggest greenhouses in North America. However, the quest for growth continued which brought the Client to decide to explore more customer acquisition opportunities, looking into new tactics in and outside their turf.

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

The Goals

  • The Callbox team was to set appointments for the Client’s enterprise’s sales representatives and potential prospects
  • Nurture accounts that were previously set as follow up by the Client
  • Keep the list accurate and updated

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: Farm Owners/Licensed Hemp Farmers
  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 delivered 261 Sales Qualified Leads, 83 Marketing Qualified Leads, 184 Social Media Connections, 27 Requested for More Information, 87 For Callback, 103 Potential Leads.

Global Leader in Digital Transformation Improves Leads Quality and Closes Deals in Under 6 Months

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The Client

The Client is a US-based global provider of integrated information technology and knowledge processing services. The Client specializes in digital transformation, helping enterprises worldwide evolve their core by leveraging automation, scaled agile and platforms, application development and management, and infrastructure solutions.

The Challenge

The Client, as one of the global leaders in digital transformation, has 24 bases worldwide, and therefore required a competitive lead generation and appointment setting arm.

The Client already has an existing in-house lead generation and appointment setting team that it has been using for years. However, due to a lack of expertise in the latest innovations in B2B lead generation and appointment setting, its DIY efforts have not kept up with the standards of other digital transformation platforms.

Recognizing its problems in its in-house appointment setting service, the Client decided to outsource its lead generation and appointment setting to a third-party vendor. Still, the results from the Client’s outsourced vendor were underwhelming and lacked in quality. Leads and appointments were coming in but they’re not pushing through to actual sales.

The Client then sought Callbox’s expertise, following the referral of an industry partner.

The Callbox Solution

The Client partnered with Callbox to fix its issues with lead quality. With Callbox’s help, the Client adjusted their lead qualification criteria. Callbox also provided them with a segmented list of the Client’s target market, with leads grouped into tiers of different types of decision-makers.

Callbox spearheaded a campaign with the Client, where multiple decision-makers within a company were targeted, creating various entry points into one organization. With Callbox’s multi-channel prospecting efforts, the Client has been able to convert leads and appointments into SQLs and Opportunities at a much faster and bigger rate compared to previous efforts.

Results

The Client’s campaign for improved lead quality started to pick up in the second month of the campaign. The Client was also able to secure new clients by the fourth month of the campaign. The quantity of generated leads and appointments was on par with the Client’s first outsourced vendor, but with Callbox’s intervention, the Client was able to secure new clients and better leads.

Because of the results that Callbox delivered, the Client has renewed its contract with Callbox for another campaign.

Callbox Turned In 1000+ RSVPS and 100s of Appointments for PR and Event Management Expert

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The Client

The Client is an experiential marketing and lifestyle PR expert who has been providing thoughtful and custom communications for more than twenty years for its clients in various markets and remains as one of the most in-demand until today.

The Challenge

As a seasoned events and PR expert, the Client strives to always be at the forefront of innovative solutions, and open to adopting new ideas and investing in new tools and strategies in order to provide valuable service to their customers, but quite apprehensive in one thing – outsourcing leads. Their stand, however, swayed when things got lean and they were left with only one option – to outsource.

One global IT firm signed up for a large scale event management campaign with the Client to run in the different states in the country, simultaneously. They wanted to target a thousand attendees within a three-month invite period only. The Client knew they needed additional staff to roll out all the needed outreach activities for the campaign. But, instead of hiring more people, the Client decided to outsource with a trusted provider who possesses both tools and skills that can help them reach and engage target attendees for the event.

The Callbox Solution

Callbox customized an Event Marketing and Appointment Setting campaign for the Client. The outreach utilized voice, email, web and social media. The goal was for the Callbox team to invite target participants from Singapore, Hong Kong and Australia to register to the event in their country, and offer a meeting with the Client’s consultants

Account Research and Selection

  1. The Client’s customer targeted all industry types but specified company size and decision makers.
  2. Callbox improved the Client’s ideal customer profile (ICP) which served as a basis for identifying which contacts qualify best as target participants.
  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 prospects they want the outbound campaign to engage. The profiles consisted of detailed demographic and firmographic segmentations.
  2. Personas designated as the campaign’s primary targets: C-suite, Sales & Director/Manager, BDM, Social Media Strategist, IT Director/Manager
  3. The master contact list was segmented based on these targets and further grouped according to industry and business size.

Results

The three-month event marketing and appointment setting campaign gathered more than a thousand attendees and hundreds of appointments. The leads delivered were best-qualified targets which turned in 57% conversion

Callbox: Key to A-list Management Consulting Expert Business Disrupt Turnaround

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The Client

The Client is an A-list management consulting leader who has been working with mid-market and distribution clients for over two decades, providing expert consulting solutions on profitable growth strategy, operational improvement, restructuring and turnaround, and mergers and acquisitions.

The Challenge

Two of the most impacting challenges are increased competition and rapid change in the buying landscape. Quite worried about the rising competition with new and larger firms and the way buyers go about buying services, the Client took practical steps to address the issues by outsourcing lead generation solutions with Callbox.

The Callbox Solution

Callbox designed an Account-Based Marketing Lead Generation and Appointment Setting campaign which the Client approved and signed up for two terms.

The goal was for the Callbox team to set appointments for the Client’s consultants with target prospects who have the need for profitable growth strategy, operational improvement, restructuring and turnaround, and mergers and acquisitions services.

Results

Overall, the ABM Lead Generation and Appointment Setting campaign delivered 77 appointments, 15 leads completed, 36 requests for more information, and 526 social media connections.

Callbox Printed Out Two Successful Lead Generation & Appointment Setting Campaigns for Digital Printing & Business Solutions Leader

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The Client

The Client started as a digital printing firm for the embellished products industry like screen, embroidery, and promotional who later evolved into one of the most trusted business software solutions providers in the region. Their products range from business management software, online proofing, digital printing, self-service order management, and e-Commerce solutions.

The Challenge

Prior to becoming a full business solutions provider, the Client was a digital printing expert who was eager to explore every opportunity they can find that can help them grow, and one of those was working with Callbox which helped increase their customer base.

However, as product and service demand rapidly expanded, communication, information, and reports were hard to catch up which eventually affected scheduling, shipping, and other key business functionalities. Because of this, the Client thought to create custom business management software solutions to not only address their needs but also to help other digital and screen printers and embroidery and apparel companies.

The Callbox Solution

Callbox ran two separate campaigns for the Client. The first was to offer digital screen, embroidery, and promotional printing services. After the first campaign, the Client signed up for another campaign to offer its business software solutions. Callbox closely worked with the Client and tailored two lead generation and appointment setting campaigns which each composed of three work phases:

Account Research and Selection

  1. The Client specified target industries, company size, and decision makers.
  2. Callbox further improved the Client’s ideal customer profile (ICP) which served as a basis for identifying which contacts best qualify.
  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 they wanted the outbound campaign to engage which consisted of detailed demographic and firmographic segmentations.
  2. Most qualified companies were those with a need for business management software, online proofing, digital printing, self-service order management, and e-Commerce solutions.
  3. Profiled records were submitted to the Client for approval.

Multi-touch, Multi-channel Outreach

  1. Prospective buyers were reached out via phone, email and social media
  2. All qualified prospects were nurtured to maximize engagement and responses.
  3. Each nurture path set for every qualified prospect was carried out in multiple touches, with automated engagement and one-on-one interaction combined.

Results

The first campaign produced a total of 125 appointments, 82 MQLs and 676 social media connections.

The second campaign scored 77 appointments, 66 MQLs and 502 social media connections.

Automotive Manufacturers Sales Maven Drove 90+ New Leads with Callbox ABM Lead Generation & Appointment Setting Campaign

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The Client

The Client is a seasoned automotive manufacturer sales agency that caters clients from the performance automotive aftermarket and OEMs in the United States. Their four decades of experience in the business honed their knowledge and understanding of the performance and accessory business from a product sales and marketing viewpoint of the automotive industry which made them one of the trusted providers in the region.

The Challenge

Despite the accelerating economy of the automotive industry, the manufacturing sector continues to meet business roadblocks brought by the labor shortage, keeping up with technology innovation, cybersecurity, global competition and acquiring qualified leads.

As an experienced driver in the automotive manufacture sales sector, the Client took action on the issues but prioritized the one that directly presses them – acquiring qualified leads. The problem called to employ marketing tactics that generate sales-qualified leads, leveraging on content and other helpful resources to draw more interested customers. It also sparked a need to enlist the help of a marketing expert who understands their pain points and equipped to address the challenge.

The Callbox Solution

Callbox designed an ABM Lead Generation and Appointment Setting campaign for the Client. The campaign was fixed in a two-term deal that utilized outbound activities via voice, web, email and social media.

Account Research and Selection

  1. The Client specified target industries, target 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. Buyer personas designated as the campaign’s primary targets: C-suites, VPs, Directors, Head of Marketing Sales & Marketing, BDMs
  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 lead generation and appointment setting campaign produced a total of 92 appointments, 308 MQLs and 427 Net New Prospects.

Callbox’s ABM Lead Generation Program Delivered Global Managed Communications Technology Leader’s New Branding to SG Market

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The Client

The Client is a managed communications technology leader that delivers hybrid networking, security solutions and cloud connectivity to their global customers. They continue to strive to deliver the best connection in the networked world which made them a constant recipient of different excellence awards for operational, innovation and certification achievements in their years of existence.

The Challenge

Change brings opportunities, but may also cause challenges as complexity in the process, more decision makers to deal with, more risks and higher demands from customers arise in the business. But, the Client was swift to find possible solutions to these issues by partnering with a marketing firm that can clearly send their message to their target market which would result in exceptional customer experience.

The Callbox Solution

Callbox designed an Account-Based Marketing Lead Generation and Appointment Setting marketing campaign for the Client which involved voice, email, and social media channels in reaching and engaging prospects. The proposal was closed in a two-term lead generation and appointment setting campaign program.

The goal was for the Callbox team to generate leads based on the Client’s target specifications and set office meetings with qualified decision makers who are interested to speak with the Client’s consultants. The campaign involved three key steps:

Account Research and Selection

  1. The Client specified their target industries and decision makers.
  2. Callbox refined the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts.
  3. Callbox then 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 in. The profiles 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.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

Overall, the six-month ABM Lead Generation and Appointment Setting campaign produced a total of 86 appointments, 36 follow-ups, 57 requests for more information and 542 LinkedIn connections.