Tag Archive for: Case Study AU

Malware Hunter Captured More SQLs with Multi-Channel ABM

The Client

The Client is one of the trusted names in cybersecurity in the IT industry, providing Next-Gen Antivirus, Enterprise Class Protection, Detection, and Remediation, Advanced Server Protection, Cloud-Based Security Management, and Services Platform. They are a team of bold malware hunters, software engineers, and security industry veterans, and their innovative technology has been awarded six patents since its inception

The Challenge

Apart from market expansion, the Client also needed to further educate their target customers that their anti-malware tool does more than just remove known viruses, but can isolate and remove trojans, block or flag malware, and detect threatening files and behaviors that are common in viruses.

Although they regularly send out updates about their product, and regularly hold online and in-person events, the cybersecurity leader still opted to hire a third-party lead generation company to help them speed up information dissemination to potential customers, to generate quality leads that are highly convertible to sales in order to grow their customer base.

The Callbox Solution

The malware expert specified their needs, and based on these specifications, Callbox designed an Account-Based Marketing Lead Generation and Appointment Setting campaign which consisted of:

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

The Goals

  • The Callbox team was to introduce and promote the Client’s Endpoint Security Solution
  • To pre-qualify the prospects based on a specific qualified lead criteria
  • Schedule meetings with the prospects and the Client’s representatives via Zoom or face to face meeting if prospects are within target location

The campaign involved two key steps:

Account Research and Selection

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

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they wanted the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations.
  2. The campaign’s target prospects were IT Director, CTO, CIO, Desktop Manager, IT Security Manager, Security Architect, CISO, Desktop Administrator.
  3. The master contact list was segmented based on these personas and was further grouped according to industry type.

Results

The Lead Generation and Appointment Setting campaign produced a total of 64 Sales Qualified Leads, 176 Marketing Qualified Leads, and 442 Social Media Connections.

The campaign results showed that the Callbox team generated an average of 10 leads per month which exceeded the Client’s monthly pThe campaign results showed that the Callbox team generated an average of 10 leads per month which exceeded the Client’s monthly projection of 8.

 

Callbox Quickly Turned Targets to Opportunities for Cloud Communications Leader

The Client

The Client is a global cloud communications leader that helps businesses accelerate their digital transformation. Its communications platform is fully programmable which allows integration of Voice, Chat, Messaging, and Verification into existing products, workflows and systems across industries, and enhances customer experience and realize new business outcomes at scale for startups and agile enterprises.

The Challenge

The Client was in need of a lead generation company who would help them do outbound marketing to reach more targets. They have a very targeted contact list which they wanted to expand, and reach these contacts through the channels they use. They checked on quite a few ABM companies, however decided on partnering with Callbox after seeing the latter’s specialized solutions that focus on multi-channel lead generation approach, which was exactly what they were looking for.

The Callbox Solution

The Client initially signed up for a campaign, and based on their needs and objectives, Callbox designed an Account-based Marketing Lead Generation & Appointment Setting campaign which consisted of:

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

The Campaign Goals

  • The Callbox team was to reach out to target customers to uncover pain points and upcoming needs
  • Book teleconference meetings with qualified prospects for the Client’s country consultants
  • Keep the database clean and updated throughout the campaign duration

 Account Research and Selection

  1. The Client’s target industries included Transportation and Public Utilities, Retail Trade, Finance, Insurance, Real Estate, Service and Public Administration, Business Services, with 10 or more employees, in SEA, India, Australia, and New Zealand.
  2. Callbox refined the Client’s ICP (ideal customer profile).
  3. The list of potential contacts to target which the Callbox team prepared was reviewed and approved by the Client.

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they want the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations.
  2. The campaign’s target prospects were CEO, Founders, President, VP, CTO, Head of Integration, Head of Product, Head of Digital Innovations, Director, Head of Implementation.
  3. The master contact list was segmented based on these personas and was further grouped according to industry type.

Results

The initial Account-based Marketing Lead Generation & Appointment Setting campaign delivered 175 Sales Qualified Leads, and 452 MQLs.

WWith the very good results that the Callbox team delivered, the Client renewed for another 6 months even before the initial campaign was completed.

Client Feedback

The ramp up was a lot faster than expected, they understood our APIs a lot quicker than the other agency that we previously used. They are quick to respond and deliver what we request.

Southern IT Firm Crossed All AU Metros with Callbox ABM Campaign

The Client

The Client is an Australian company that delivers corporate technology solutions for businesses of all sizes to enable them to run at their full potential. They operate from offices in Melbourne and extended technical teams across all major hubs in Australia, combining knowledge and skills to provide complete assistance and expertise to help businesses achieve success.

Lines of Business
End-User Compute, Data Center, Cyber Security, People Provision

The Challenge

The Client strives to be always on top in providing holistic IT products and services by being adaptive to technology transformations, building innovative strategies through partnerships, and by outsourcing applicable sales and marketing tactics from third-party providers to help them carry out long-term objectives. 

In this campaign, the Client aims to achieve the following:

  • to span their expertise around the country by generating potential customers for the technical consultants
  • to gauge their competitiveness in the market 

With the bulk of tasks perceived to complete the project, the Client decided to outsource a lead generation campaign from a third-party provider. Among a shortlist of marketing firms, the Client chose Callbox because of its robust data stack and proven effective telemarketing scheme.

The Callbox Solution

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

  • Account-Based Multi-Channel Lead Management which included Voice, Email, Web, Chat, Social Media, and Webinar
  • Sales Enablement & Support through 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 and upcoming needs.
  • Profile the target accounts based on the Client’s specifications.
  • Set meetings between the Client’s consultants and prospects who expressed interest in their services.
  • Invite prospects to the webinar.

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 Business Owner, Head of IT, Procurement or Person-In-Charge of Purchasing, CTO, CIO
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The nine-month Account-Based Marketing Lead Generation and Appointment Setting campaign delivered 209 Sales Qualified Leads, 259 MQLs, and 12 Webinar Registrations.

With the impressive results that the team has delivered, the Client signed for another deal.

Callbox ABM Campaign: A Market Success Mover for Global Logistics Firm

The Client

The Client is an Australian transportation and logistics company with operations in road, rail, sea, air, and warehousing.

The Challenge

The Client widely supports the rapid business growth in the retail and healthcare industries in Asia Pacific. They believe that by putting up more offices and warehouses in the region will pave for market opportunities, and help them reach, and serve more customers with cutting edge logistic services. To power up their goals, they need to acquire a new database, and outsource lead generation staff with the right provider.

The Callbox Solution

With Callbox’s weighty depository of contacts and holistic multi-channel marketing approach, the Client signed up for an Account-based Marketing Lead Generation & Appointment Setting campaign which consisted of:

  • Multi-Channel Lead Management which included Voice, Email, Chat, Webinar, and Social Media
  • Sales Enablement & Support that provided 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

Account Research and Selection

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

Account and Prospect Profiling

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

Results

Overall, the Lead Generation and Appointment Setting campaign delivered 135 Sales Qualified Leads, 33 Potential Leads, 40 Requests for Information, and 45 For Callback.

Customer Experience Management Firm Won 8 Deals in 6 Months with Callbox

The Client

The Client specializes in Customer Experience Management solutions, and one of the first leading luxury businesses in Asia that provides sales and marketing tools for businesses to retain and engage better with their customers.

The Challenge

In its quest to become Asia’s leading mobile commerce platform solutions and customer experience management company, the Client took a step forward to digitally transform itself from a traditional business into developing disruptive technology solutions.

With a new product on hand, the Client spanned business in the Asia Pacific, and Singapore was the pilot market. However, they lacked database sources and needed marketing and sales support.

The Callbox Solution

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

  • Account-Based Multi-Channel Lead Management which included voice, email, chat, social media and webinar channels
  • Sales Enablement & Support that provided training, setup and back office sales support.
  • Tools & Subscriptions utilization to Callbox Pipeline and HubSpot CRM.
  • Account Management which consisted strategy building, reporting and product knowledge.

THE GOALS

  • The Callbox team was to promote the Client’s products to the target audience
  • To reach out to prospects through email and connect via LinkedIn
  • Regularly report and update the Client about campaign status
  • Call and inform prospects about Singapore’s Digitalisation Initiative for SMEs

Below is the two-step campaign process:

Account Research and Selection

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

Account and Prospect Profiling

  1. The Client provided decision maker profiles of the prospects that they want the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations.
  2. DMs that were identified as the campaign’s primary targets were Business Owners, Managing Directors, General Manager, Marketing Manager
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The campaign started with 1 seat, and eventually scaled to multiple seats in the succeeding months.

In total, the 12-month multi-seats ABM Lead Generation & Appointment Setting campaign delivered 336 Sales Qualified Leads and 271 Marketing Qualified Leads.

At the end of the 6th month, the Client was able to close 8 Deals.

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

The Client

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

Lines of Business
Security, Disaster Recovery, Management, Data Loss Prevention, Backup, File and Sync, Email Security

The Challenge

Although founded in Singapore, the Client took initial expansion steps outside the city state, and grew branch offices in North America and Europe. After stabilizing their offshore branches, they decided to focus on expanding their Asia Pacific presence, particularly Singapore and ANZ markets.

Scaling the business, however, takes considerable effort which means, for the Client, augmenting outsourced resources for their sales and marketing to amp up the customer base, and increase sales eventually.

The Callbox Solution

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

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

The Goals

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

The campaign involved two key steps:

Account Research and Selection

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

Account and Prospect Profiling

  1. The Client provided target decision makers for the Callbox team to reach out which consisted of detailed demographic and firmographic segmentations.
  2. The buyer personas designated as the campaign’s primary targets were CTO, CEO, Technical Director, Support Director, CRO.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

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

Data Was Not Enough, Global Information Firm Employed Callbox To Score More Clients

The Client

The Client is a leading global information services firm, gathering, analysing and processing data through expert services like credit and information, decisioning and analytics and data quality.

The Challenge

The Client works on vast data sets from global resources which they transform into industry-leading business insights. To ensure that these insights are accurate and timely before submitting to clients, they keep an IT infrastructure with high reliability and efficiency.

Aside from harnessing the power of data, the Client wanted to personalize the approach to meet and stay ahead of customer need and expectation, so they decided to employ an equally reliable marketing strategy that would engage and nurture prospective clients through the buying process.

The Callbox Solution

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

  • Account-Based Multi-Channel Lead Management which utilized voice, email, chat, social media and mobile.
  • Sales Enablement & Support including training, setup and back office sales support.
  • Tools & Subscriptions to Callbox Pipeline and HubSpot CRMs.
  • Account Management which includes strategy building, reporting and product knowledge.

The Callbox team was to call prospects that have a need to access accurate data and solutions to help them target the right customers, get paid on time and collect debts efficiently, and set them a meeting with the Client’s consultants.

Below is the two-step campaign process:

Account Research and Selection

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

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they want the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations.
  2. Identified as the campaign’s primary targets: Chief Compliance Officer, Chief Ethics Officer, Chief Security & Risk Officer, Chief Audit Executive, Senior VP or Head of Risk, Head of Anti-Bribery & Corruption, Head of Corporate Security, Head of Procurement, Head of Fraud Prevention, Director of M&A Activity, IT Risk Managers, Financial Crime Analysts, Due Diligence Analysts
  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 77 Sales Appointments, 7 Marketing Qualified Leads, 16 For Callback, 48 For Follow Up and 227 Social Media Connections.

Enterprise Messaging Provider Hit High Notes with ABM Lead Generation

The Client

The Client started as a software consulting firm back in 1994, and after a series of product expansion and telecommunications network partnerships, they have evolved into a global leading Communications Platform as a Service (CPaaS), providing enterprise messaging solutions across industries.

The Challenge

The outsourced marketing providers that the Client worked with in the past came short of strategies and tools needed to capture the right target audience which resulted in minimal number of leads and low conversion rate. What the client was looking for were solid leads – prospects that have a need for reliable messaging solutions and are highly interested to speak with the Client for further discussion.

The Callbox Solution

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

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

The goals were for the Callbox team to introduce the Client’s cloud-based enterprise messaging platform to potential prospects and subsequently arrange face-to-face meetings for an exploratory discussion with the Client’s BDMs.

Below is the two-step campaign process:

Account Research and Selection

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

Account and Prospect Profiling

  1. The Client provided decision maker profiles of the prospects that they want the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations.
  2. DMs that were identified as the campaign’s primary targets were: Head of Marketing, Customer Service, Internet Banking for FSI (Banks), Head of IT, Operations Manager, Marketing Manager for Insurance and Investment industries; and Business Owners for small organizations
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The campaign is currently running and has so far delivered 16 Sales Appointments, 328 MQLs and 291 Social Media connections.

Vet Digital Marketing Firm Snapback with Callbox ABM Lead Generation Program

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

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

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.

Clinical Tech Leader Boosted Leads in Asia with Callbox ABM & Webinar Campaigns

The Client

The Client is a trusted clinical technology and evidence-based solution that engages clinicians, patients, researchers, students, and the next generation of healthcare providers. With a focus on clinical effectiveness, research and learning, safety and surveillance, and interoperability and data intelligence, its proven solutions drive effective decision-making and consistent outcomes across the continuum of care.

The Challenge

The Client remains focused on accelerating its value as a trusted clinical technology leader that provides expert solutions to health providers, helping them make decisions based on evidence, expand access, tailor care to individual needs, and ensure fair and equitable health opportunities.

For the Client, advancing health equity means identifying tactical ways to support the delivery of safe and equitable care across health solutions, services, partners, and employees. This also includes adopting better and more advanced initiatives from third-party providers. 

For the current year, the Client chose Callbox to run their marketing campaigns due to the latter’s extensive lead generation program.

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 through Voice, Email, Web, Chat, Social Media and Webinar
  • Sales Enablement & Support that provided 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

  • For the Callbox team to secure phone meetings with interested prospects using the CHAMP qualification
  • To manage the database by keeping all information correct and accurate
  • Facilitate and manage two separate webinars – one for the Client’s current customers and one for their prospects

Account Research and Selection

  1. The Client specified target industries, locations and decision makers
  2. Callbox refined the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts
  3. Callbox then 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. Buyer personas designated as the campaign’s primary targets: Chief Medical Officer, Chief of Pharmacy, Head of Medicine, Head of Pharmacy, Chief Pharmacist, Medicines Information Manager, Medicines Safety Manager, Medicines Supply Service Manager, Pharmacy Operations Manager, Pharmacy Procurement & Contracts Manager, Pharmacy Store Manager, Principal Pharmacist, Hospital Administrator, Administrator, CEO & other C-level contacts, Clinical Director, Director of Operations, Healthcare Administrator, Hospital Director, Medical Director, Chief of Doctors, Chief of Medical, CMIO, Director of Pharmacy, Director of Clinical Applications, Director of Hospital, President  
  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 ABM Lead Generation and Appointment Setting campaign produced a total of  48 Sales Qualified Leads, 299 Follow ups, and 178 Webinar Attendees.

They are very fast and persistent in calling our prospects, and they ensure that the leads passed to us are of good grades.