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

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The Client

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

The Challenge

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

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

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

The Callbox Solution

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

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

The Goals

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

Below is the two-step campaign process:

Account Research and Selection

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

Account and Prospect Profiling

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

Results

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

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

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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.”

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.

EU Medical Training Leader Spanned Operations in the US Market with Callbox ABM Program

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The Client

The Client is a pioneer simulation-based medical education provider in Northern Europe and a major global supplier of virtual reality simulators for medical training centers for practice, validation and certification programs across learner types such as students, surgeons, and medical doctors.

The Challenge

The Client serves a broad range of customers in Europe and has kept a strong business relationship with everyone in their client base. Their LapSim and EndoSim programs have given surgeons a platform to acquire fundamental technical skills of keyhole surgery before performing any OR procedure.

However, as new and innovative programs for team or staffed training were launched, plans of expansion followed. The Client decided to bring their medical simulation expertise to the United States. As expected, the job was not easy and they had to start from scratch. Although they have collected much data about the US market and have initially reached out to some prospects, the Client thought they still needed some help as they lacked tools and strategies that would help them reach new targets in a new target location.

The Callbox Solution

Callbox customized a multi-touch, multi-channel account-based marketing campaign for the Client. It’s a marketing package of voice, email, and LinkedIn which helped realize the Client’s goals. They signed a two-term proposal for appointment setting and lead generation programs.

The Callbox team was to generate leads based on the Client’s target specifications and set face to face meetings with qualified decision makers who were interested to have their team or organization undergo training. 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: Chief Medical Officer, Chief Clinical Officer, Chief Experience Officer, Directors, Administrators, Managers, Purchasing Leads, Office Managers
  3. The master contact list was segmented based on these personas, and was further grouped according to the type of institution.

Results

Overall, the Lead Generation and Appointment Setting campaign produced a total of 94 appointments set, 47 marketing qualified leads, 74 requested for more information, 68 for follow-ups, 54 for callbacks, and 547 LinkedIn connections.

The success of the US campaign caused the Client to start operations in other regions like Asia and the Middle East.

L.A. Physician Streamlines Back Office Ops in Ongoing 11-Year Partnership with Callbox

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The Client

The Client is a Los Angeles, CA-based physician who specializes in rheumatology and internal medicine with more than 21 years of medical practice. The Client is affiliated with a group practice health center in the Los Angeles area.

The Challenge

The Client has been working with a virtual assistant (VA) from Callbox since 2007. The VA handles a number of back office and administrative responsibilities, including various data processing, bookkeeping, and other office support tasks.

A key hurdle that the Client faced early in the outsourced program was to ensure seamless integration of the remote workload into the practice’s internal processes. This was particularly crucial since the Client’s office had been using a diverse set of tools to carry out many of the admin activities in-house prior to partnering with Callbox.

Another critical challenge that occasionally surfaced throughout the 11-year partnership was the need to quickly modify the outsourced workflow in response to the Client’s changing requirements. For example, when the Client’s affiliate health center began expanding its patient base, some key steps in the internal processes had to be significantly readapted.

Since the Client’s schedule changes from time to time, the Client also expects a high level of flexibility and availability from the remote assistant.

The Callbox Solution

From a pool of candidates who had extensive background in medical administrative and support roles, Callbox provided the Client a virtual assistant with a high level of proficiency in many of the back office tools that the Client was using. Some of the tools included:

  • QuickBooks
  • Yahoo Business Email/Yahoo Calendar
  • Google Docs, Sheets, and Slides
  • RingCentral (phone, messaging, and video conferencing)
  • eFax
  • Password Managers
  • Dropbox

Selecting the assistant based on relevant experience significantly shortened the learning curve and enabled smooth deployment. Callbox also provided ample opportunities and incentives for continuous improvement. This helped the designated virtual assistant continually increase efficiency and productivity across multiple tasks, such as:

  • Recording transactions on QuickBooks
  • Submission of credentialing applicationfor Medicare, Medi-Cal and other insurance provider
  • Managing the practice’s disbursements and payables
  • Processing the practice’s licenses, permits, and other requirements
  • Updating and processing CRM records
  • Carrying out specialized desk research
  • Handling email communications
  • Providing phone support
  • Creating and posting online ads

Callbox also arranged holiday and sick cover for the assigned virtual assistant to minimize disruptions and ensure availability.

Results

The Client mentions that Callbox’s virtual assistant has helped streamline and improve the practice’s operations.

Not only has the outsourced assistant made the Client’s back office processes more efficient and helped the practice cut costs, but the outsourced arrangement also frees up time and resources which allows the Client to devote more attention to patient care. This is the main reason why the Client continues to choose Callbox as an outsourcing partner.

Healthcare SaaS Vendor’s Pipeline Growth Jumps 2-Fold in 3-Pronged Campaign

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The Client

The Client provides NLP-based computer-assisted coding (CAC), clinical documentation improvement (CDI), compliance auditing, and analytics solutions to hospitals and healthcare facilities all over the United States. The company also offers medical coding, transcription, and revenue cycle management services.

The Challenge

The Client, a provider of NLP-enabled medical coding and health information management SaaS applications, routinely outsources initial prospecting activities to third-party agencies. With a sales cycle that can take more than six months to complete, the company believes its in-house sales team is best put to use nurturing and following up qualified opportunities instead of doing cold outreach.

The Client, however, has had mixed results with different outsourced marketing companies so far. The previous outsourced campaigns often ran into issues such as:

  • Prospect lists that need further profiling and updating
  • Not enough time given to product knowledge training
  • High percentage of no-show appointments
  • Appointments not properly vetted and qualified

This led the Client to briefly reassign much of the prospecting work to its in-house reps. But this move also produced underwhelming results. The Client saw a corresponding drop in the number of proposals sent.

It was clear that outsourced prospecting made more business sense for the Client, but the company needed to make sure that the agency it partnered with should focus on both volume and quality of sales opportunities being delivered.

The Callbox Solution

The Client chose Callbox after a thorough review process, pointing out Callbox’s multi-channel, multi-touch approach at prospecting as a crucial factor. Callbox’s own track record and a growing body of industry research show that this strategy tends to produce higher quality prospects at scale.

In addition, Callbox also had an extensive technical background in complex-sale products such as healthcare SaaS solutions, which meant a more favorable learning curve for the agents and faster campaign deployment.

The Callbox team then collaborated with the Client to work out an appointment setting program that combined phone calls, emails, and social media, with the goal of setting up phone demos with qualified prospects who want to learn more about the Client’s SaaS offerings.

Appointment Setting

  1. Callbox identified potential hospitals to target all over the United States and segmented the records into small, medium, and large institutions based on the number of hospital beds available in each facility.
  2. The Callbox team then pinpointed which decision makers to contact in each hospital, which included roles such as HIM directors, CIOs, CFOs, and persons in charge of clinical documentation.
  3. Agents then contacted each prospect to qualify them as leads or schedule them for a phone demo with the Client’s reps.

Email Marketing

  1. The campaign team created email templates for the different touches in the prospecting cadence, including initial outreach, targeted send-outs, and a series of follow-up emails.
  2. Intro emails warm up prospects and help the team identify which ones to prioritize, while targeted send-outs allow agents to distribute the Client’s marketing materials to interested prospects.
  3. The Client also helped set the touch points in the prospecting cadence through Lead Nurture, a built-in drag-and-drop marketing automation tool within Callbox Pipeline, Callbox’s proprietary lead management and CRM platform.

Social Media

  1. This provided another set of touch points to nurture and engage prospects.
  2. The campaign team’s social media specialists expanded the Client’s social media connections, joined relevant groups, and reached out to prospects via InMails.
  3. The Callbox team also collected additional prospect data to further enrich the contact and appointment information handed off to the Client.

Results

The campaign generated a total of 187 qualified appointments to the Client’s reps. This represented more than a two-fold increase over what its internal sales team could typically produce in a comparable period. This strongly indicates that the rapport-building and lead nurturing efforts during the campaign’s early stages are turning into measurable results.

The social media activities, meanwhile, generated 759 new connections and reached a 12.5% InMail response rate.

Callbox Keeps EMR Firm’s Sales Reps Busy with Qualified Appointments

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The Client

The Client is a medical software company that specializes in emergency department (ED) information systems. The company’s primary product line is its flagship best-in-class ED medical record appThe Client is a medical software company that specializes in emergency department (ED) information systems. Its primary product line is its flagship best-in-class ED medical record application that is widely used by healthcare facilities in the U.S. and Canada to improve patient care quality and operational efficiency.

The Challenge

The Client’s high-performance ED software system is a browser-based application that helps improve ED performance with a full suite of operational and management tools. It also provides interoperability with the hospital’s EMR and other healthcare information systems involved in the patient’s care.

The company’s main product enjoys significant brand equity, but as competition continues to tighten in the medical software space, the Client has adopted a more aggressive growth strategy. The recent shift, however, started to overstretch the company’s marketing and sales resources as the inside sales team has consistently been unable to meet the new prospecting targets, especially in terms of call volumes, number of prospects reached, and early-stage conversions. 

The Client decided to outsource the bulk of its prospecting activities to a third-party agency. These activities include initial outreach, lead qualification, desk research, data validation, and appointment setting.

The Callbox Solution

Callbox’s industry-specific, integrated appointment setting solutions placed it on top of the Client’s shortlist. But it was Callbox’s lengthy track record of launching successful campaigns for medical software companies that convinced the Client to choose Callbox as its marketing partner.

Callbox designed an Account-Based Marketing campaign which consisted of:

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

THE GOALS

  • The Callbox team was to profile the contact list using the Client’s campaign parameters
  • To prepare a call script which would include probing questions to qualify prospects, and set follow-up meetings
  • Schedule appointments with qualified prospects for the Clients’ reps
  • Run an email marketing campaign

Results

The six-month campaign delivered 273 Sales Qualified Leads, 1,552 Follow ups, and 234 Social Media Connections

How Callbox ABM Came To Be A Market Breakthrough for a Health Insurance Startup

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The Client

The Client is a one-size fits all health insurance provider who is driven by 3 guiding principles: technology, data, and design, that continues to serve SMEs and the non-employed sector through tech-driven solutions such as Employee Benefits Management, Process & Claims, Cashless Claims Transactions, and Custom Benefits Management.

The Challenge

The Client is driven by its unique guiding principle which is to provide custom health insurance to those who could hardly have a maximal insurance package. In fact, they did not put up the company for business, but to revolutionize the health insurance platform based on their personal experience which is the loss of loved ones due to high healthcare costs. But, the influx of new accounts made them decide to redesign their offers and fully operate as a business. 

Getting employee benefits right and affordable can be challenging for a startup like the Client in a space where large players dominate with A1 offerings. One needs to have the right targets and the best tools to grow the business the way it should be. Having these goals in mind, but with minimal capacity to carry them out, the Client decided to look for a lead generation partner who possesses both the tools and the process to support their growth objectives.

The Callbox Solution

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

  • Account-Based Multi-Channel Lead Management which included Voice, Email, Chat, Web, 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 with Strategy Building, Reporting and Product Knowledge.

The Goals

  • The Callbox team was to profile the Clients target list and keep it clean and accurate throughout the campaign period.
  • Book appointments with interested prospects for the Client’s specialists.

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. Buyer personas identified as the campaign’s primary targets were HR and Finance Managers
  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 and Appointment Setting campaign finished with 88 Sales Qualified Leads, 109 Marketing Qualified Leads, and 389 Social Media Connections.

Callbox delivered an average of 14 leads per month, thus, exceeding the Client’s target of only 10 monthly. For the Client, having such an amount of leads to nurture for a startup like themselves is a market breakthrough.

Callbox Proved Therapeutic For Chiropractic Leader

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The Client

The Client is a 20-year old Chiropractic Care provider with 11 specialist clinics in Singapore and 9 more in other countries in Asia and the United Kingdom.

The Challenge

The Client may already be a leader in chiropractic care in Singapore but as the business evolved from a one-man clinic to an integrated chiropractic institution, the business apparently demanded for use of more advanced clinical tools and processes, as well as a healthier and broader customer base.

With the bolting of new businesses in Singapore in the last five years, the chiropractic leader opted to outsource their lead generation with Callbox, their top choice from among the list of five and which they saw as the most experienced provider to expedite goals achievement.

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 included Voice, Email, Web, Chat, Social Media, and Webinar
  • 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

THE GOALS

  • The Callbox team was to run a Profiling Campaign by validating the target’s information details like business names, addresses, phone numbers, email addresses, social media accounts and all other contact details
  • Set appointments with prospects who agreed to discuss with the Client’s specialists

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified target industries, location, and relevant contacts 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 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 Human Resource, Wellness Team, Recreation Club
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type

Results

Account-Based Marketing Lead Generation and Appointment Setting campaign generated 129 Sales Qualified Leads and 84 Marketing Qualified Leads.

Health And Wellness Guru Energized by Callbox Success

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The Client

The Client is a corporate wellness firm, providing educational training and programmes to boost organizational wellness.The Client is a corporate wellness firm, providing educational training and programmes to boost organizational wellness.

The Challenge

Corporate wellness was not exactly a popular program for businesses in Singapore back then when the Client started business, which caused a hard time for them to penetrate the market, and they were not seeing a clear assurance of filling their customer base according to their target timeline. 

However, the Client took all the courage to pursue all possible strategies that could help them break into a spot in their target market by aligning their in-house sales team with a third-party lead generation provider who has the tools to augment and carry out their plans.

The Callbox Solution

Among a number of lead generation agencies that the Client talked to, Callbox stood out with its multi-channel marketing approach which the wellness guru deemed to be most fitting for their needs. 

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

  • Multi-Channel Lead Management which utilized Voice, Email, Chat, Web, Webinar, and Social Media
  • Sales Enablement & Support that covered Staff 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 reach out to the target prospects to uncover health issues
  • Set meetings with qualified prospects for the Client’s consultants
  • Manage the database to keep it accurate and free from duplicates and not qualified contacts

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 specific target decision makers for the Callbox team to reach, which consisted of detailed demographic and firmographic segmentations.
  2. The buyer personas designated as the campaign’s primary targets were Corporate Wellness 
  3. The master contact list was segmented based on these personas and was further grouped according to industry type

Results and Return of Investment

Overall, the ABM Lead Generation and Appointment Setting campaign produced a total of 72 Sales Qualified Leads, 65 Marketing Qualified Leads, and 354 Social Media Connections.

Healthcare Consulting Firm Poised to Expand in High-Growth Market with Callbox

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The Client

The Client is a healthcare consulting company that specializes in revenue cycle and financial management solutions for hospitals and healthcare clinics all over the United States. In addition to its consulting packages, the Client also provides managed services including interim management, health information management, executive search, medical coding, and project staffing support.

Lines of Business
Revenue Cycle Management, Financial Management

The Challenge

By some estimates, the outsourced revenue cycle management (RCM) market is projected to expand at a CAGR of 26.5% in the next two years, making it an ideal time for mid-tier RCM consulting firms to capture opportunities for growth.

Increased requirements for convenience and transparency have created bigger challenges for hospital departments and staff involved in RCM. This, in turn, has fueled the demand for RCM-aligned solutions including consulting and advisory services.

With its nationwide footprint and a portfolio of differentiated services, the Client is well-positioned to take a significant slice of this high-growth market.

To achieve its short- and medium-term business goals, the Client has put together a robust marketing plan that included a combination of branding and sales-oriented initiatives. A key program in its marketing strategy is to leverage live conversations with hospital executives for driving awareness and interest in its end-to-end RCM solutions.

Having little internal expertise and resources for a direct marketing campaign that spans the entire United States, the Client decided to work with an outsourced lead generation agency with extensive experience in the healthcare consulting space.

Callbox’s deep domain knowledge of the Client’s target vertical and its capabilities for executing a campaign of this scope were the main reasons why the Client chose to work with Callbox.

The Callbox Solution

It was determined that Callbox’s integrated marketing strategies would be a good fit for achieving the Client’s current marketing objectives. For that reason, three main components made up the overall campaign plan: appointment setting, email marketing, and social media.

Callbox designed a 12-month 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, Webinar, and Social Media
  • Sales Enablement & Support through Team Training, Account Setup, and Back Office Sales Support
  • Tools & Subscriptions to the Callbox Pipeline and HubSpot CRM
  • Account Management via Strategy Building, Reporting, and Product Knowledge

THE GOALS

  • The Callbox team was to reach out to prospects via multiple channels to uncover pain points or upcoming needs
  • Profile the target accounts based to keep the whole database accurate
  • Set meetings for the Client’s consultants with prospects who expressed interest in their services

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 Revenue Cycle Directors, Director of Patient Financials, Director of Health Information Management / Medical Records, Director of Business Office Services, CFO, VP of Finance, Finance Controller
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results and Investments

The 12-month Account-Based Marketing Lead Generation and Appointment Setting campaign generated a total of 232 Sales Qualified Leads, and 92 Leads Completed.

With a lead-to-opportunity conversion rate of 30% and a win rate of 40%, the 232 total leads handed over by the Callbox team can potentially translate into 38 new consulting customers for the Client.

All-Time High For Physiotherapy Systems Leader with Callbox

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The Client

The Client is a 30-year old manufacturing leader of physiotherapy systems. Some key components of their products include innovative cardiology, software and diagnostic products.

The Challenge

The Client recently released a Single Use Adhesive Electrode, an electrotherapy treatment that is time-saving, no storing and cleaning between treatments, and low to no chances of cross contamination. The market launch required an advanced, fast, and comprehensive marketing strategy that could help build awareness among target customers and wide-range promotion.

The Callbox Solution

Callbox designed an ABM Lead Generation and Appointment Setting campaign which consisted of:

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

 THE GOALS

  • The Callbox team was to reach out to target prospects to uncover pain points and upcoming needs
  • Set meetings with qualified prospects for the Client’s consultants
  • Manage the database to keep it accurate, and free from duplicates and not qualified contacts.

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 specific target decision makers for the Callbox team to reach, which consisted of detailed demographic and firmographic segmentations.
  2. The buyer personas designated as the campaign’s primary targets were Clinic/Office Managers, Physicians, Practice Administrators, Managing Directors, C-suite, Chief Medical Officer
  3. The master contact list was segmented based on these personas and was further grouped according to industry type.

Results

Overall, the twelve-month ABM Lead Generation and Appointment Setting campaign produced a total of 172 Sales Qualified Leads, 194 Marketing Qualified Leads and 454 Social Media Connections.