Tag Archive for: case-study-it-products-and-services

MSP Provider Built New Account Connections with Callbox ABM Campaign

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The Client

The Client is a managed service company that strategically partners with industry leading manufacturers and service providers to provide responsive business solutions for clients. Its dynamic portfolio solutions meet the needs of 250+ clients across Australia.

Lines of Business
IT Managed Service, Business Process Automation, Cybersecurity, Cloud, Internet and Print

The Challenge

The Client needed help in promoting its fiber service to target accounts or existing customers, and generate new leads at the same time. They were also looking for new outreach channels to use in connecting with prospects, and be able to reach and engage all target accounts within the target timeline.

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

The Goals

  • The Callbox team was to promote TPG Fibre1000 Internet Service to target accounts, and bring in new opportunities out of the activities that we will be doing across different channels
  • Callbox to schedule meetings with interested prospects and the Client’s consultants

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified their 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 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 which consisted of detailed demographic and firmographic segmentations
  2. Buyer personas were identified as the campaign’s primary targets: IT Manager, Office Manager, CEO, CTO, CIO, CFO
  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 54 Sales Qualified Leads, 110 Opt-in Marketing Qualified Leads, and 599 Social Media Connections.

Callbox Eased Nurturing Process for Cloud Back Up, Cut Sales Time Into Half

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The Client

The Client is a world leader in the Online Cloud Backup, Disaster Recovery and Business Continuity market, with a global customer base from a wide range of industry sectors. They utilize Asigra and NetApp in protecting their over 15 petabytes of customer data in the cloud.

Lines of Business
Cloud Backup, Disaster Recovery, Business Continuity Solutions

The Challenge

The Client holds a portfolio of impressive household name customers from around the globe, a product of both internal and outsourced efforts that significantly boosted their pipeline, which they believe is sustained by a strong and steady lead acquisition process. But, technology evolution has redesigned the buyer’s journey which called for the Client to adopt a better nurturing process to help speed up the sales process from 3-6 months down to 2-4 or shorter.

The Callbox Solution

Based on the Client’s needs, Callbox structured an Account-based Marketing Campaign that would utilize different outreach channels which would help increase campaign touch base activities to easily engage prospects at the soonest time. The ABM Lead Generation & Appointment Setting campaign consisted of:

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

The Goals

  • The Callbox team was to help generate leads for the Client
  • Customize a nurture scheme aligned with the Client’s needs
  • Manage the database by keeping the contacts well profiled

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified their target industrie, location, and relevant contacts
  2. Callbox refined the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified account
  3. Callbox 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 which 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, Desktop Administrator
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

Overall, the campaign ran for twelve months and produced a total of 120 Sales Qualified Leads, 1304 Marketing Qualified Leads, and 473 LinkedIn Connections.

ICT Lead Caps App Upgrade for Channel Partner with Callbox ABM

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The Client

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

Lines of Business
Enterprise Systems, IT Services, Distribution

The Challenge

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

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

The Callbox Solution

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

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

The Goals

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

Below is the two-step campaign process:

Account Research and Selection

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

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they want the outbound campaign to engage in. The profiles consisted of detailed demographic and firmographic segmentations.
  2. The campaign’s primary targets were IT Director/Manager, Owner, General Manager, Managing Director
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type with unique accounts and contacts.

Results

Overall, the Account-Based Marketing Lead Generation and Appointment Setting campaign produced a total of 200 Marketing Qualified Leads, (81 Hot, 90 Warm, 29 Cold), and 263 Social Media Connections.

MSP’s 14-Month ABM Campaign Generated 700 Appointments

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The Client

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

Lines of Business
Cloud Integration, Supply Chain Solutions

The Challenge

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

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

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

The Callbox Solution

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

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

The Goals

  • The Callbox team was to profile the contact list to ensure that all the information is accurate
  • Engage prospects via multiple channels, and offer the Client’s Order Management Solutions platform
  • Set appointments for the Client

The campaign was rolled out in two stages:

Account Research and Selection

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

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they want the outbound campaign to engage. The profiles consisted of detailed demographic and firmographic segmentations
  2. Buyer personas identified as the campaign’s primary targets were CIO, IT Manager, Senior Development Manager, PIC of the Software Development in the company
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type

Results

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

Callbox Staged Success for Data & Advanced Analytics Leader in 2021

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The Client

The Client is a leading global provider of legal, regulatory and business information and analytics that help customers increase productivity, improve decision-making and outcomes, and advance the rule of law around the world.

Lines of Business
Compliance, Research & Insights, Media Intelligence, Data-as-a-Service

The Challenge

The Client previously ran a lead generation campaign with Callbox from its Malaysia office to increase the number of users for its trademark media aggregation, monitoring, and analytics platform. The campaign targeted key personnel in charge of public relations and corporate communications at companies in Kuala Lumpur and Petaling Jaya.

With the success of the said campaign, the analytics leader secured another contract with Callbox. This time, a campaign was set to target key personnel in charge of banking and finance at companies in Hong Kong and Singapore to promote its diligence and compliance monitoring solutions.

The Callbox Solution

Callbox schemed an ABM Lead Generation & Appointment Setting campaign which consisted of:

  • Account-Based Multi-Channel Lead Management that included Voice, Email, Chat, Web, Webinar, 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 call target accounts to promote the Client’s solutions.
  • Engage prospects and uncover their pain points and upcoming needs.
  • Set appointments for the Client’s consultants with qualified prospects.

Below is the two-step campaign process:

Account Research and Selection

  1. The Client specified their 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 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 Compliance related titles.
  3. The master contact list was segmented based on these personas and was further grouped according to industry type.

Results

The 12-month ABM Lead Generation & Appointment Setting campaign generated a total of 144 Sales Qualified Leads, 113 Requests for Information, 67 Opt-in Verified Interest, and 1,537 Social Media Connections.

My manager and my team were very impressed with the Telemarketing campaigns that Callbox ran for us in 2021

The Client just signed up another 10-month lead generation contract with Callbox.

RSVPs & Appointments: Software Leader Wins Double Hits with Callbox

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The Client

The Client is a multi-awarded software company that has rich experience in delivering over 100 mission-critical applications, integrating Cloud, CRM, Data Analytics, and other leading technologies, to more than 300 customers across Asia.

Lines of Business
Salesforce Automation, Customer Service Platform, Analytics, Machine Learning

The Challenge

The Client has been delivering best-in-class enterprise solutions to a wide range of industries for more than a decade which helped them stack up a huge number of clients around Asia.

Despite the rich experience and market leadership, the software leader continues to develop and innovate custom technology, market partnerships, and best practices to provide seamless business solutions such as outsourcing a lead generation provider to help them scale up their marketing and sales numbers.

And for the year’s planned marketing campaign, the Client chose Callbox to help them run a series of IT events in three major countries in APAC which required two things: an updated and profiled contact list of their target customers, and a dedicated team to help them invite prospects to the events.

The Callbox Solution

Callbox designed an Events Marketing and Account-Based Marketing Lead Generation and Appointment Setting campaigns 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 of the Callbox Pipeline and HubSpot CRM
  • Account Management with Strategy Building, Reporting and Product Knowledge

The Goals

  • The Callbox team was to facilitate and manage a series of events.
  • To run a database management through customer profiling to ensure accuracy of information in each target account.
  • The Callbox team was to reach out to prospects and set appointments for the Client’s BDMs.

Below is the two-step campaign process:

Account Research and Selection

  1. The Client specified their 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 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 COO, CIO, CTO, IT Director, VP of IT Applications, VP of Corporate IT, Head of Digital Transformation, VP of Customer Experience, VP of Customer Support, VP/Head of Operations.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The 6-month campaign produced a total of 48 Sales Qualified Leads, 451 Marketing Qualified Leads (Events Marketing), and 768 Social Media Connections.

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

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The Client

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

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

The Challenge

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

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

The Callbox Solution

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

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

The Goals

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

Below is the two-step campaign process:

Account Research and Selection

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

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they want the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations.
  2. Buyer personas were identified as the campaign’s primary targets were C-levels like CIO, CTO, etc.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

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

Callbox ABM Onboarded New Potential Clients for Risk Intelligence IT Pioneer

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The Client

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

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

The Challenge

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

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

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

The Callbox Solution

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

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

The Goals

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

Below is the two-step campaign process:

Account Research and Selection

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

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they want the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations.
  2. Buyer personas were identified as the campaign’s primary targets were  Risk and Compliance Functions.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

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

Pioneer IT in NZ Raised Market Awareness thru Callbox Lead Gen

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The Client

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

The Challenge

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

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

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

The Callbox Solution

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

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

The Goals

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

Below is the two-step campaign process:

Account Research and Selection

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

Account and Prospect Profiling

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

Results

The six-month Account-based Marketing Lead Generation & Appointment Setting campaign produced 44 Marketing Qualified Leads and 61 Social Media Connections.

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

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The Client

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

The Challenge

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

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

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

The Callbox Solution

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

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

The Goals

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

Below is the two-step campaign process:

Account Research and Selection

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

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they want the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations.
  2. Identified as the campaign’s primary targets: CEO, Managing Director, CIO, CTO, IT Director/Managers.
  3. The master contact list was segmented based on these targets, and was further grouped according to industry type.

Results

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

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

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The Client

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

The Challenge

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

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

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

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

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

The Callbox Solution

Callbox and the Client worked out a customized Account-based Marketing Lead Generation & Appointment Setting scheme which consisted of:

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

THE GOALS 

  • The Callbox team was to reach out to target customers via multiple channels to uncover opportunities for the Client.
  • Set meetings with interested prospects for the Client’s business development team.
  • Keep the target accounts accurate and up to date.

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 want the outbound campaign to target, consisting of detailed demographic and firmographic segmentations.
  2. Buyer personas were identified as the campaign’s primary targets were CEO, Logistics Manager/Director, VP of Logistics
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type

Results

The 6-month Account-based Marketing Lead Generation & Appointment Setting campaign generated 86 Sales Qualified Leads, 38 Marketing Qualified Leads, and 597 Social Media Connections.

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

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The Client

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

The Challenge

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

The Callbox Solution

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

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

The Goals

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

The campaign involved two key steps:

Account Research and Selection

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

Account and Prospect Profiling

  1. The Client provided target decision makers for the Callbox team to reach out which consisted of detailed demographic and firmographic segmentations.
  2. The buyer personas designated as the campaign’s primary targets were CFO, Finance Director, Finance Manager, Financial Controller, HR Director, HR Manager, CIO, IT Director and IT Manager
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The 6-month ABM Lead Generation and Appointment Setting campaign delivered 76 Sales Qualified Leads, 290 Marketing Qualified Leads, and 280 Social Media Connections.

With the high converting leads that the Callbox team delivered, the Client was certain that the campaign would turn in positive results within the 3-6 months after the campaign.