case-study-it-products-and-services Archives - Callboxinc.com

Callbox Printed 3D (Three-Differentiated) Campaigns For Co-Marketing Specialist

June 13, 2017/in /0 Comments/by: Guest

CASE STUDY

Callbox Printed 3D (Three-Differentiated) Campaigns For Co-Marketing Specialist

THE CLIENT

ABOUT
The Client is a 16-year specialist agency that helps businesses reach their marketing objectives by bridging the gap between sales and marketing.

TARGET DECISION MAKERS
• Owner
• Office Manager
• Finance Manager
• Person in charge of printing

THE CHALLENGE

Liaising with clients and creating co-marketing, direct marketing and channel marketing campaigns are the Client’s core competencies which they’ve honed and polished with more than a decade of experience running end-to-end B2B programmes. However, business had recently lulled due to challenges in their prospecting process, which promptly impacted their ROI.

The Client is the rare unconventional thinker who welcomes a partnership with the competition and recognizes in it the opportunity to progress the business. Such optimism opened doors for the Client to build a partnership with Callbox.

HIGHLIGHTS

RESULTS WITHIN TWELVE WEEKS

• Properly profiled contacts via Customer Profiling process
• Eased the prospecting process via Callbox’s SMART Calling
• Accurately tracked active responses via The Pipeline Lead Nurture Tool

THE CALLBOX SOLUTION

Customer-Profiling

1. A customer profiling campaign was rolled out to validate and update the databases.

2. Contact details like company and business names, address, phone numbers, email addresses and social media accounts were updated to ensure accuracy.

3. Contact validation was done by sending initial copies of the Client’s newsletters featuring the awards and accreditations they have received,
and also contained links to FAQs, the company website and a query box.

4. Active responses like opened emails, website visits, clicked links, and queries were tracked via the Pipeline Lead Nurture Tool and saved for
follow-up.

5. Invalid emails (bounces) and contact details were updated upon speaking with the decision maker.

Appointment-Setting

1. The Client launched three consecutive lead generation campaigns for three of their clients which were all HP partners.

2. Active contacts that were filtered from the customer profiling campaign were prioritized and followed up via different channels (call, email, social, web and mobile) based on the prospect’s business buying behavior which was made possible by Callbox’s SMART Calling process.
3. Each campaign required 4 out of 6 probing questions be answered by prospects in order to provide substantial data for campaign consultant about the prospect’s current printing setup.

4. Prospects who agreed to speak with the Client were sent calendar invites to keep them reminded of the appointment schedule.

5. Leads were categorized as A, B, C and D based on the prospect’s need, interest, and purchase plans. “A” leads comprised of prospects who have the need to purchase within 3-6 months, “B” prospects are interested to explore, evaluate and open to discuss about a specific printer model, “C” prospects have the need to purchase or upgrade and “D” prospects are open to discuss but without specific printer model in mind.

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Callbox Prints Out Success For ICT Leader

May 29, 2017/in //by: Guest

CASE STUDY

Callbox Prints Out Success For ICT Leader

THE CLIENT

ABOUT
The Client is the largest HP partner in Asia, providing intelligent applications and innovative solutions and offers a wide portfolio of print devices.

TARGET INDUSTRY
Any business with printing needs with main focus on Financial Institutions & Manufacturing Plants.

TARGET DECISION MAKERS
IT Manager, HR Administrator, Procurement/Purchasing Manager, Buyer, Office Administrator, General Manager, Person-In-Charge of printers and photocopies

THE CHALLENGE

The Client consistently delivers the best print and copy solutions for their customers – a potent commitment which brought them successes in revenue and customer care since the company’s inception in 2005.

But as years passed, market competition has become tougher and the primal revenue target of 20% per year showed a dramatic decline in recent years, dipping to only 13%-15%. Due to this decline, the Client felt the urgency to regain what they’ve lost and immediately acted on the issue by taking the next best steps – looking for an outsourced lead generation partner and deciding on Callbox.

HIGHLIGHTS

RESULTS WITHIN TWELVE WEEKS

• Use of 5 marketing channels
• Warming up prospects via Lead Nurture Tool
• Increased contact rates via Callbox’s SMART Calling
• Lost revenue regained

THE CALLBOX SOLUTION

Customer-Profiling

1. Callbox validated contact details in the database to ensure accuracy by sending initial emails with overview on the total print managed services.

2. Active responses like opened emails, website visits, clicked links, downloads and queries were tracked via the Pipeline Lead Nurture Tool and saved for follow-up.

3. Invalid emails (bounces) and contact details were corrected updated upon speaking with the decision maker.

Appointment-Setting

1. Active contacts were prioritized and followed up via different channels (call, email, social, web and mobile) based on the prospect’s business buying behavior which was made possible by Callbox’s SMART Calling process.

2. At least 4 out of 6 probing questions should be answered by prospects to provide the Client’s consultants substantial data, a requirement fully complied by the team.

3. Prospects who agreed to speak with the Client were sent calendar invites to keep them reminded of the appointment schedule.

4. After each call, regardless whether the prospect agreed for an appointment or not, agents offered to share/send pertinent information about the program to prospects to ensure familiarity and build a higher chance of conversion in the next follow up call.

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Callbox Secures Leads for Cyber Security

April 4, 2017/in //by: Guest

The Client

Industry: IT Cyber Security
Location: Singapore
Headquarters: US

The Client is a global cyber security company that delivers solutions on visibility to reduce risks and the control to act against internal and external data breach threats.

Campaign Type: Appointment Setting, Profiling
Target Location: HK, PH, MY
Target Industry: End User
Target Decision Makers: Risk Manager, CIO, CTO, Security Manager

The Challenge

The numerous global recognitions that the cyber security leader has received speak well of their unmatched solutions to their 4,000 plus, including half of the Fortune 100, customers. But even their thought expertise and rich experience did not spare them from challenges: Cyber security threats have become complex and target customers apparently became fastidious, making it difficult for the Client to present their integrated privilege and vulnerability management solutions to target customers. But the challenge was straightaway coped with after they partnered with Callbox for a Lead Generation Program.

The Callbox Solution

Customer Profiling

With the help of the Pipeline Lead Nurture Tool, Callbox was able to send the Client’s message to the right prospects at the right time.

Callbox’s SMART Calling helped the team engage with the most qualified prospects – decision makers who were most ready to engage.

Callbox ensured prospect’s receipt of collaterals that contain information about the Client’s unified IT solutions on risk management, reporting and analytics.

Lead Generation

Callbox called to verify contact details like decision maker’s name, email and contact numbers.

Callbox briefly shared the Client’s products and services with prospects, focusing on threat mitigation capabilities, broad platform coverage and workforce collaboration to battle both internal and external threats.
It was ensured that this probing question was asked – “Are you currently reselling any of the following security vendors for privilege management and vulnerability management such as: CyberArk, Intel McAfee, Dell, CA,. Lieberman, Centrif”y – and must be answered by the prospect
Set appointment for the Client’s IT security consultant to further discuss and customize a solution for the customer and sent calendar invites to avoid missed opportunities.

Highlights

Utilized Callbox’s SMART Calling and Lead Nurture Tools
Achieved Goal to Generate Quality Leads
Successfully Achieved More Than Targeted Email Recipients

Results Within Twelve Weeks

Qualified Leads – 25 Appointments
Emails Sent (received by prospects) – 600
Leads For Follow Up – 375

Callbox: Instrumental to Manufacturer’s Marketing Success

October 10, 2016/in //by: Guest

The Client

Industry: Manufacturing
Location: United Kingdom
Headquarters: United Kingdom

The Client is a 50-year old market leader that provides high technology tools and systems like desktop, portable, handheld XRF and OES materials identification and analysis systems, as well as coating thickness measurement and gauging instrumentation to industrial customers with diverse needs. They design and manufacture equipment that can fabricate, analyze and manipulate matter at the atomic and molecular levels.

Campaign Type

Appointment Setting

Campaign Target Criteria

Location: Malaysia, Thailand, Vietnam and Korea
Industry: Steel Manufacturing, Foundries, Automotive Manufacturers
Decision Maker: Quality Manager

The Challenge

The Client, although prided with the value proposition of providing A1 screening tools for fast and accurate analysis of the widest variety of materials, truthfully admitted that coping with global competitions would be difficult to achieve without a partnership with some significant sectors like sales and marketing. Their products’ key benefits (point and shoot, verification in seconds, rapid, reliable and rugged, non-destructive testing and no sample preparation, easy to carry) were first-rate features that set them apart from competitors but were hardly positioned to their target customers’ attention due to some deferring areas in the business process that withheld progress and expansion goals:

Customers database is inaccurate with incomplete contact information
Customers evade long discussions and questions which inhibits the Client from being able to further explain how their product or service could be beneficial to the customer
Some customers’ needs were understated which caused application of inadequate solutions by the Client

The Callbox Solution

As an industry expert on providing sales and marketing solutions to a global market, Callbox, upon its initial discussion with the Client deemed the course unique and framed a fitting solution for the aforementioned concerns.

Customer Profiling

The Client saw their database as obsolete as the last update was done over 3 years ago, but Callbox’s customer profiling service recreated the list as new.

The Callbox team first sent out initial emails to the current list to see which contacts were still active by tracking replies and actions like website visits, clicked links and downloads. Those emails contained a one-page informational content which included CTAs like links to landing pages about specific subjects the target would be interested to see, website links, Q&A boxes and downloadable collaterals. Inactive contacts were scrubbed off to leave room for newly acquired ones.

Active contacts in the old list and the newly acquired database which was provided by the Callbox team, were then called by the agent to verify all pertinent information like contact name, business name, business address, active phone numbers, email addresses, social media accounts and industry focus.

Both lists were then deduplicated to ensure calling time and effort were maximized throughout the duration of the campaign.

Appointment Setting

The final action in the lead generation program was appointment setting. The Callbox team meticulously drafted a script for the campaign which would uncover the target’s concerns at base level. Only three key probing questions were asked of the target but were surefire to uncover the prospect’s pain points. This opened an avenue for the Client to speak with their target prospects how their products and services would benefit their business.

The Results

The combined lists from the Client and Callbox totaled to 4,894 profiled and updated records. The three-point probing approach unleashed significant answers from the prospects which were instrumental to the Client in tailor-fitting solutions for them.

Out of the 4,894 records, the Callbox team generated 93 appointments and 51 warm follow ups, and before the three-month campaign ended, the Client was already preparing proposals for three large companies.
The technology leader concluded that indeed, with Callbox’s Appointment Setting program, business advancement and expansion were imminent.

IT Consulting Expert Reclaimed Prized Customer Conversations

September 12, 2016/in //by: Guest

The Client

Industry: Ecommerce Consulting
Location: Dover, PA
Headquarters: Dover, PA

The Client is a seasoned technology services provider and prides itself with a 17-year experience in e-retail services and 16 years of providing non-stop technology consulting solutions. The extensive technology background of their consultants in customizing top solutions for their clients needs enables them to widely cater to different industry types and sizes.

Campaign Type: Appointment Setting

Campaign Target Criteria

Location: USA
Industry: Retail, Manufacturing
Decision Makers: E- Commerce/Marketing/Advertising Director

The Challenge

As a technology consulting solutions expert, the Client provides a variety of services like catalog management, e-retail design and development, storefront software support, ROI optimization, Google utilization, order and inventory management, SEO, integration, product data feeds, product data cleansing, email marketing and the full service package from evaluation to analysis to tailor the best fitting solution.

The extensive solutions they provide have brought in long-term clients and have resulted to high ROI for the business. However, recent years have seen meager production of new business deals due to some challenges that were caused by the following:

The Client’s email marketing strategy that sends out catalogs to prospects via regular email accounts have become less effective, for reasons the Client was not certain of. The percentage of replies decreased from 8-10% to 5-7% in the last two years.
Since the catalogs were hardly opened or read by target prospects, the Q&As it contained that were supposed to initially probe the prospect’s concerns have become less usable which slowed down the process of identifying as to whether the target needs custom-built storefront or requires a minor change. Such data is significant in customizing the best solution for the prospect.
The preceding root causes bore a bigger problem which impacted the whole prospecting process of the business – fewer client conversations.

The Client opened themselves to options that could possibly address these issues and outsourcing to a lead generation provider came up as the top and most preferred over others like buying/renting lists and adding in-house staff to multiply the job.

The Callbox Solution

Callbox and the Client possess a similar characteristic in terms of prospecting and handling customers – everything goes through evaluation and analysis before customizing the best-fit solution.

To ensure data accuracy, the Callbox team profiled the database. The contact details like email addresses, phone numbers, company name and address, SIC codes and social media accounts were updated.

Email Marketing

You might wonder why the Client still employed Callbox’s email marketing service when they had an in-house process. Well, that’s because they found Callbox’s email marketing tactic much advanced and competitive compared to theirs. Callbox utilized its Pipeline Lead Nurture Tool to send out the catalogs to prospects. Replies and actions were tracked in real time – website visits, clicked links like the Q&A and download of the query forms.

Call to Follow Up

Replies and actions tracked were set as priority for the agent to call in order to probe further on the prospect’s concerns and set appointments for them with the Client’s sales consultants. Note that the consultants already have the knowledge about the prospect’s concerns prior to the appointment as all actions and queries – made via web, phone or email – were shared with them by the Callbox team.

Solid Appointments

To ensure that a solid appointment is set between the prospect and the Client’s consultant, the agent sent out a follow-up email to the prospect stating acknowledgement of the recent follow-up call and confirmation of the appointment. Along with the email, a calendar event is set copying both the prospect and the consultant to avoid missed appointments.

The Results

The email marketing campaign yielded a total of 720 replies out of the 4500 sent, a 50% increase from the previous average percentage from the Client’s in-house email marketing process.

Out of the 720 replies (website visits, clicked links, downloaded forms), 6% or 44 solid appointments were delivered while the remaining 676 were warm follow-ups that were worth nurturing.

Of the 44 leads, the Client was able to close 5 deals and is looking into 3 more closes before the year ends, pegging the close ratio for Callbox leads at an impressive 18%. The total of 8 closes would result to additional revenue for the Client upwards of $250,000.

Callbox Solves Software Company’s Marketing Conundrum

August 2, 2016/in //by: Guest

Callbox Solves Software Company’s Marketing Conundrum

Product/Service: Platform as a Service (PaaS) Cloud-Based Applications
Campaign Type: Lead Generation/Appointment Setting

The Client is known in the cloud-based communications and security software industry in the continental US. It plans to increase its market share by targeting all industries, offering high-availability global communications, collaboration, secured services, and advanced analytics. It asked the help of Callbox in finding interested companies to engage with their services for the long term.

The Client wanted Callbox to provide them with a list of accurate contacts and quality appointments with interested prospects whose pain points it can thoroughly address, and who would consider a long-term partnership.
Callbox started by updating existing data to improve its quality, and then rolled out the trusted Callbox Pipeline Lead Nurture Tool to automate the other tasks that followed.

Find out how Callbox took full advantage of its multi channel marketing program to produce positive results for the The Client and win for itself a new contract.

Callbox: Clear Connection to Leads for Managed Telco

March 15, 2016/in /0 Comments/by: Guest

Callbox: Clear Connection to Leads for Managed Telco

Product/Service: Telecommunications Technology Provider
Campaign Type: Lead Generation

A major player in the telecommunications industry in Singapore, with clients from almost all sectors, wants to keep abreast and take advantage of internet protocol telephony technology to increase its client base without putting a dent on capital expenditure. Challenged by pressure to improve both ROI and customer acquisition, the client turned to Callbox.

Callbox knew exactly what to do: Use its proven lead nurture tool to complement its efficient multi channel lead generation program to reach more prospects, generate more leads, and improve the client’s revenue.

It’s not a question whether the campaign was successful. It’s HOW successful the campaign was. How did Callbox do it? Find out here.

Speaking for a Network Management and Security Company

January 22, 2015/in /1 Comment/by: Guest

The Client

The Client is a privately held corporation and is a premier provider of IT management solutions for businesses. The firm’s diverse product line, offered in a wide variety of capacity and application-specific configurations, can be scaled to support virtually any corporate environment.

The Client’s customers span a wide range of industries, and include Fortune 500 global enterprises. Their customer base is Medium to Large Enterprise businesses with complex, heterogeneous IT environments with stringent uptime and performance requirements. Today, over 40 customers with more than 5,000 total locations rely upon their products.

The Challenge

With their infrastructure ready to safely accommodate “many more” clients, they want to markedly increase highly qualified interest in their IT products, to produce enough leads to “boost sales to the next level.”

The Callbox Solution

The Client consulted Callbox. After reviewing their sales and marketing operations, Callbox immediately proposed deploying the Appointment and Lead Generation Program to realize their goal. Callbox started with an “out of the box” telemarketing campaign that would generate qualified/potential leads and appointments for the client on a daily basis. This was done by locating prospects, profiling, identifying decision makers, probing, qualifying targets, and pitching sales.

A script outline was developed which would serve as a guide for the agents to use in qualifying a prospect. It includes:

Introduction of the Client to the decision maker, usually the IT or IP/Telephony Manager
Initial qualification of the prospect based on their interest in simplifying network and IT management including uptime objectives and hardware requirements.
Delivery of proper rebuttals when necessary
Callbox appointment setters then e-mail the Client’s marketing collateral and Statement of Qualifications to the prospect companies.
Appointments made with the qualified prospects are then delivered via PipelineCRM, an online CRM tool developed by Callbox especially for clients with distributed offices and disparate territories to access their up-to-date sales pipeline. Managers can view the dashboard and sales pipeline of any sales agent, any region, or the whole campaign, at any time, from anywhere, and get an up-to-the- minute report on both closed sales and forecasting in any format [html, csv, pdf, xml].

The Results

The sales generated as a direct result of the Callbox campaign exceeded projected revenues. Engaging Callbox to set appointments and generate leads effectively increased ROI and decreased transaction costs. It eliminated unnecessary costs incurred by the sales and marketing department by freeing them from calling dead ends and meeting unqualified clients.

The Client enjoyed the following benefits:

Savings in time and money
Increased productivity of in-house sales force
Higher conversion rate as a result of improved lead quality

This case study is another success story showing that companies from various industries and strata benefit from Callbox’s target marketing to increase profitability and growth without sacrificing the quality of customer service.

Callbox: Successful Partnership with IT Heavyweight

January 22, 2015/in /0 Comments/by: Guest

The Client

The Client is a progressive internet and information technology company whose aim is to provide customers with the best range of products at the most competitive price. They offer domain name registration, web hosting, computer hardware, web design, computer networks and many more products to a large and diverse client base. They have clients from Global Fortune 50 companies to home users each getting the product and support they need to run their businesses. The Client also offers telecom services and SEO (search engine optimization). Their general offices are based in Dublin, Ireland.

For this marketing project, the Client targeted companies in the market for an Enterprise Resource Planning (ERP) system to integrate all data and processes of the organization into a unified system.

The Client engaged the services of Callbox for the duration of 10 months (February to December 2006).

The Challenge

The Client needed research on companies that had either current or future plans of ERP implementation. ERP system implementation is a complex process. Evaluation of the current company system and the actual tuning or upgrading takes a significant amount of time and depends on the size of the business, the scope of the change and willingness of the customer to take ownership of the project. A small project (e.g., a company of less than 100 staff) may be planned and delivered within 3 months; however, a large, multi-site or multi-country implementation may take years. Due to the complexity involved in the implementation, ERP is, without a doubt, expensive.

While the benefits it provides to a particular business, especially large scale ones, spark interest in improving or changing their current system, it is the length of time involved that often discourages companies from proceeding with ERP implementation, and this is the most common reason for the Client’s lost sales.

The Client therefore needed their current as well as prospect companies to understand that despite the fact that it is costly and involves a certain length of time, the benefits and advantages from the system will do much for their business in the medium and long term. With Callbox, the Client needed to generate and maintain the loyalty of existing customers but more importantly, find new ones.

The Client needed to identify companies that needed any of the following:

1. upgrading
2. systems performance tuning
3. entire change of current software system

The Callbox Solution

Callbox’s team went to work:

1. Profiled prospects for Client’s software services, specifically ERP

Significant business intelligence was gathered via phone research. After discussing the goals of the campaign and obtaining a list of prospects or existing clients, this list was surveyed using questions developed jointly by the Client and Callbox’s experienced researchers. Responses were then analyzed and presented along with the raw data.

2. Implemented a lead generation program, including:

Cold calling companies that needed upgrading, systems performance tuning or entire system overhaul
Callbox agents adeptly setting phone or office appointments with C-Level executives, accounting managers, IT managers, and controllers assuring Client of a steady stream of business opportunities.
Providing Client with PipelineCRM, a private online customer relationship management calendar including lead tracking and sales pipeline

The Results

For the 10-month duration of the campaign, the Callbox team generated a total of 456 leads for the Client.

The Client expressed satisfaction with Callbox by deciding to continue the campaigns after a one quarter break to digest their full pipeline.

Callbox: Opening Communication Lines

January 22, 2015/in /0 Comments/by: Guest

The Client

The Client is a leader in the SMB marketplace for Business Phone Systems and Applications. Their services include the design and installation of structured cabling, equipment installation and maintenance, and voice and data networking, including LANs, WANs, routers, hubs, switches, firewalls, and high-speed internet access. Their expertise includes designing and installing cabling for everything from small offices to large, multiple site locations.

Business is headquartered in Lemont Illinois with branch offices in Santa Fe Springs and Sacramento in California. They provide IP-PBX systems, IP-enabled Systems, VoIP Phone Systems, VoIP solutions, VoIP Technology and traditional TDM systems. For carrier-based services, they offer T-1, ISDN-PRI T1, dedicated internet access, integrated voice and data T-1′s, DSL, and more. The Client strives to be a single-source solution for companies’ telephone, video, and data communication needs. The Client engaged the services of Callbox in September 2006.

The Challenge

The Client’s objective was to see an increase in the number of its sales leads so that it could service more customers in the areas where its facilities were located. The Client has its own sales representatives for each county but they felt they needed supplemental support in searching for leads and wanted these leads forwarded to their in-house sales representatives for follow-up.

The Client searched for an outsourcing partner to help provide leads for its sales reps. Aside from this, the Client wanted to help their customers save on telecom bills by introducing and offering their affordable services as an alternative to other telecom providers.

The Callbox Solution

To achieve the Client’s objectives, Callbox carried out a lead generation and appointment setting campaign.

Taking its cue from the Client’s instructions, Callbox agents adeptly qualified leads and set appointments and forwarded these to the Client’s sales representatives. The 3-seater campaign focused on targeting small to medium sized businesses and a few large ones. No particular number of leads was required by the Client, so Callbox, equipped with research tools and a diligent team of agents, made calls and delivered leads according to the needs of the company.

The Callbox team made 160-200 calls per day for the Client. Callbox agents inquired about the current phone systems of target businesses, determined their level of contentment with their current telecom provider and asked them if they were interested in upgrading or adding features.

The Results

Callbox generated a total of 303 leads for the Client during the 8-month campaign. Each seat successfully generated 1-2 appointments per day, 25-30 appointments per month for Client’s sales team. The Client took a break in January 2007 to digest its full pipeline and resumed partnership with Callbox.

The Client ultimately profited from choosing Callbox as their outsource partner.

World’s Computer Giant Gets Even Bigger with Callbox

January 22, 2015/in /0 Comments/by: Guest

The Client

The Client is a global systems integrator and provider of end-to-end enterprise IT and software solutions. Its service portfolio includes strategic outsourcing, IT consulting, application management, training, small business services, asset recovery, and software services. It serves a huge client base in 170 countries with several business partners around the world.

The Challenge

The Client wanted to expand its market and open new accounts in the Asia-Pacific Region with as little difficulty in finding qualified leads as possible. Not satisfied with the performance of its previous telemarketing provider, it actively sought for a better lead generation carrier.

The Client had the following requirements for this campaign:

1. Highly flexible, non-scripted telemarketing approach to fit the different needs of various sets of projects.

2. Technically sound telemarketers to promote the Client’s software and IT products, and answer technical questions from prospects.

3. Excellent lead generation and appointment setting skills to produce substantial business leads in a limited time.

Having raised the bar, and seeing Callbox’s previous experience in b2b lead generation for multi-level marketing campaigns, the Client greenlighted the partnership.

The Callbox Solution

The Client hired Callbox in July 2009. A brief kick-off meeting was held where the Callbox agents were trained on how to present the Client’s offerings including fourteen different software and three hardware products. The Client instructed Callbox to generate a database of potential customers in the Asia Pacific. To their amazement, Callbox had already prepared a comprehensive list of contacts from its own contacts database. With the entire team geared up, the calling campaign started without delay.

Customer Nurturing Campaigns

Callbox deployed three customer nurturing projects designed to identify and communicate with the Client’s business partners in Malaysia. The first one was launched in August 2009 to introduce the Client’s reseller incentive programs, and promote their new products and services. It was followed by two more projects aimed to verify the contact details of the Client’s business partners, and to update them on the new reseller certification courses offered by the Client through its continuing education program.

Lead Generation and Appointment Setting Campaigns

The next set of campaigns was a lead generation project launched to support the Client’s marketing team in Asia-Pacific. One campaign was launched in behalf of its business partners in Singapore to market back-up storage solution. Time was of essence in this campaign, and Callbox was given three weeks to call prospects and deliver as many leads as it could generate. It was soon followed by a much bigger campaign aimed at generating sales leads for sixteen Client Business Partners in four countries (Singapore, Malaysia, Indonesia, and the Philippines). The density of the campaign was a huge challenge. Callbox submitted daily and weekly reports so that the Client’s salespeople could respond to new leads and appointments without delay. Lead distribution was facilitated through PipelineCRM, allowing the Client a real-time dashboard view of lead activity.

The Results

The five successive campaigns ran flawlessly for over a year, generating excellent results for the Client:

Callbox produced a total of five hundred qualified leads resulting in increased sales activity among the Client’s salespeople.
New accounts were opened adding significantly to the Client’s customer base.
Callbox was able to contact and work with the Client’s fifty business partners in the Asia-Pacific region.

Pleased with the competence, exactness, and success of Callbox’s performance the Client’s business partners often expressed satisfaction:

“You are a great gun. Keep it up mate. Good work. This team is good. The information provided and quality of leads is much, much better than what we had from two other options we had earlier. This is real call success rate. This team is giving similar results to what our own internal team was doing. Finally we have some thing working.”

“I am pleased to say that the team has done a very good job in calling and generating leads for our organisation. I am sure we will have another round of campaigns with your team very, very soon. Loved the way your team works timely reports, timely information regards the leads, proper scripts. Good. Keep it up!! Best part is you understood what we are selling and devised your own process & ways to help us position & qualify a lead. Very Good.”

Since then, the Client continued to renew contracts regularly, and invited Callbox to take part in their ASEAN marketing plans for the year 2011.