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ABM Campaign Twinned Success for Big Data & Analytics Leader

The Client

The Client is a major player in the Software industry, providing information and analytics for professional and business customers across industries in more than 180 countries. By combining High Performance, Big Data and Advanced Analytics, they completely provide insights that benefit businesses, the environment and the global community.

Target Prospects

Product 1

Priority: Chief Compliance Officer, Chief Ethics Officer, Chief Security & Risk Officer, Chief Audit Executive, Senior VP or Head of Risk, Head of Anti-Bribery & Corruption, Head of Corporate Security, Head of Procurement, Head of Fraud Prevention, Director of M&A Activity

Secondary: IT Department, Risk Managers, Financial Crime Analysts, Due Diligence Analysts

Product 2

Media Professionals

Information & Data Professional: Knowledge Manager, Head of Information Services, Research manager, Analyst, Librarian, Corporate Librarian, Data Scientist, Data Engineer, Data Analyst

Strategist: Planner (VP, Director, Manager, Analyst), Competitive Intelligence (VP, Director, Manager), Consultant, Managing Consultant, Business Analyst

Financial Professional: CFO, Finance Director, Analyst, Business Advisor, Performance Measurement Analyst, Acquisition Program Analyst, Investment Manager, Market Data Analyst

Consultant: Consultant, Strategist, Librarian, Analyst, Partner

The Challenge

Part of the Client’s mission is to provide customers with solutions and decision tools that combine public and industry specific content with advanced technology and analytics to assist them in evaluating and predicting risk and enhancing operational efficiency, which made them a leading provider of essential information to help customers across industry and government assess, predict and manage risk. The seamless flow however was challenged by the global plight of the pandemic. But, by collaborating with the right network partners, resellers and integrators, these goals were effectively carried out.

The Callbox Solution

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

  • Account-Based Multi-Channel Lead Management which included Voice, Email, Chat, Social Media and Mobile
  • Sales Enablement & Support with Training, 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 were for the Callbox team to:

  • Run a campaign for two products
  • Set appointments for the Client’s consultants
  • Connect with prospects via social media

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 were divided for the two products:
    • Product 1
      Priority:
      Chief Compliance Officer, Chief Ethics Officer, Chief Security & Risk Officer, Chief Audit Executive, Senior VP or Head of Risk, Head of Anti-Bribery & Corruption, Head of Corporate Security, Head of Procurement, Head of Fraud Prevention, Director of M&A Activity
      Secondary: IT Department, Risk Managers, Financial Crime Analysts, Due Diligence Analysts
    • Product 2
      Media Professionals

      Information & Data Professional: Knowledge Manager, Head of Information Services, Research manager, Analyst, Librarian, Corporate Librarian, Data Scientist, Data Engineer, Data Analyst
      Strategist: Planner (VP, Director, Manager, Analyst), Competitive Intelligence (VP, Director, Manager), Consultant, Managing Consultant, Business Analyst
      Financial Professional: CFO, Finance Director, Analyst, Business Advisor, Performance Measurement Analyst, Acquisition Program Analyst, Investment Manager, Market Data Analyst
      Consultant: Consultant, Strategist, Librarian, Analyst, Partner
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The analytics leader has been working with Callbox for five years now, leveraging a multi-channel marketing approach which constantly brings them good campaign results and steady sales. In fact, the recent 12-month ABM Lead Generation and Appointment Setting campaign that Callbox ran for them produced a total of 128 Sales Appointments, 1,020 MQLs, and 536 Social Media Connections.

Mobile Commerce Lead Closed 8 Deals in 6 Months with Callbox

The Client

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

The Challenge

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

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

The Callbox Solution

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

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

The goals were for the Callbox team to:

  • Promote the Clients products/solutions to target audience
  • Reach out to prospects through email and connect via LinkedIn
  • Callbox to regularly report and update the Client about campaign status
  • Call and inform prospects about Singapore’s Digitalisation Initiative for SMEs

Below is the two-step campaign process:

Account Research and Selection

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

Account and Prospect Profiling

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

Results

The campaign is currently running and has so far delivered a total of 96 Sales Appointments, 23 Marketing Qualified Leads, 48 Requests for more information, 118 Callback, 51 Potential Leads and 153 Social Media Connections. The campaign’s second term was capped with 8 Closed Deals.

US-based IT GRC Services Company Gains 180 Sales Appointments

The Client

The Client is a full-service IT firm with a multi-disciplined team that can handle every aspect of business IT. They cater to growing, mid-sized, and enterprise organizations to enable them to achieve their business goals in order to scale up their operations, reduce risks, and get a consistent service experience. The Client’s specialty is its GRC services wherein they align their IT with business objectives all while effectively managing risk and meeting all compliance requirements.

The Challenge

The Client already has an internal marketing team reaching out to their clients, offering solutions for their main pain points such as risk data quality and management, lack of flexibility to extend the current systems, risk technology adaptability to changing regulatory requirements, etc. They struggled with overwhelming their marketing team as well as not successfully driving in any new leads.

The Callbox Solution

The challenge was for the Callbox team to acquire new business leads using a multichannel marketing strategy.

In order to achieve this goal, Callbox designed a Lead Generation & Appointment Setting, Events Marketing campaign package consisted of:

  • Account-Based Multi-Channel Lead Management which includes voice, email, chat, and social Media.
  • Account Management that provides strategy building, reporting, and product knowledge.

Account Research and Selection

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

Account and Prospect Profiling

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

Results

Over the course of 12 months, the Callbox team was able to set 180 Sales Appointments and 320 Marketing-Qualified Leads (MLQs).

Robotics Firm Found New Set of Distributors with Callbox Multi-Channel Lead Generation Campaign

The Client

The Client is a Danish company, specializing in developing and manufacturing end-effectors or End-of-Arm tooling (EOAT) for collaborative and light industrial tools, and provides gripping and sensing technologies for companies that are into industrial automation.

The Challenge

Technology has come of age, and many see it as a potent tool for business; thus, despising human capability at times.

The Client manufacture products that enable their customers’ workforce to work side-by-side with collaborative robots to achieve faster and better productivity. This principle applies in every product they manufacturer, and also the message they wanted to convey to their target audience.

They have worked with several outsourced marketing providers before, but did not generate good results. The lack of channel to use to reach potential prospects and convey their message, was seen to have caused the campaign’s poor performance.

The Callbox Solution

Callbox designed an Multi-touch, Multi-channel Lead Generation & Appointment Setting campaign for the Client which consisted of:

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

The goal was for the Callbox team to call and qualify a new set of distributors across South East Asia, Oceania, Taiwan and India. The campaign involved two key steps:

Account Research and Selection

  1. The Client specified target industries and target contacs.
  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 buyer persona profiles of the prospects that they want the outbound campaign to engage. The profiles consisted of detailed demographic and firmographic segmentations.
  2. The buyer personas were designated as the campaign’s primary targets were Managing Director, CEO, GM, Engineering Manager/Director, Technical Manager/Director, Sales Manager/Director, BDM
  3. The master contact list was segmented based on these two personas, and was further grouped according to industry type.

Results

Overall, the three-month Lead Generation campaign produced 67 Marketing Qualified Leads, 20 Potential Leads, 11 Requests for more information, 5 Follow-ups, 33 Callback, and 197 Social Media connections (with 65 inmail replies or 33%)

Callbox Lead Generation Powers Up Software Startup

The Client

The Client is a software development startup, serving clients from different verticals across the globe, building Web, Mobile, Analytics, Machine Learning, Blockchain, and RPA solutions.

The Challenge

The Client aims to provide a progressive and wide range of quality skills and services to facilitate end to end solutions for different IT needs. In order to fully achieve this goal, they looked for other marketing strategies that they can use to reach out more prospects that have a need for any of their services.

The Callbox Solution

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

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

The Callbox team was to call prospects who were interested to know more or have a requirement for any of the product offerings of the Client, and agreed to speak with a specialist via phone or office meeting for a product demo.

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. allbox 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 Lead Generation and Appointment Setting campaign produced a total of 97 Sales Appointments, 6.62% Email Open Rate, 144 MQLs and 122 Social Media Connections.

Engineering & Industrial Software Lead Successfully Launched New Ops Portfolio with Callbox

The Client

The Client is a Florida-based global leader in engineering and industrial software development that drives digital transformation across the whole asset and operations life cycle of capital-intensive industries, serving more than 16,000 customers around the globe with its engineering, planning and operations, asset performance and monitoring and control solutions.

The Challenge

As part of its digital transportation journey, the Client recently released a full supervisory control and data acquisition portfolio designed to deliver a new cloud and mobile experience driving collaboration and frictionless workflow. The project will address the increasing demand from their customers for flexibility and agility to collaborate seamlessly with their technology deployments.

To augment the project launch, the Client opted to outsource lead generation and appointment setting services from Callbox which helped them focus on other important tasks that paved the way to the successful launch of their new offerings.

The Callbox Solution

Callbox designed a standard Lead Generation and Appointment Setting program for the Client which included Account-Based Multi-Channel Lead Management, Sales Enablement & Support and Tools and Subscriptions and Account Management services.

The campaign goal was for the Callbox team to generate leads and set appointments for the Client’s sales consultants, utilizing voice, email, web, chat, mobile and social media channels.

The campaign was rolled out in two stages:

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. The profiles consisted of detailed demographic and firmographic segmentations.
  2. Buyer personas identified as the campaign’s primary targets were CIO, It Manager, SR 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 six-month lead generation and appointment setting campaign delivered a total of 71 Appointments Set, 23 Follow-ups, 29 Leads Completed, 34 Requests for more information, 63 Callbacks and 273 Social Media connections.

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

The Client

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

The Challenge

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

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

The Callbox Solution

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

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

Account Research and Selection

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

Account and Prospect Profiling

  1. The Client provided target decision makers for the Callbox team to reach out which consisted of detailed demographic and firmographic segmentations.
  2. The buyer personas designated as the campaign’s primary targets were General Manager, Sales Manager, Owner, Marketing Manager, Business Development Manager, Branding and Advertising Executive, Managing Director.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

Overall, the six-month ABM Lead Generation and Appointment Setting campaign produced a total of 198 appointments, 59 MQLs and 587 social media connections.

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

The Client

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

The Challenge

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

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

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

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

The Callbox Solution

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

Callbox spearheaded a 6-month campaign with the Client, where multiple decision-makers within a company were targeted, creating various entry points into one organization. With Callbox’s multi-channel prospecting efforts, the Client has been able to convert leads and appointments into SQLs and Opportunities at a much faster and bigger rate compared to previous efforts.

Results

The Client’s campaign for improved lead quality started to pick up in the second month of the 6-month campaign. The Client was also able to secure new clients by the fourth month of the campaign. The quantity of generated leads and appointments was on par (average 20/month for a total of 123 in 6 months) with the Client’s first outsourced vendor, but with Callbox’s intervention, the Client was able to secure new clients and better leads.

Because of the results that Callbox delivered, the Client has renewed its contract with Callbox for another 6-month campaign.

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

The Client

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

The Challenge

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

The Callbox Solution

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

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

Account Research and Selection

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

Account and Prospect Profiling

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

Results

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

Callbox Account-Based Marketing Lead Generation Campaign Formed New Partnerships for Global Information Services Leader

The Client

The Client is a leading global information services company, combining deep domain knowledge with intelligent technology, delivered through vital insights and sage tools which enable healthcare, tax finance, legal and regulatory professionals become more efficient and effective.

The Challenge

As the future of work is evolving fast, the Client remains focused on accelerating its value as a trusted global information services leader that provides expert solutions which enables organizations to make the right decisions, improve strategies and build better judicial and regulatory systems. This served as an opportunity for the client to expand its services across regions through channel partners, and the best way to find these targets was to work with a marketing solutions company who can provide both the data and the tools required to help them reach the right partners in their target regions – Callbox.

The Callbox Solution

Callbox designed a multi-touch, multi-channel campaign based on the client’s specifications. The two-term account-based marketing lead generation and appointment setting campaign’s outbound activities utilized voice, web, email and social media in reaching its targets.

The goal was for the Callbox team to find companies who are interested to become the Client’s channel partner.

Account Research and Selection

  1. The Client specified 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 compiled a list of potential contacts to target, which was reviewed and approved by the Client.

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they want the outbound campaign to engage. The profiles consisted of detailed demographic and firmographic segmentations.
  2. Buyer personas designated as the campaign’s primary targets: C-suites, VPs, Directors, Marketing Managers, Head of Marketing, Channel Partner Managers, Sales Directors/Managers
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type with unique accounts and unique contacts.

Results

Overall, the six-month lead generation and appointment setting campaign produced a total of 90 appointments, 333 MQLs and 213 Social Media Connections

Callbox Accomplished Smooth Application Transition for Global IT Distribution Leader

The Client

The Client is a huge distribution firm of IT products and supply chain, serving businesses around the globe for more than 30 years with its vast infrastructure mainly focusing on cloud, mobility, technology lifecycle supply chain and relevant technology solutions.

The Challenge

The Client has a broad customer and partner base that seemed to be set in stone, but such did not exempt them from experiencing financial slides. The major shakeout was a business disruption due to application transition to replace aging legacy systems in the APAC region. The Client dispatched hundreds of system integrators who conducted consultation meetings with prospects, and hired Callbox as their marketing arm to set meetings between their consultants and customers.

The Callbox Solution

Callbox ran a multi-touch, multi-channel account-based marketing lead generation and appointment setting campaign for the Client. The campaign was closed in a two-term contract which utilized voice, email and social media channels, which ensured a smooth transition for the IT distribution leader.

The campaign objective was for the Callbox team to generate potential leads and set appointments between the Client’s system integrators and prospects who are open to transition within a six-month timeframe.

Below is the three-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: CIO, CTO, CEO, CFO, IT Director/Manager.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

Overall, the two-term ABM Lead Generation and Appointment Setting campaign produced a total of 72 appointments,232 MQLs and 546 social media connections.

Callbox Captured Panoramic Success, Setting 400+ Appointments for Geospatial Expert

The Client

The Client is a US-based, privately held company that was incorporated in the US in 1991 from its parent company in the Netherlands, providing large-scale and systematic visualization of physical environments using specialized technology to collect 360° spherical imagery.

The Challenge

The Client’s camera technology developments and 3D image capture innovation keep them at the leading edge of the geospatial field, and in the best position to address customers’ anticipated and immediate GIS-related challenges.

Their 30-year experience in capturing street-level imagery served different environments like inner-urban communities with complicated street patterns and densely built environments, wide-open rural areas with few parcels per mile, roads and highways, and parklands.

When the time came to take things into new perspectives, the Client opened its services to other targets: utilities, real estate, telecom, city, and county government. This sparked the idea of employing new prospecting strategies as well, which they completely found in Callbox.

The Callbox Solution

Callbox planned a multi-touch, multi-channel campaign which the Client instantly approved. Initially, they signed up for a two-term appointment setting campaign which eventually progressed to another two-term contract thereafter.

The goal was for the Callbox team to set appointments between the Client’s sales team and qualified prospects. The campaign involved two key steps:

Account Research and Selection

To guarantee the quality of data to be used in the campaign, the list underwent thorough customer profiling, which involved manually validating and verifying each database record and field.

  1. The Client specified 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 compiled a list of potential contacts to target, which was reviewed and approved by the Client.

Account and Prospect Profiling

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.

  1. 2 buyer personas were designated as the campaign’s primary targets:
    • Champion – CIOs, IT Director, IT Managers
    • Influencers – C-Suite contacts – CFO, CEO, CIO; Purchasing Officer, and similar
  2. The master contact list was segmented based on these two personas, and was further grouped according to industry type.

Results

Overall, the twelve-month Appointment Setting campaign produced a total of 429 Sales Appointments, 273 MQLs and 490 Social Media Connections