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Top Telco Found New IoT Partners Using Callbox Account-based Marketing

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The Client

The Client is a leading telecommunications provider, offering the latest voice and data solutions to multinational enterprises and communication service providers, with a global coverage combined with local, on the ground knowledge that builds best in class connections across the globe.

The Challenge

The Client works with a number of channel development partners in the course to provide innovative solutions that meet the demands and challenges facing multinational businesses and government institutions all over the world.

For the area of IoT, the Client needed a marketing provider who could help them find more partners that needed global SIM connectivity to support their solutions. The following factors were considered in choosing the right lead generation partner: experience in handling telco campaigns, sales knowledge, responsiveness, package cost, the size and quality of the database, and marketing activities.

The Callbox Solution

Callbox’s Account-Based Marketing Lead Generation and Appointment Setting program was what exactly the Client had in mind. The campaign consisted of:

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

The Goals

  • The Callbox team was to reach out to prospects via multiple channels to uncover their pain points and upcoming needs.
  • Profile the target accounts based on the Client’s specifications.
  • Set meetings between the Client’s consultants and prospects who expressed interest in their services.
  • Invite prospects to the webinar.

Below is the two-step campaign process:

Account Research and Selection

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

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they want the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations.
  2. Identified as the campaign’s primary targets were CEO, CCO, CMO, IoT Business Unit Heads, Partnership Managers, Marketing Managers, VP of Marketing, Product Managers, VP of Products, Sales Managers, VP of Sales, Practice Managers, Senior Consultants, Project Managers, CTO, Internet of Things Experts/Managers, Information Technology Experts/Managers, CFO, Finance Manager.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

Overall, the six-month campaign generated 60 Sales Qualified Leads and 424 Marketing Qualified Leads.

Client Feedback

Callbox’s efforts have resulted in an on-hit rate of 40-50%, with those that are on target still under nurturing. The team consistently schedules two or more appointments per week. They boast a structured and efficient campaign delivery and management, ensuring a seamless workflow.

Southern IT Firm Crossed All AU Metros with Callbox ABM Campaign

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The Client

The Client is an IT company that has been providing corporate technology solutions services such as End User Compute, Data Centre, Cloud Transformation, Cyber Security, and People Provision to small and medium sized businesses across Australia for more than three decades.

The Challenge

The headquarters is in Melbourne, but this IT expert has extended technical teams across all major hubs in Australia that provide complete assistance and expertise to their customers. It strives to be always on top in giving holistic IT products and services by being adaptive to technology transformations and employing innovative strategies through partnerships, and by outsourcing applicable sales and marketing tactics from third-party providers that would help them carry out their goals.

With the goal of maximizing their technical experts spanned over the country, and to gauge their competitiveness in the market, the Client decided to outsource a lead generation campaign where Callbox was picked among a shortlist of providers.

The Callbox Solution

Callbox designed a 12-month Account-Based Marketing Lead Generation and Appointment Setting campaign for the Client which consisted of:

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

The Goals

  • The Callbox team was to reach out to prospects via multiple channels to uncover their pain points, and upcoming needs.
  • Profile the target accounts based on the Client’s specifications.
  • Set meetings between the Client’s consultants and prospects who expressed interest in their services.
  • Invite prospects to the webinar.

Below is the two-step campaign process:

Account Research and Selection

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

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they want the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations.
  2. Identified as the campaign’s primary targets were Business Owner, Head of IT, Procurement or Person-In-Charge of Purchasing, CTO, CIO
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The campaign recently completed 9 months, and delivered 133 Sales Qualified Leads, 128 Marketing Qualified Leads, 44 Profiles Completed, and 12 Webinar Registrations.

The campaign is running on it’s 10th month. With the impressive results that the team has delivered, the Client signed for another 12-month deal, and purchased HubSpot Marketing Hub as introduced by Callbox.

Callbox Hyped ABM Campaign for Multinational E-commerce Company

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The Client

The Client is an American multinational technology company based in Seattle, Washington, which focuses on e-commerce, cloud computing, digital streaming, and artificial intelligence.

The Challenge

Looking at a long list of lead generation providers, the Client needed to narrow down to just a few companies, and had to do an in-depth comparison to see who could serve their needs. Moreso, they were concerned about possible language barriers in some target markets, and contemplated limiting priorities to Profiling and Telemarketing.

The Callbox Solution

Callbox customized an Account-Based Marketing campaign for the E-commerce leader 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.
  • Account Management with Strategy Building, Reporting and Product Knowledge.

The Goals

  • The Callbox team was to do a lead scraping of the Client’s database to keep it accurate and updated.
  • Generate leads using the Client’s in-house tools.
  • Gather registrations for the webinar.
  • Set appointments for the Client’s sales representatives.

Account and Prospect Profiling

  1. Callbox profiled the Client’s ideal customer profile (ICP), and came up with a list of potential contacts to target.
  2. Identified as the campaign’s target decision makers were Business Owners, Managing Directors, General Managers, and Marketing Managers.
  3. The contact list was segmented based on these personas and was further grouped according to industry type.

Results

The campaign is ongoing, and has so far generated 939 Sales Qualified Leads on its 9th month. 67 RSVPs were gathered for the Webinar.

Client Feedback

The Client may have not verbalized their appreciation on how the Callbox team is running their campaign, but referring Callbox to two more of their offices says so.

ABM Campaign Twinned Success for Big Data & Analytics Leader

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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 around the globe. And 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

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

Influencers: 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 disrupted 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  that included Voice, Email, Chat, Web, Webinar and Social Media.
  • Sales Enablement & Support with Training, Setup and Back Office Sales Support.
  • Tools & Subscriptions to Callbox Pipeline and HubSpot CRMs
  • Account Management with Strategy Building, Reporting and Product Knowledge.

The Goals

  • The Callbox team was to promote two different products in separate target locations, Hong Kong and Singapore.
  • The team was to reach out to prospects who have downloaded the whitepaper from the Client’s website.
  • Uncover prospect’s pain points and upcoming needs.
  • Set appointments for the Client’s consultants with qualified prospects.
  • Run and manage a webinar.

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. The campaign’s target prospects were identified for each product.
  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 multi-channel marketing which constantly brings them good campaign results and steady sales. In fact, the recent campaign which is now in its 17th month, produced a total of 155 Sales Qualified Leads, 230 Requests for Information, and 468 Social Media Connections.

From the 155 SQLs, the Client was able to close 5 accounts worth US$ 42,900 in total.

Mobile Commerce Lead Closed 8 Deals in 6 Months with Callbox

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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

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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 Distributors with Callbox Lead Generation Campaign

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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, however, has a clear view of collaborative applications that leverage both machine and human potentialities. They 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 manufacture, and in the message they want to convey to the target audience.

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

The Callbox Solution

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

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

The Goals

  • The Callbox team was to call and qualify new potential distributors across South East Asia, Oceania, Taiwan and India
  • To set phone or telecon with prospects for the Client’s sales team

The campaign involved two key steps:

Account Research and Selection

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

Account and Prospect Profiling

  1. The Client provided 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 twelve-month Lead Generation campaign produced 167 Sales Qualified Leads, 78 MQLs, and 297 Social Media Connections (with 65 inmail replies or 33%).

Callbox Lead Generation Powers Up Software Startup

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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

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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

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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

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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

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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.