Callbox Quickly Turned Targets to Opportunities for Cloud Communications Leader
The Client
The Client is a global cloud communications leader that helps businesses accelerate their digital transformation. Its communications platform is fully programmable which allows integration of Voice, Chat, Messaging, and Verification into existing products, workflows and systems across industries, and enhances customer experience and realize new business outcomes at scale for startups and agile enterprises.
The Challenge
The Client was in need of a lead generation company who would help them do outbound marketing to reach more targets. They have a very targeted contact list which they wanted to expand, and reach these contacts through the channels they use. They checked on quite a few ABM companies, however decided on partnering with Callbox after seeing the latter’s specialized solutions that focus on multi-channel lead generation approach, which was exactly what they were looking for.
The Callbox Solution
The Client initially signed up for a campaign, and based on their needs and objectives, Callbox designed an Account-based Marketing Lead Generation & Appointment Setting campaign which consisted of:
- Account-Based Multi-Channel Lead Management via Voice, Email, Chat, Web, Webinar, and Social Media
- Sales Enablement & Support which included Team Training, Account Setup, and Back Office Sales Support
- Tools & Subscriptions to the Callbox Pipeline and HubSpot CRM
- Account Management with Strategy Building, Reporting, and Product Knowledge
The Campaign Goals
- The Callbox team was to reach out to target customers to uncover pain points and upcoming needs
- Book teleconference meetings with qualified prospects for the Client’s country consultants
- Keep the database clean and updated throughout the campaign duration
Account Research and Selection
- The Client’s target industries included Transportation and Public Utilities, Retail Trade, Finance, Insurance, Real Estate, Service and Public Administration, Business Services, with 10 or more employees, in SEA, India, Australia, and New Zealand.
- Callbox refined the Client’s ICP (ideal customer profile).
- The list of potential contacts to target which the Callbox team prepared 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 target. The profiles consisted of detailed demographic and firmographic segmentations.
- The campaign’s target prospects were CEO, Founders, President, VP, CTO, Head of Integration, Head of Product, Head of Digital Innovations, Director, Head of Implementation.
- The master contact list was segmented based on these personas and was further grouped according to industry type.
Results
The initial Account-based Marketing Lead Generation & Appointment Setting campaign delivered 175 Sales Qualified Leads, and 452 MQLs.
WWith the very good results that the Callbox team delivered, the Client renewed for another 6 months even before the initial campaign was completed.
Client Feedback
The ramp up was a lot faster than expected, they understood our APIs a lot quicker than the other agency that we previously used. They are quick to respond and deliver what we request.