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

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

  1. 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.
  2. Callbox refined the Client’s ICP (ideal customer profile).
  3. The list of potential contacts to target which the Callbox team prepared 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 CEO, Founders, President, VP, CTO, Head of Integration, Head of Product, Head of Digital Innovations, Director, Head of Implementation.
  3. 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.

Telco Tapped Callbox To Strengthen US Targets

The Client

The Client is the leading telecommunications company that provides voice, data, television and internet access, and with the most secure and state of the art technology such as Open RAN, Edge Computing, Open Broadband, Network Slicing, Cloud Migration, Open Digital Architecture, IoT, Transport Network Evolution, and Cloud Native IT to its more than 344 million clients worldwide.

Lines of Business
Business Services, Consumers, Networks and Technology

The Challenge

The Client was looking for a telemarketing provider that could help them generate leads, and boost their list of contacts through multiple outreach channels. Primarily, they needed somebody who can represent them well in engaging their target customers, and to set appointments for their business consultants.

The Callbox Solution

Callbox did not only provide the telecom giant with telemarketing services, but designed an Account-based Marketing Lead Generation & Appointment Setting campaign which consisted of:

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

The Goals

  • The Callbox team was to call multinational companies in the US
  • Set meetings with decision makers who might be interested in telephony, mobility, and network services 
  • Keep the Client’s contact list clean and updated.

Account Research and Selection

  1. The Client specified their target industries, decision makers, and locations.
  2. Based on the industry and DM specifications, Callbox worked out the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts.
  3. A list of potential contacts to target was then compiled by the Callbox team 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 :
  3. The master contact list was segmented based on these personas and was further grouped according to industry type

Results

The Account-based Marketing Lead Generation & Appointment Setting campaign delivered a total of 212 Sales Qualified Leads and 233 MQLs.

Global Telco Widens APAC Market with Callbox Lead Generation Campaign

The Client

The Client is a leading communications service provider, offering the latest voice and data solutions to multinational enterprises, telecommunications partners, cloud and application service providers.

Lines of Business

Software-Defined Network, Mobility and Voice, Security, IoT Partner Program

The Challenge

Aside from its in-house team of talented, committed and engaged employees, the Client works with channel development partners, including outsourced marketing agencies, in order to provide critical business solutions and services that could address the challenges faced by its target market.

In this campaign, the Client wanted to offer SDI and IoT solutions to specific countries in APAC, so it’s important to have the right marketing provider who could help them find ideal partners who 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
  • size and quality of the database
  • and marketing activities

The Callbox Solution

Among a list of proposals, the Client preferred Callbox’s Account-Based Marketing Lead Generation and Appointment Setting program which 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 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

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 campaign ran for six months, and generated a total of 72 Sales Qualified Leads, 155 Marketing Qualified Leads, and 1,192 Social Media Connections.

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

The Client

The Client is an Australian company that delivers corporate technology solutions for businesses of all sizes to enable them to run at their full potential. They operate from offices in Melbourne and extended technical teams across all major hubs in Australia, combining knowledge and skills to provide complete assistance and expertise to help businesses achieve success.

Lines of Business
End-User Compute, Data Center, Cyber Security, People Provision

The Challenge

The Client strives to be always on top in providing holistic IT products and services by being adaptive to technology transformations, building innovative strategies through partnerships, and by outsourcing applicable sales and marketing tactics from third-party providers to help them carry out long-term objectives. 

In this campaign, the Client aims to achieve the following:

  • to span their expertise around the country by generating potential customers for the technical consultants
  • to gauge their competitiveness in the market 

With the bulk of tasks perceived to complete the project, the Client decided to outsource a lead generation campaign from a third-party provider. Among a shortlist of marketing firms, the Client chose Callbox because of its robust data stack and proven effective telemarketing scheme.

The Callbox Solution

Callbox designed an 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 Team Training, Account 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 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 nine-month Account-Based Marketing Lead Generation and Appointment Setting campaign delivered 209 Sales Qualified Leads, 259 MQLs, and 12 Webinar Registrations.

With the impressive results that the team has delivered, the Client signed for another deal.

Callbox Hyped ABM Campaign for Multinational E-commerce Company

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, and is one of the Big Five in the U.S. information technology industry, along with Google, Apple, Facebook, and Microsoft.

Lines of Business
Online Store, Third Party, AWS Revenue, Subscription, Physical Store

The Challenge

Looking at a long list of lead generation providers, the Client needed to narrow down to just a few, and had to do an in-depth comparison to see who could best serve their needs. 

Concerns on language barriers in some target locations also factored in choosing a marketing partner which later limited their priorities to Profiling and Telemarketing.

Callbox’s rich experience and broad geographic coverage however made the e-commerce giant come to a decision on who to work with for lead generation and webinar campaigns to widen their APAC and UK markets.

The Callbox Solution

Callbox customized an Account-Based Marketing Lead Generation and Appointment Setting 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 keep the Client’s database accurate and updated through contact profiling.
  • To 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 nine-month ABM Lead Generation & Appointment Setting campaign generated 939 Sales Qualified Leads, and the Webinar gathered 67 RSVPs.

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 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 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 still ongoing now 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.

Customer Experience Management Firm Won 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 an 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

  • The Callbox team was to promote the Client’s products to the target audience
  • To reach out to prospects through email and connect via LinkedIn
  • 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 started with 1 seat, and eventually scaled to multiple seats in the succeeding months.

In total, the 12-month multi-seats ABM Lead Generation & Appointment Setting campaign delivered 336 Sales Qualified Leads and 271 Marketing Qualified Leads.

At the end of the 6th month, the Client was able to close 8 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 consisting 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 the campaign, the Callbox team was able to set 180 Sales Appointments and 320 Marketing-Qualified Leads (MLQs).

RPA Firm Found New Distributors with Callbox Lead Generation Campaign

The Client

The Client is a robotics company that provides a wide array of tools and software for collaborative applications. Supported by its in-house e-learning platform, the Client makes it easy to deploy collaborative automation tasks regardless of skill level or previous robotics experience. Its solutions help small and mid-sized manufacturers optimize their processes and grow their business with greater flexibility, higher output and improved quality.

Lines of Business
Accessories, Sensors, Gripping, Software, Mounting, Tools

The Challenge

Although many perceive technology innovation as the frontier for business success, the Client has a clear view of collaborative applications that leverage both machine and human potentialities. That is why they create products that enable their customers’ workforce to work alongside automation and robotics to achieve faster and better productivity – a value proposition that they wanted to convey to the target audience through a marketing campaign.

The Client has worked with several outsourced marketing providers in the past, but recently dropped the idea as the campaigns did not turn in good results. Callbox’s multi-channel marketing approach, however, made them reconsider outsourcing.

The Callbox Solution

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

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

The Goals

  • The Callbox team was to generate potential distributors across South East Asia, Oceania, Taiwan, and India for the Client
  • To set phone or telecon meetings with prospects for the Client’s sales team.
  • Regularly profile the contacts to keep the data list accurate and updated.

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified target industries, locations, 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 designated as the campaign’s primary targets were Managing Director, CEO, GM, Engineering Manager/Director, Technical Manager/Director, Sales Manager/Director, and 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 ABM Lead Generation & Appointment Setting campaign produced 167 Sales Qualified Leads, 138 MQLs and 297 Social Media Connections (with 65 inmail replies or 33%).

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

The Client

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

The Challenge

The Client aims to provide a much progressive range of quality skills and services to fully facilitate end to end solutions for their customers’ different IT needs. Initially, they planned out a marketing scheme that would utilize their in-house system, but eventually decided on outsourcing after seeing how fast and intense the market competition has become, and how limited their resources are.

And, though the decision to outsource was set, the whole scheme was not completed until they have picked the best lead generation partner who can surely address their needs.

The Callbox Solution

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

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

THE CAMPAIGN GOALS

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

Below is the two-step campaign process:

Account Research and Selection

  1. The Client specified their target industries, location, and decision-makers.
  2. Callbox refined the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts.
  3. 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 ABM Lead Generation and Appointment Setting campaign produced a total of 97 Sales Qualified Leads, 96 For Callback, 48 Follow-ups, 122 Social Media Connections, and a 6.62% Email Open Rate.

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 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.edia 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 ABM Lead Generation and Appointment Setting campaign produced a total of 198 appointments, 59 MQLs and 587 social media connections.