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Managed IT Firm, a Long-Term Callbox Client, Closes $150K in One Campaign

The Client

The Client is an Atlanta, GA-based managed IT services provider with a branch office in Sydney, AU. The company works with SMEs in both the Atlanta and Sydney metropolitan areas, offering a variety of IT services including procurement, consultancy, technical support, project management, and cloud management.

The Challenge

The Client started working with Callbox in 2017. Throughout the ensuing 12 months, Callbox has remained a strategic marketing partner for the company, helping them reach key business milestones.

As an extension of the Client’s marketing team, Callbox is responsible for planning and executing targeted outbound prospecting campaigns based on the company’s growth objectives and revenue goals.

During the project’s first two campaigns, the Client focused on increasing awareness and acquiring customers for its growing suite of managed services aimed at SMEs in the Atlanta metropolitan area.

As the company’s marketing priorities shifted (such as the addition of new offerings like its IT advisory and cloud management solutions into the product mix), Callbox was consistently able to readapt how it planned and managed campaigns according to the Client’s changing requirements.

The specialized nature of the Client’s services also meant that marketing reps handling the Client’s campaigns needed to have a good technical grasp of the offerings. This ensured that the company’s unique value proposition was effectively communicated to the target prospects.

In August 2018, the Client expanded into the Australian market by setting up an office in Sydney. The bulk of the outbound activities have since been refocused toward engaging potential customers in the new market.

The Callbox Solution

Each three-month campaign consisted of an integrated phone and email outreach cadence designed to qualify prospects and book them for a meeting with the Client’s reps. Accordingly, each campaign focused on three main activities:

Researching and Profiling Contacts

  1. Callbox helped the Client refine its ideal customer profile (ICP) by analyzing and documenting its target market and existing customers.
  2. Callbox’s database team then collected contacts that matched the ICP through Callbox’s in-house data repository and also through desk research.
  3. For both Atlanta and Sydney campaigns, the Client wanted to target business owners, office managers, it managers, and finance managers from companies in 10 industries, with 15 to 500 employees.

Outreach and Follow-up Activities

  1. The campaigns followed a multi-touch outreach cadence primarily made up of email and phone touches to contact and schedule prospects for one-on-one meetings with the Client’s reps.
  2. Social media was also used in later campaigns as an added touch point for profiling and nurturing leads.
  3. The Callbox team prepared all campaign materials including the call scripts, email templates, landing pages, and social media posts.

Lead Management

  1. The first two campaigns were executed using the Client’s own CRM, but later projects were migrated to Pipeline (Callbox’s proprietary marketing automation tool).
  2. Pipeline includes SMARTCalling, a data-driven call optimization feature, to maximize decision maker reach, as well as Lead Nurture tool to help the Client customize the outreach cadence.
  3. Callbox also provided real-time updates on campaign progress and lead/appointment status, and sent out timely notifications to ensure meetings took place as scheduled.

Results

The Client was able to win new contracts worth $150,000 from the appointments delivered by the Callbox team.

The project has now completed three full campaigns (each with three months of appointment setting activities) and is currently in the middle of the fourth campaign. So far, the results are in line with the Client’s targets.

The three completed campaigns have generated a total of 90 qualified appointments, or an average of 30 per campaign (around 10 per month). The Client says this far exceeds what their team can produce in-house.

More importantly, during the second campaign, the Client was able to win new contracts worth $150,000 from the appointments delivered by the Callbox team.

VoIP Switches to Callbox, Gains High-Value Sales Appointments

The Client

The Client is a US-based company that primarily provides telephone voice and data communications services. The company also The Client is a US-based company that primarily provides telephone voice and data communications services. The company also develops software for IP communications and telephony systems.

The Challenge

Despite having already worked with a number of third party lead generation providers, finding companies interested in their services for the long term remained a challenge. Most of the leads and appointments from their former marketing partners were a poor fit for the Client’s enterprise VoIP solutions. When those prospects reached the Client’s sales team, reps uncovered that many of them were actually still not in the market for the company’s offerings.

Additionally, the Client also observed that their previous providers were not able to fully capture and communicate the company’s unique value proposition, failing to map out key product benefits with business pain points in campaign materials used in the outreach programs.

With the lessons gained from these earlier campaigns, the Client searched for a reliable marketing agency that can provide them with a full suite of tools and strategies to book sales meetings  with interested and qualified prospects.

The Callbox Solution

To address the Client’s problem with the quality of sales appointments, the Callbox team carried out an Account-based Marketing Lead Generation & Appointment Setting campaign which consisted of:

  • Account-Based Multi-Channel Lead Management via Voice, Email, Webinar, Chat, Web, 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 profile and update each contact information with each call, and ask prospects probing questions to uncover not just perceived, but actual business needs. 
  • Send personalized emails to prospects and track every action taken by them like clicking a link on a website or submitting a form.
  • Book meetings with interested prospects for the Clients reps.

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified target industries, locations, and relevant contacts.
  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 wanted to engage which consisted of detailed demographic and firmographic segmentations
  2. Relevant contacts designated as the campaign’s primary targets: CTO, CIO, IT Manager, IT Decision Makers
  3. The master contact list was segmented based on these decision maker profiles, and was further grouped according to industry type

Results

The ABM campaign generated a total of 78 Sales Qualified Appointments, 81 Follow-ups, and 56 Potential Leads.

Mobile Platform Deepens Pool of Potential Merchant Partners in SG Campaign

The Client

The Client is the Singapore office of a South Korea-based Internet platform developer that specializes in e-commerce, online-to-offline (O2O) solutions, and digital marketing. The company is a fully-owned subsidiary of a Fortune Global 500 firm with 2,300 employees and offices in eight countries.

The Challenge

Headquartered in South Korea, The Client established its Singapore office in 2012, providing a suite of integrated marketplace platforms tailored for the local online and mobile commerce segments. This included its flagship social discovery app launched in 2013 that allowed users to share and recommend places of interest in Singapore.

One of the app’s key selling points was that it featured an extensive network of merchant partners that actively engaged users with exclusive offers and promos. The app gave participating merchants an added channel for having real-time conversations with customers, improving brand visibility through user-generated content and micro-influencers, as well as gaining valuable customer insights and contextual marketing information.

Several months after releasing the app, the Client wanted to accelerate the growth of its merchant partner network in response to very positive user adoption numbers. This led the company to consider implementing targeted marketing tactics alongside its inbound marketing efforts.

But with little experience in direct marketing and much of its marketing resources already tied up in existing programs, the Client realized the best way forward was to work with a third-party provider that specialized in targeted outreach.

The Callbox Solution

The Client chose Callbox after reviewing a shortlist of marketing agencies, pointing to Callbox’s long-term experience deploying successful campaigns in Singapore as the deciding factor.

Callbox and the Client then developed a campaign plan that combined emails and phone calls delivered as a sequence of multiple touches. The main campaign objectives included:

  1. Engaging target contacts to gauge fit and interest
  2. Booking face-to-face meetings with qualified prospects
  3. Collecting information needed in the Client’s sales process

Appointment Setting

  1. The target prospects included business owners, restaurant managers, marketing managers, and general managers from retailers in Singapore.
  2. Callbox prepared all campaign materials including the call script and campaign list, which were reviewed and approved by the Client.
  3. The Callbox team maximized target contact reach rates by leveraging SMARTCalling, Callbox’s proprietary call management system.

Email Marketing

  1. The campaign’s first touch point was an intro email that primed prospects up for the sequence of one-on-one calls. Follow-up emails and targeted send-outs (for distributing additional marketing materials) were also used at later stages in the campaign.
  2. The Callbox team created and tested all email materials including templates, copies, and landing pages. The team also handled replies and prospect requests.
  3. The Client monitored the entire campaign (including both email marketing and phone-based appointment setting) through Pipeline CRM, Callbox’s lead management and marketing automation tool.

Results

Callbox completed the campaign and handed off a total of 129 qualified appointments and 302 verified leads to the Client.

Since the campaign followed a multi-touch cadence that started with email activities designed to initiate contact, the Callbox team only began generating appointments near the end of the first month. Once the nurtured contacts began converting, the campaign was able to consistently deliver between 18 to 25 qualified appointments each month.

The Callbox team also achieved a relatively high target contact reach rate of around 24% and, by the end of the campaign, the team connected with a total of 3,045 target contacts.

The Client projected that 80% of the appointments generated in the campaign would convert into qualified sales opportunities, with 60% turning into signups. That translates to 62 potential new merchant partners for the Client’s social discovery app.

Cloud Consulting Firm’s Sales Outlook Drifts Higher with Callbox

The Client

The Client provides industry-specific implementation, training, and consulting services for Microsoft Dynamics AX and Microsoft Dynamics CRM. Its target accounts include medium- to large-sized business in North America and the Caribbean. The Client is a Microsoft Cloud Solution Provider and a Microsoft Gold-Certified Partner.

The Challenge

The Client’s core mission is to help companies implement and optimize Microsoft Dynamics AX and CRM applications. It sells its services primarily to large- and mid-sized businesses in verticals such as distribution, manufacturing, and professional services.

It recently refocused its marketing initiatives toward growing the customer base for its three industry-specific modules: industrial, professional services, and AX users. Part of the new customer acquisition strategy called for targeting prospects throughout the U.S via outbound channels.

However, being a small company whose in-house staff is best deployed following up qualified leads and nurturing opportunities instead of spending a great deal of their time prospecting, the Client opted to outsource.

The Callbox Solution

The Client chose Callbox at the suggestion of one of its partner IT companies. The Client pointed out that Callbox’s marketing experience in the enterprise cloud space was a deciding factor.

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

  • Multi-Channel Lead Management which utilized Voice, Email, Chat, Web, and Social Media.
  • Sales Enablement & Support which covered TeamTraining, 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 Goals

  • The Callbox team was to identify accounts that fit the target ideal customer profile for the Client’s modules.
  • Qualify contacts for each identified account by gauging purchase intent and solution fit.
  • Collect additional prospect information to be used by its in-house reps in following up and nurturing potential leads.

Appointment Setting

  1. Callbox compiled the list of target prospects from companies that meet the Client’s requirements for industry, location, and annual sales.
  2. Contacts whose organizations are currently evaluating their ERP or CRM software and are looking to acquire a new platform are tagged as qualified prospects (qualified appointments or completed leads).
  3. Probing questions for solution fit uncover information on software usage, business pain points, buyer role, etc.

Email Marketing

  1. The Callbox team used emails for warming up/nurturing prospects and for distributing Client materials.
  2. Callbox’s SMART Calling technology prioritizes calls based on time and frequency of email opens, clicks, and replies.
  3. Callbox also prepared and optimized all email marketing collaterals (templates, landing pages, etc.) used in the campaign.

Social Media

  1. The Callbox team nurtured positive contacts further by connecting with them on social media.
  2. The campaign’s social media specialists collected and verified prospect data, as well as generating additional leads.
  3. The team also leveraged social media channels to boost the company’s online presence by joining and participating in relevant groups.

Results

The Account-based Marketing Lead Generation and Appointment Setting campaign generated 63 Sales Qualified Leads, 57 Marketing Qualified Leads, and 585 Social Media Connections.

As per the Client, all 63 SQLs meet their sales criteria, so they expect to convert around 50%.

Big Tech Brand Reaps Rewards from Long-term Partnership with Callbox

The Client

The Client distributes and markets a diverse portfolio of IT, industrial, construction, automotive, digital media, and consumer products. The company operates in seven Southeast Asian countries and is headquartered in Singapore.

The Challenge

Marketing in complex-sale verticals, such as IT and manufacturing, carries a special set of challenges. The conversion funnel is usually longer and nonlinear, and the process requires connecting with multiple decision-makers. That’s on top of the relatively steep learning curve needed to understand and communicate what the product or service brings.

For the Client, these form the basic requirements when teaming up with third-party agencies that handle part of their marketing programs. The company combines inbound efforts (mainly done in-house) with outbound tactics (mostly outsourced to providers). Prospecting and lead generation are the activities that the Client typically delegates to an outside marketing company.

The Client recently decided to look for a new marketing partner as part of its renewed focus on Southeast Asia. The company needed an outbound agency with the scope to help it cover new segments in its target areas ((Indonesia, Malaysia, Myanmar, Philippines, Singapore, Thailand and Vietnam), as well as the scale to generate prospects from companies in its target industries.

More importantly, the Client wanted a lead generation company they could work with on a long-term basis. This would accelerate deployment of campaigns and keep the messaging more consistent.

The Callbox Solution

The Client reviewed proposals sent by Callbox and two other marketing agencies. All three had considerable experience managing companies’ APAC campaigns, but Callbox was able to provide case studies and references showing projects with longer-term commitments. The Client placed a great deal of emphasis on this key differentiator and signed up with Callbox.

Event Marketing

The project kicked off a month before a company-sponsored event. The Callbox team worked closely with the Client to put together an event marketing campaign aimed at boosting turnout:

  1. The event revolved around driving awareness and generating leads for its SAP services and solutions.
  2. The target attendees mainly consisted of decision-makers in IT, Operations, and Finance from Singapore-based manufacturing firms. The Client wanted to focus on companies not using SAP Business One.
  3. Once Client approved the call list and campaign materials, Callbox then launched a one-month (22-day) event marketing campaign.

Appointment Setting

The project’s next phases consist of different appointment setting campaigns. Each phase focused on a different ICT solution, target industry, and target area.

  1. The project focused on booking appointments for its SAP ERP consulting and integration services. The campaign’s targets were IT prospects from trading /distribution, medical devices, and discrete manufacturing companies in Singapore.
  2. After that, the Callbox team carried out two simultaneous appointment setting campaigns. One campaign targeted Singapore, while the other focused on the Philippines. Both campaigns generated ICT infrastructure appointments from finance, legal, and healthcare companies.
  3. The Client played an active role in refining each campaign’s parameters and in crafting the campaign materials.

Results

The project completed one Event Marketing and three Appointment Setting campaigns.

The event marketing campaign generated a total of 24 confirmed attendees and 35 positive contacts, while the Appointment Setting campaign produced 204 Sales Qualified Leads and 96 MQLs.

Callbox Nets New Users for Analytics Firm’s Research Tool

The Client

The Client is the Malaysia division of a US-based company that supplies information and analytics products to professional and business customers worldwide. Its primary product line includes content-enabled workflow solutions for use in legal, regulatory, and business research.

The Challenge

The Client recently launched marketing initiatives aimed at increasing the number of users for its trademark media aggregation, monitoring, and analytics platform. The platform enjoyed steady user growth which remained fairly in line with targets since its first rollout. But with the introduction of new capabilities and similar solutions from competitors, the company decided to ramp up promotion and user adoption efforts.

The plan calls for rapid and direct outreach to key personnel in charge of public relations and corporate communications at companies in Kuala Lumpur and Petaling Jaya. The primary objectives revolve around setting up appointments for customer acquisition.

Given the time horizon and the scope of the project, the Client concluded that outsourcing part of the prospecting activities was a better option than carrying out the whole program in-house. The company chose Callbox as its marketing partner, citing Callbox’s extensive database of local companies and experience in the area as crucial factors.

The Callbox Solution

Callbox’s ABM Lead Generation & Appointment Setting campaign meets the Client’s primary goal of carrying out accelerated and targeted one-on-one outreach. The campaign’s main strategy emphasizes live phone conversations enhanced with emails and other channels. The program consisted of:

  • Account-Based Multi-Channel Lead Management that included Voice, Email, Chat, Web, Webinar, and Social Media
  • Sales Enablement & Support with 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 call target accounts to promote the Client’s platform 
  • To uncover prospects’ pain points and upcoming needs
  • Set appointments for the Client’s consultants with qualified prospects

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 wanted the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations.
  2. The campaign’s target prospects were Persons in charge of Public Relations, Corporate Communications, and Marketing or Branding.
  3. The master contact list was segmented based on these personas and was further grouped according to industry type.

Results

The ABM Lead Generation & Appointment Setting campaign generated a total of 84 Sales Qualified Leads, 102 Marketing Qualified Leads, and 396 Social Media Connections.

The client maintains a benchmark lead-to-opportunity rate of 90% and a close rate of 70%. That works out to around 58 potential new users acquired from the campaign.

Choosing Callbox for Sage Lead Generation Proven to be Wise Decision

The Client

The Client is the IT services arm of its mother company which is one of the largest global accounting and consulting network in Asia and in other 120 countries.

The Challenge

The rapid growth in number of IT companies and the seemingly similar products and services offered tend to cause confusion among business owners on which IT service provider would best fit to address their IT needs, and the Client was not spared from such.

The conventional “WIIFM” (what’s in it for me) would not make any difference at all, the IT expert thought. So the “what” was replaced with “why” as (why is it for me) for their campaign to make target customers understand why they should choose the Client as their IT provider instead of simply knowing what they offer. The campaign was successfully carried out with Callbox.

The Callbox Solution

Customer Profiling

  1. Though the Client had tried their best to keep their database in top condition, they still opted to have it validated by the Callbox team.
  2. Using the Pipeline Lead Nurture tool, the Callbox team sent an initial single-page email that contained an overview of the Client’s products and services with very limited information but included teasers of a current customer’s success story to pique the prospect’s interest.
  3. Active responses like opened emails, website visits, clicked links, and queries were tracked and saved for follow-up calls.
  4. Invalid emails (bounces) and contact details were updated upon speaking with the prospect.

Appointment Setting & Call-to-Invite

  1. Callbox utilized its SMART Calling system in order to reach the right prospects at the time they are most available to talk.
  2. The probing questions were not the usual that would simply draw the prospect’s needs but rather carry out realization in them what the previous strategy/provider has done to achieve their goals. Thus most prospects admitted results were below expectations.
  3. Upon reaching this point of conversation, agent proposed to set appointment with the Client’s IT consultants and invite prospects to an IT seminar.
  4. In order to ensure a solid appointment, Callbox agents sent a calendar invite along with a short but specific email containing information about the Client’s products and services that are probable answers to the prospect’s identified issues.

Results

The first month of the campaign generated 12 appointments and 4 registrations, but as the Callbox team got more familiar with the target market and customer profiles, appointments delivered almost tripled in the second month with 34.

In the third month, another 12 appointments were generated with 6 registrations; 16 for the fourth month and 12 for the fifth month of the campaign.

The numbers escalated once again in the sixth month with 22 appointments and decreased a bit in the seventh month with 13 appointments and 8 registrations. While the eighth month took a bit of a hit with 3 appointments.

The ninth month made up for the dip in numbers with 20 appointments and the tenth month closed out with 5.

Overall, the campaign generated a total of 149 appointments and 18 registrations. It is worth noting, however, that the Client is still counting more appointments and registrations as they go into the eleventh month, or technically, the first month following the end of the 10-month campaign

IT Firm Picks Callbox’s ‘Consultative Fit’, Hits Goals in Ongoing Campaign

The Client

The Client is a pure IT consulting and professional services company offering design, configuration, implementation, business analyst, and general consultancy services. The Client specializes in the security, virtual desktop infrastructure (VDI), and Cloud services markets.

The Challenge

With over eight years of experience in the IT consulting and professional services space, the Client now ranks as one of the most trusted service providers in the industry and has successfully partnered with companies like Citrix Systems, AppSense, Blue Coat, and Apple (mobility).

The Client started out as a white-label supplier of IT services to vendors and resellers. These companies would subcontract the Client to perform services on their behalf, often without the end customers knowing about the Client’s involvement. Later on, the company refocused toward directly providing services to enterprises and organizations.

This move presented a bit of a branding conundrum for the company. The main challenge was finding a way to embed its extensive experience as an IT subcontractor for specific VDI, cloud services, and security verticals in the value proposition for its new business model.

For that reason, the Client undertook a massive marketing program that simultaneously focused on branding and customer acquisition. The customer acquisition plan highlighted nurturing leads in-house with the Client’s marketing team while delegating top-of-funnel prospecting activities to a third-party agency.

The Client chose Callbox as its outsourced marketing partner due to a number of factors, with the main one being the “consultative fit” that Callbox’s marketing solutions offered. The Client pointed out that taking a consultative approach to a project was their key differentiator and that Callbox was also able to demonstrate this by being more of a marketing advisor than a marketing agency.

Given the Client’s marketing goals, the challenge is two-fold:

  • Finding and identifying qualified opportunities for the Client’s customer acquisition efforts
  • Generating awareness about the Client’s different IT consulting and professional services

The Callbox Solution

Both the Callbox team and the Client agree that an Account-Based Marketing Lead Generation and Appointment Setting campaign best meets the latter’s requirements. The campaign primarily consists of:

  • Account-Based Multi-Channel Lead Management which utilized Voice, Email, Web, Chat, Webinar, and Social Media
  • Sales Enablement & Support which covered 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 run the campaign into weekly or biweekly segments, with each segment focusing exclusively on a specific solution that the Client offers. These include BlueCoat, Zscaler, Radware, Apple, and CheckPoint—along with general consultancy services, business analyst services, and other IT project services.
  • Set meetings with qualified prospects for the Client’s consultants.

Below is the campaign’s two-step process:

Account Research and Selection

  • The Client specified their target industries, locations, and decision makers.
  • Callbox filtered the Client’s ideal customer profile which served as a basis for identifying qualified accounts.
  • Callbox 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
  • Qualified prospects were those identified to be interested to know or have the need for the Client’s services.

Results

The Account-Based Marketing Lead Generation and Appointment Setting campaign generated 58 Sales Qualified Leads, 142 Marketing Qualified Leads and 431 Follow-ups

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

The Client

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

The Challenge

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

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

The Callbox Solution

Customer Profiling

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

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

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

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

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

Appointment Setting

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

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

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

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

Callbox Prints Out Success For ICT Leader

The Client

The Client is an ICT firm, and the largest HP partner in Asia, providing IT Support (Outsourcing), Cyber Security Solutions, Cloud Solutions & Services, IT Infrastructure & System Integration Services.

The Challenge

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

But as years passed, market competition has become tougher and the primal revenue target of 20% per year showed a dramatic decline in recent years, dipping to only 13%-15%. Due to this decline, the Client felt the urgency to strategize in some areas of the business to regain what they’ve lost. 

Immediately, it acted on the issue by taking the next best step – to look for an outsourced lead generation partner.

The Callbox Solution

Out of several marketing proposals, the Client chose Callbox because of the latter’s rich experience in handling IT and Software campaigns, and the potent effectiveness of its Multi-Touch Multi-Channel lead generation scheme.

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, Webinar, and Social Media
  • 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 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, and have the need of any of 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 wanted the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations.
  2. Identified as the campaign’s primary targets were IT Manager, HR Administrator, Procurement/Purchasing Manager, Buyer, Office Administrator, General Manager, Person-In-Charge of printers and photocopies
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The 12-month Account-Based Marketing Lead Generation and Appointment Setting campaign yielded more than what the Client expected, with 176 Sales Qualified Leads, 179 Marketing Qualified Leads, and 298 Social Media Connections.

Callbox ABM Secures New Potential Clients for Cyber Security Leader

The Client

The Client is a worldwide leader in Privileged Access Management, offering the most seamless approach to preventing data breaches related to stolen credentials, misused privileges, and compromised remote access.

The Challenge

The Client’s global recognitions speak well of their unmatched solutions. However, such thought expertise and rich experience did not spare them from challenges which made it difficult to present their integrated privilege and vulnerability management solutions to target customers. They needed an outsourced marketing arm that would assist them in reaching more ideal customers in new geographies.

The Callbox Solution

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

  • Multi-Channel Lead Management which utilized Voice, Email, Web, Chat, Webinar, and Social Media
  • Sales Enablement & Support that covered 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 work out multiple outbound activities to help the Client build brand awareness in new target markets.
  • To call ideal customers and set appointments for the Client’s BDMs. 
  • Manage the database by keeping the accounts updated and accurate.

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 wereRisk Manager, CIO, CTO, Security Managers.
  3. The master contact list was segmented based on these personas and was further grouped according to industry type. 

Results

The six-month Account-based Marketing Lead Generation & Appointment Setting campaign delivered a total of 50 Sales Qualified Leads, 106 Marketing Qualified Leads, and 269 Social Media Connections.

Callbox Built Champ ABM Campaign for High Tech Provider

The Client

The Client is proud to be recognized as a leader in high technology products and services to the world’s leading industrial companies and scientific research communities, providing nanotechnology and industrial products and services.

The Challenge

Despite being recognized as an industry leader, the Client still faces tough competition in the global market due to the changes in the customer buying landscape. Technology innovation has disrupted the traditional way of acquiring customers, and this has caused the tech leader to rethink and realign some areas in the business in order to cope. They had to adjust some internal processes and carve out a marketing plan that would help them address the following needs: a new database, a telemarketing staff who could fully represent their brand through outbound activities, and additional outreach channels to reach more prospects in the target locations.

The Callbox Solution

Callbox designed an Account-Based Marketing Lead Generation and Appointment Setting program and presented it to the Client. The whole process seemed so new to them, but as the discussion progressed, the Client understood Callbox strategy and how it can effectively help reach and engage their target decision makers and build a new customer base. The program consisted of:

  • Account-Based Multi-Channel Lead Management through Voice, Web, Chat, Webinar, and Social Media
  • Sales Enablement & Support such as Staff 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 GOALS

  • The Callbox team was to generate leads
  • Set meetings with interested decision makers for the Client’s consultants 
  • Manage and grow the database by keeping the accounts profiled and updated

 Account Research and Selection

  1. The Client specified their campaign 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 Business Owners, Head of IT, Procurement or Person-In-Charge of Purchasing, CTO, CIO, C-suite
  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 and Appointment Setting campaign delivered 186 Sales Qualified Appointments, 102 Follow-ups, and 8,694 Profiled Contacts.