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

5 Closed Deals & 50% Up Email Opt-Ins All In One ABM Campaign

The Client

The Client is a seasoned technology services provider and prides itself with a 17-year experience in e-retail services, and 16 years of providing non-stop technology consulting solutions. The extensive technology background of their consultants in customizing top solutions for their clients needs enables them to widely cater to different industry types and sizes.

Lines of Business
E-commerce, IBM i, EDI

The Challenge

As a technology consulting solutions expert, the Client provides a variety of services like catalog management, e-retail design and development, storefront software support, ROI optimization, Google utilization, order and inventory management, SEO, integration, product data feeds, product data cleansing, email marketing and the full service package from evaluation to analysis.

These extensive solutions have brought in long-term clients and high ROI for the business, but the recent years have seen meager production of new business deals due to some challenges that were caused by the following:

  • The Client’s email marketing strategy that sends out catalogs to prospects via regular email accounts have become less effective.
  • Since the catalogs were hardly opened or read by target prospects, the Q & As contained in the email which were supposed to initially probe the prospect’s concerns have become less usable which slowed down the process of identifying as to whether the target needs a custom-built storefront or requires a minor change. Such data is significant in customizing the best solution for the prospect.
  • The preceding root causes bore a bigger problem which impacted the whole prospecting process of the business – fewer client conversations.

The Client opened themselves to options that could possibly address these issues, and outsourcing to a lead generation provider came up as the top and most preferred over others like buying/renting lists and adding in-house staff to multiply the job.

The Callbox Solution

Callbox and the Client possess a similar characteristic in terms of prospecting and handling customers – everything goes through evaluation and analysis before customizing the best-fit solution.

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

  • Account-Based Multi-Channel Lead Management with 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

  • To ensure data accuracy, the Callbox team was to update the information in the database, particularly email addresses, phone numbers, company name and address, SIC codes and social media accounts.
  • To send product information and references via email, targeting at least 10 successful send out per day.
  • Call to follow up prospects who opted-in, and attempt to set them a meeting with 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 campaign yielded a total of 44 Sales Qualified Appointments, 676 Follow-ups, and 720 Email Replies (a 50% increase from the previous average percentage from the Client’s in-house email marketing process)

The Client was able to close 5 deals out of the 44 leads and is looking into 3 more closes before the year ends.

Callbox Solves Software Company’s Marketing Conundrum


Callbox Solves Software Company’s Marketing Conundrum



Product/Service: Platform as a Service (PaaS) Cloud-Based Applications
Campaign Type: Lead Generation/Appointment Setting



The Client is known in the cloud-based communications and security software industry in the continental US. It plans to increase its market share by targeting all industries, offering high-availability global communications, collaboration, secured services, and advanced analytics. It asked the help of Callbox in  finding interested companies to engage with their services for the long term.

  • The Client wanted Callbox to provide them with a list of accurate contacts and quality appointments with interested prospects whose pain points it can thoroughly address, and who would consider a long-term partnership.
  • Callbox started by updating existing data to improve its quality, and then rolled out the trusted Callbox Pipeline Lead Nurture Tool to automate the other tasks that followed.

Find out how Callbox took full advantage of its multi channel marketing program to produce positive results for the The Client and win for itself a new contract.

Callbox Brings Clear Connection to Sales Leads for Managed Telco

The Client

Originally established as a Systems Integrator in 1996, the Client has evolved to become a leading business telecommunications and network technology provider. Leveraging their strong technology-based background, the company began to offer managed telecommunications services in 2005, becoming a top provider of end-to-end technology solutions for a wide range of businesses and industries.

The Challenge

The mid-1990s marked the rapid shift of technology towards virtual work practices, where organizations across the globe sought more flexible, secure and dynamic managed telephony solutions.

The Client’s strategic vision was to help customers keep up with technology by providing end-to-end telephony and ICT infrastructure (cloud, network – SD-WAN, VPN, IP Network, M2M, CDN, etc.) products and services that allowed users to take advantage of the very latest in enterprise IP communications solutions without the need for significant upfront capital investment.

Years prior to partnering with Callbox, the Client had implemented a number of different marketing strategies, which included both in-house and outsourced channels. But it eventually became clear that the company needed to focus on core business areas and farm out many of its marketing activities including prospecting.

The Callbox Solution

After uncovering the Client’s targets and requirements, Callbox then crafted a campaign plan which mainly consisted of multi-channel lead generation that maximized voice, email, web, mobile and social media through the behavior-based tracking capabilities of Callbox’s Lead Nurturing (LN) Tool.

The workflow which Callbox designed was seamless and aligned with the Client’s goal – to widen its market reach and offer its managed telecommunications services to the Singapore market. So Callbox had the LN Tool send out intro email copies to verify that the contact details were all accurate and up-to-date.

Using the LN Tool’s “Send Email” and “Move to List” features, the team was able to properly handle bounced and invalid emails, automatically sending them to suppression lists or revalidated by the research team. With the database accurately profiled, the team reached more prospects throughout the campaign, while the custom drip email helped establish clear communication between the agent and the prospects, enabling the Client to speak with the prospects at the right time.

Overall, the strategic use of Callbox’s marketing capabilities led to a higher lead conversion rate for the campaign.

Results

From the lead generation program powered by the Lead Nurturing Tool, the Callbox team generated a total of 89 leads, 59 of which were converted via the LN Tool. The campaign was able to achieve the following conversion rates and other KPIs: 40% closed sales, 20% hot leads expected to close this year, and a 32% pipeline boost.

Callbox’s multi-channel lead generation program was one of the factors that helped widen the Client’s market and scale up its sales numbers. And as of this writing, another round of a 3-month campaign is currently on the discussion table.

The Client is now enjoying several long-term benefits of the campaign that Callbox ran for them: keeping a cleansed and accurate database, managing a good number of customers, and nurturing contacts tagged as “follow-up” which they forecast as future customers.

Speaking for a Network Management and Security Company

The Client

The Client is a privately held corporation and is a premier provider of IT management solutions for businesses. The firm’s diverse product line, offered in a wide variety of capacity and application-specific configurations, can be scaled to support virtually any corporate environment.

The Client’s customers span a wide range of industries, and include Fortune 500 global enterprises. Their customer base is Medium to Large Enterprise businesses with complex, heterogeneous IT environments with stringent uptime and performance requirements. Today, over 40 customers with more than 5,000 total locations rely upon their products.

The Challenge

With their infrastructure ready to safely accommodate “many more” clients, they want to markedly increase highly qualified interest in their IT products, to produce enough leads to “boost sales to the next level.”

The Callbox Solution

The Client consulted Callbox. After reviewing their sales and marketing operations, Callbox immediately proposed deploying the Appointment and Lead Generation Program to realize their goal. Callbox started with an “out of the box” telemarketing campaign that would generate qualified/potential leads and appointments for the client on a daily basis. This was done by locating prospects, profiling, identifying prospects, probing, qualifying targets, and pitching sales.

A script outline was developed which would serve as a guide for the agents to use in qualifying a prospect. It includes:

  • Introduction of the Client to the prospect, usually the IT or IP/Telephony Manager
  • Initial qualification of the prospect based on their interest in simplifying network and IT management including uptime objectives and hardware requirements.
  • Delivery of proper rebuttals when necessary
  • Callbox appointment setters then e-mail the Client’s marketing collateral and Statement of Qualifications to the prospect companies.
  • Appointments made with the qualified prospects are then delivered via Pipeline CRM, an online CRM tool developed by Callbox especially for clients with distributed offices and disparate territories to access their up-to-date sales pipeline. Managers can view the dashboard and sales pipeline of any sales agent, any region, or the whole campaign, at any time, from anywhere, and get an up-to-the- minute report on both closed sales and forecasting in any format [html, csv, pdf, xml].

Results

The sales generated as a direct result of the Callbox campaign exceeded projected revenues. Engaging Callbox to set appointments and generate leads effectively increased ROI and decreased transaction costs. It eliminated unnecessary costs incurred by the sales and marketing department by freeing them from calling dead ends and meeting unqualified clients.

The Client enjoyed the following benefits:

  • Savings in time and money
  • Increased productivity of in-house sales force
  • Higher conversion rate as a result of improved lead quality

This case study is another success story showing that companies from various industries and strata benefit from Callbox’s target marketing to increase profitability and growth without sacrificing the quality of customer service.

Callbox: Successful Partnership with IT Heavyweight

The Client

The Client is a progressive internet and information technology company whose aim is to provide customers with the best range of products at the most competitive price. They offer domain name registration, web hosting, computer hardware, web design, computer networks and many more products to a large and diverse client base. They have clients from Global Fortune 50 companies to home users each getting the product and support they need to run their businesses. The Client also offers telecom services and SEO (search engine optimization). Their general offices are based in Dublin, Ireland.

For this marketing project, the Client targeted companies in the market for an Enterprise Resource Planning (ERP) system to integrate all data and processes of the organization into a unified system.

The Client engaged the services of Callbox for the duration of 10 months.

The Challenge

The Client needed research on companies that had either current or future plans of ERP implementation. ERP system implementation is a complex process. Evaluation of the current company system and the actual tuning or upgrading takes a significant amount of time and depends on the size of the business, the scope of the change and willingness of the customer to take ownership of the project. A small project (e.g., a company of less than 100 staff) may be planned and delivered within 3 months; however, a large, multi-site or multi-country implementation may take years. Due to the complexity involved in the implementation, ERP is, without a doubt, expensive.

While the benefits it provides to a particular business, especially large scale ones, spark interest in improving or changing their current system, it is the length of time involved that often discourages companies from proceeding with ERP implementation, and this is the most common reason for the Client’s lost sales.

The Client therefore needed their current as well as prospect companies to understand that despite the fact that it is costly and involves a certain length of time, the benefits and advantages from the system will do much for their business in the medium and long term. With Callbox, the Client needed to generate and maintain the loyalty of existing customers but more importantly, find new ones.

The Client needed to identify companies that needed any of the following:

  • Upgrading
  • Systems performance tuning
  • Entire change of current software system

The Callbox Solution

Callbox’s team went to work:

Profiled prospects for Client’s software services, specifically ERP

Significant business intelligence was gathered via phone research. After discussing the goals of the campaign and obtaining a list of prospects or existing clients, this list was surveyed using questions developed jointly by the Client and Callbox’s experienced researchers. Responses were then analyzed and presented along with the raw data.

Implemented a lead generation program

  • Cold calling companies that needed upgrading, systems performance tuning or entire system overhaul
  • Callbox agents adeptly setting phone or office appointments with C-Level executives, accounting managers, IT managers, and controllers assuring Client of a steady stream of business opportunities.
  • Providing Client with Pipeline CRM, a private online customer relationship management calendar including lead tracking and sales pipeline

Results

For the 10-month duration of the campaign, the Callbox team generated a total of 456 leads for the Client.

The Client expressed satisfaction with Callbox by deciding to continue the campaigns after a one quarter break to digest their full pipeline.

Callbox: Opening Communication Lines

The Client

The Client is a leader in the SMB marketplace for Business Phone Systems and Applications. Their services include the design and installation of structured cabling, equipment installation and maintenance, and voice and data networking, including LANs, WANs, routers, hubs, switches, firewalls, and high-speed internet access. Their expertise includes designing and installing cabling for everything from small offices to large, multiple site locations.

Business is headquartered in Lemont Illinois with branch offices in Santa Fe Springs and Sacramento in California. They provide IP-PBX systems, IP-enabled Systems, VoIP Phone Systems, VoIP solutions, VoIP Technology and traditional TDM systems. For carrier-based services, they offer T-1, ISDN-PRI T1, dedicated internet access, integrated voice and data T-1′s, DSL, and more. The Client strives to be a single-source solution for companies’ telephone, video, and data communication needs. The Client engaged the services of Callbox.

The Challenge

The Client’s objective was to see an increase in the number of its sales leads so that it could service more customers in the areas where its facilities were located. The Client has its own sales representatives for each county but they felt they needed supplemental support in searching for leads and wanted these leads forwarded to their in-house sales representatives for follow-up.

The Client searched for an outsourcing partner to help provide leads for its sales reps. Aside from this, the Client wanted to help their customers save on telecom bills by introducing and offering their affordable services as an alternative to other telecom providers.

The Callbox Solution

To achieve the Client’s objectives, Callbox carried out a lead generation and appointment setting campaign.

Taking its cue from the Client’s instructions, Callbox agents adeptly qualified leads and set appointments and forwarded these to the Client’s sales representatives. The 3-seater campaign focused on targeting small to medium sized businesses and a few large ones. No particular number of leads was required by the Client, so Callbox, equipped with research tools and a diligent team of agents, made calls and delivered leads according to the needs of the company.

The Callbox team made 160-200 calls per day for the Client. Callbox agents inquired about the current phone systems of target businesses, determined their level of contentment with their current telecom provider and asked them if they were interested in upgrading or adding features.

Results

Callbox generated a total of 303 leads for the Client during the 8-month campaign. Each seat successfully generated 1-2 appointments per day, 25-30 appointments per month for Client’s sales team. The Client took a break in January 2007 to digest its full pipeline and resumed partnership with Callbox.

The Client ultimately profited from choosing Callbox as their outsource partner.

World’s Computer Giant Gets Even Bigger with Callbox

The Client

The Client is a global systems integrator and provider of end-to-end enterprise IT and software solutions. Its service portfolio includes strategic outsourcing, IT consulting, application management, training, small business services, asset recovery, and software services. It serves a huge client base in 170 countries with several business partners around the world.

The Challenge

The Client wanted to expand its market and open new accounts in the Asia-Pacific Region as well as in selected US cities. Not being satisfied with the performance of its previous telemarketing provider, they actively sought for a better lead generation carrier.

The Client had the following requirements for this campaign:

  1. Highly flexible, non-scripted telemarketing approach to fit the different needs of various sets of projects.
  2. Technically sound telemarketers to promote the Client’s software and IT products, and answer technical questions from prospects.
  3. Excellent lead generation and appointment setting skills to produce substantial business leads in a limited time.

Having raised the bar, and seeing Callbox’s previous experience in B2B lead generation for multi-level marketing campaigns, the Client greenlighted the partnership.

The Callbox Solution

A brief kick-off meeting was held where the Callbox agents were trained on how to present the Client’s offerings including fourteen different software and three hardware products. The Client instructed Callbox to generate a database of potential customers in the Asia Pacific and North America. To their amazement, Callbox had already prepared a comprehensive list of contacts from its own contacts database. With the entire team geared up, the calling campaign started without delay.

Customer Nurturing Campaigns

Callbox deployed three customer nurturing projects designed to identify and communicate with the Client’s business partners in Malaysia and in the US. For the first campaign, the Callbox team was tasked to introduce the Client’s reseller incentive programs, and promote their new products and services. It was followed by two more projects aimed to verify the contact details of the Client’s business partners and to update them on the new reseller certification courses offered by the Client through its continuing education program.

Lead Generation and Appointment Setting Campaigns

The next set of campaigns was a lead generation project launched to support the Client’s marketing team in the US and Asia-Pacific. One campaign was launched on behalf of its business partners in Singapore to market a back-up storage solution. Time was of the essence in this campaign, and Callbox was given three weeks to call prospects and deliver as many leads as it could generate. It was soon followed by a much bigger campaign aimed at generating sales leads for sixteen Client Business Partners in four countries (Singapore, Malaysia, Indonesia, the Philippines, and the US). The density of the campaign was a huge challenge. Callbox submitted daily and weekly reports so that the Client’s salespeople could respond to new leads and appointments without delay. Lead distribution was facilitated through PipelineCRM, allowing the Client a real-time dashboard view of lead activity.

Results

The five successive campaigns ran flawlessly for over a year, generating excellent results for the Client:

  • Callbox produced a total of five hundred qualified leads resulting in increased sales activity among the Client’s salespeople.
  • New accounts were opened adding significantly to the Client’s customer base.
  • Callbox was able to contact and work with the Client’s fifty business partners in the Asia-Pacific region.

Pleased with the competence, exactness, and success of Callbox’s performance the Client’s business partners often expressed satisfaction:

You are a great gun. Keep it up, mate. Good work. This team is good. The information provided and quality of leads is much, much better than what we had from two other options we had earlier. This is real call success rate. This team is giving similar results to what our own internal team was doing. Finally, we have something working.

I am pleased to say that the team has done a very good job of calling and generating leads for our organisation. I am sure we will have another round of campaigns with your team very, very soon. Loved the way your team works timely reports, timely information regards the leads, proper scripts. Good. Keep it up!! Best part is you understood what we are selling and devised your own process & ways to help us position & qualify a lead. Very Good.

Since then, the Client continued to renew contracts regularly and invited Callbox to take part in their annual ASEAN and NorthAm marketing plans.

Callbox Delivers Intelligent Solutions to Speed Up Market Access

The Client

The Client is a private company of internet marketers, web designers and developers, and web technology experts, providing a wide range of internet solutions to various internet-based companies. Its online business solutions include web design and applications development, internet marketing, project consulting, e-commerce, and interactive development.

The Challenge

Over the years, the Client was doing well with having an in-house team who did the prospecting and closing sales. Though their services were known to be first-rate in the industry, and repeat business was substantial, they realized that they were devoting too much of their limited time to prospecting.

After thorough planning and consultation, the Client decided to outsource, for the first time, and chose Callbox as a strategic enterprise partner.

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 and Social Media
  • Sales Enablement & Support that covered Training, Setup, and Back Office Sales Support
  • Tools & Subscriptions to the Callbox Pipeline and HubSpot CRMs
  • Account Management with Strategy Building, Reporting and Product Knowledge

The Goals

  • The Callbox team was to contact potential customers using multiple marketing channels to broaden the Client’s market reach
  • Keep the contact list updated to ensure more lead conversions
  • Manage the Client’s social media account to heighten brand awareness

The campaign involved two key steps:

Account Research and Selection

  1. The Client opened its target to any industry, but specified relevant contacts.
  2. Callbox worked out the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts
  3. Callbox 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 CxOs, Business Owners, Managing Director, CMOs
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type

Results in 12 months

Overall, the twelve-month ABM Lead Generation and Appointment Setting campaign produced a total of 137 Sales Qualified Leads, 563 Marketing Qualified Leads, and 465 Social Media Connections.

Australia’s Leading Technology Broker Captures More Leads with Callbox

The Client

The Client is a certified Microsoft Partner, and Australia’s leading technology broker and retailer of a wide range of brand name technology products. It operates an online store serving a wide client base composed of corporate organizations, academic institutions, government sectors, and resellers throughout the country.

The Challenge

The Client wanted to widen its market reach, and decided to look for a lead generation partner to augment its in-house strategies in promoting its IT products and services . Highly technical in nature, the Client required someone with domain expertise to handle inquiries confidently, and the ability to capture and communicate the technical details of each touchpoint.

Rather than risk a trial-and-error with “generic” telemarketers from unfocused lead generation companies, the Client chose Callbox to run the project due to its capability to provide technically sound prospecting solutions with relevant experience in the IT field.

The Callbox Solution

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

  • Multi-Channel Lead Management which utilized Voice, Email, Chat, Webinar, and Web
  • 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 Microsoft users with near-term for software licensing or upgrade to any versions of Microsoft applications.
  • Profile the contacts in the database to keep each account at best quality.
  • To uncover pending needs and pain points from prospects, and if they would be interested in receiving proposals from the Client.
  • Book meetings with qualified prospects for the Client’s inside sales team.

Below is the two-step process for the ABM campaign:

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 specific target decision makers for the Callbox team to reach, which consisted of detailed demographic and firmographic segmentations.
  2. The buyer personas designated as the campaign’s primary targets were IT Managers, System Administrators, Infrastructure Managers, Procurement Managers, and Office Managers.
  3. The master contact list was segmented based on these personas and was further grouped according to industry type.

Results

The six-month campaign generated 207 Sales Qualified Leads, 362 Marketing Qualified Leads, 112 For Callback.

Callbox ABM: A Quantum Success for Global Data Solutions Provider

The Client

The Client is a global leader in data backup, data recovery, and archiving solutions, providing expert advice and integrated solutions for reliable and cost-effective data storage management to customers worldwide.

The Challenge

The Client previously hired a lead generation company, but needed additional support for other marketing initiatives that they wanted to work out for the current year. So they looked for a reliable telemarketing provider with significant regional experience and robust resources to augment their current activities. After searching and comparing several service providers online, the Client was impressed by Callbox’s long track record in the B2B lead generation industry, and immediately penned a deal.

The Callbox Solution

Being a data expert itself, the Client did a thorough analysis of which marketing tools and strategies would best work for their needs.

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

  • Account-Based Multi-Channel Lead Management via Voice, Email, Chat, Web, and Social Media.
  • Sales Enablement & Support done via 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 invite participants to its open house events in Australia
  • Profile its database and generate market feedback to improve its sales lead generation campaign
  • Connect with prospects via social media

Below is the two-step campaign process:

Account Research and Selection

  1. The Client specified their target industries, locations, 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. Both the Client and the Callbox team Identified two sets of target personas for the campaign.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The Events Marketing campaign gathered a total of 61 RSVPs. The ABM campaign which ran for a total of 9 months produced a total of 165 Sales Qualified Leads, 291 Marketing Qualified Leads, and 468 Social Media Connections.

Print Solutions Firm Peaks Lead Generation Campaign with Callbox ABM

The Client

The Client is a leading managed print solutions provider of a wide range of office printers, multifunction devices, copiers, and software solutions to help manage information and workflows efficiently. Their 60-year experience in document management outsourcing has served over 15,000 customers across 160 countries.

The Challenge

The Client has engaged a number of marketing methods in the past, but none of the campaigns brought good results. They searched for a more straightforward lead generation strategy that could provide quality leads and expand their database.

The Callbox Solution

Callbox designed an Account-Based Marketing campaign which consisted of:

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

The Goals

  • The Callbox team was to generate qualified sales leads and business appointments for the Client’s sales team to keep them constantly engaged in revenue-generating activities. 

The campaign involved two key steps:

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 IT Manager/Director, Managing Director, CIO, CTO, CFO
  3. The master contact list was segmented based on these personas and was further grouped according to industry type.

Results

The 6-month ABM Lead Generation and Appointment Setting campaign delivered 132 Sales Qualified Leads, 55 Marketing Qualified Leads, and 157 Social Media Connections.

IT Firm Uses Callbox to Divide and Conquer Market

The Client

The Client is a renowned IT consulting firm based in the US. It provides IT solutions used by well-known commercial organizations and government institutions to improve operational efficiency and reduce telecom costs.

The Challenge

The Client hired a North American telemarketing firm to promote its products. While the telemarketing company was able to deliver good numbers, the Client recognized that much of its time was spent meeting and dealing with people who were not ready to engage or ultimately unqualified.

To make best use of its in-house resources, the Client saw the need to refine its appointment setting process by segmenting its market and creating definitive profiles of its potential customers.

The Client’s main objectives were:

  1. To identify more narrowly defined potential customers and how to best reach them.
  2. To allocate more accurately its sales resources to meeting sales-qualified prospects.

The Callbox Solution

The Client signed up with Callbox for a profiling campaign aimed at gathering information on the Client’s market. With the Client’s help, Callbox outlined a set of survey questions designed to evaluate each company’s communications set-up and existing voice and data contracts. Callbox then used this data to map the expiration dates of contracts and identify prospects with near-term requirement for a new voice and data provider.

While Callbox did not engage in actual selling, it gathered valuable insights to help the Client delve deeper into its market, focus on the right people, and determine the best time to follow up and set appointments with qualified sales leads. Callbox segmented prospects taking into account their location relative to the purchase decision process, budget, purchase history, and urgency of need. The Client worked closely with Callbox throughout the campaign, being particularly conscientious in following up leads on time.

Results

The success of this campaign is best shown by the Client’s decision to re-sign with Callbox for an extension of the campaign period. Additionally, the Client included three additional states to its target market resulting in increased sales activity. Using the data generated from this campaign, the Client defined the best approach and the most relevant message for each prospect in each segment. This significantly reduced the number of wasted calls, increased efficiency, and improved overall sales output.