Tag Archive for: case-study-it-software-products

Callbox Eased Nurturing Process for Cloud Back Up, Cut Sales Time Into Half

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The Client

The Client is a world leader in the Online Cloud Backup, Disaster Recovery and Business Continuity market, with a global customer base from a wide range of industry sectors. They utilize Asigra and NetApp in protecting their over 15 petabytes of customer data in the cloud.

Lines of Business
Cloud Backup, Disaster Recovery, Business Continuity Solutions

The Challenge

The Client holds a portfolio of impressive household name customers from around the globe, a product of both internal and outsourced efforts that significantly boosted their pipeline, which they believe is sustained by a strong and steady lead acquisition process. But, technology evolution has redesigned the buyer’s journey which called for the Client to adopt a better nurturing process to help speed up the sales process from 3-6 months down to 2-4 or shorter.

The Callbox Solution

Based on the Client’s needs, Callbox structured an Account-based Marketing Campaign that would utilize different outreach channels which would help increase campaign touch base activities to easily engage prospects at the soonest time. The ABM Lead Generation & Appointment Setting campaign consisted of:

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

The Goals

  • The Callbox team was to help generate leads for the Client
  • Customize a nurture scheme aligned with the Client’s needs
  • Manage the database by keeping the contacts well profiled

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified their target industrie, location, and relevant contacts
  2. Callbox refined the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified account
  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 which consisted of detailed demographic and firmographic segmentations.
  2. Buyer personas were identified as the campaign’s primary targets:IT Director, CTO, CIO, Desktop Manager, IT Security Manager, Security Architect, CISO, Desktop Administrator
  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 twelve months and produced a total of 120 Sales Qualified Leads, 1304 Marketing Qualified Leads, and 473 LinkedIn Connections.

ICT Lead Caps App Upgrade for Channel Partner with Callbox ABM

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The Client

The Client is a leading ICT products and services provider in the APAC region, with a network of more than 40,000 active channel partners across China, Thailand, Malaysia, Singapore, Indonesia, the Philippines, Cambodia and Myanmar, leading global names like Hewlett-Packard, Apple, Microsoft, Dell, Lenovo, IBM, Oracle and EMC.

Lines of Business
Enterprise Systems, IT Services, Distribution

The Challenge

The Client provides MNCs, local government and domestic companies a competitive edge over their peers by designing, installing and implementing IT infrastructure, a holistic service process which they efficiently carry out together with channel partners.

In the recent product upgrade of one of its channel partners, the Client launched a marketing campaign aimed to inform target customers about the upcoming changes, and to generate leads at the same time, and targeted to complete the project in three months.

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 utilized Voice, Email, Web, Chat, Social Media and Mobile channels
  • Sales Enablement & Support that covered 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

  • Identity and pre-qualify target prospects or companies that have a need to purchase PC Devices/Office 2019 within 12 months time, and arrange a follow-up call for the Client
  • Inform both current and target customers about the end of support for Windows 7, office, and 2010
  • Promote Windows 10 Pro Modern PC Devices and Office 2019
  • Classify leads according to purchase timeline: Hot (0-3 months), Warm (4-6 months) and Cold (7-12 months)

Below is the two-step campaign process:

Account Research and Selection

  1. The Client specified its 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 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 in. The profiles consisted of detailed demographic and firmographic segmentations.
  2. The campaign’s primary targets were IT Director/Manager, Owner, General Manager, Managing Director
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type with unique accounts and contacts.

Results

Overall, the Account-Based Marketing Lead Generation and Appointment Setting campaign produced a total of 200 Marketing Qualified Leads, (81 Hot, 90 Warm, 29 Cold), and 263 Social Media Connections.

MSP’s 14-Month ABM Campaign Generated 700 Appointments

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The Client

The Client is a leading provider of Managed B2B e-Commerce solutions that simplify integration, automate business processes, and enhance collaboration and visibility across global trading partners.

Lines of Business
Cloud Integration, Supply Chain Solutions

The Challenge

Prior to working with Callbox, the Client employed a number of lead generation companies in the hope to help them scale up the business. Unfortunately, much of the leads generated from those campaigns resulted in low conversion due to poor lead quality brought by lists with poorly verified contacts, and lack in probing efforts to uncover prospects’ needs.

The Client realized the extent of time and effort wasted on those campaigns, and decided to hold off all outsourcing plans for the moment. After getting quite a few interesting proposals from marketing agencies, the supply chain lead finally decided to, again, give it a try.

This time, they carefully schemed the campaign steps and objectives, and focused on a specific product.

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, Chat, Web, Social Media, and Webinar
  • Sales Enablement & Support that includes 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 profile the contact list to ensure that all the information is accurate
  • Engage prospects via multiple channels, and offer the Client’s Order Management Solutions platform
  • Set appointments for the Client

The campaign was rolled out in two stages:

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 account
  3. Callbox built a list of target contacts 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, Senior 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 fourteen-month ABM Lead Generation and Appointment Setting campaign delivered a total of 700 Sales Qualified Appointments and 150 Potential Leads

Callbox Staged Success for Data & Advanced Analytics Leader in 2021

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The Client

The Client is a leading global provider of legal, regulatory and business information and analytics that help customers increase productivity, improve decision-making and outcomes, and advance the rule of law around the world.

Lines of Business
Compliance, Research & Insights, Media Intelligence, Data-as-a-Service

The Challenge

The Client previously ran a lead generation campaign with Callbox from its Malaysia office to increase the number of users for its trademark media aggregation, monitoring, and analytics platform. The campaign targeted key personnel in charge of public relations and corporate communications at companies in Kuala Lumpur and Petaling Jaya.

With the success of the said campaign, the analytics leader secured another contract with Callbox. This time, a campaign was set to target key personnel in charge of banking and finance at companies in Hong Kong and Singapore to promote its diligence and compliance monitoring solutions.

The Callbox Solution

Callbox schemed an ABM Lead Generation & Appointment Setting campaign which 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 solutions.
  • Engage prospects and uncover their 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, 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. The campaign’s target prospects were Compliance related titles.
  3. The master contact list was segmented based on these personas and was further grouped according to industry type.

Results

The 12-month ABM Lead Generation & Appointment Setting campaign generated a total of 144 Sales Qualified Leads, 113 Requests for Information, 67 Opt-in Verified Interest, and 1,537 Social Media Connections.

My manager and my team were very impressed with the Telemarketing campaigns that Callbox ran for us in 2021

The Client just signed up another 10-month lead generation contract with Callbox.

RSVPs & Appointments: Software Leader Wins Double Hits with Callbox

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The Client

The Client is a multi-awarded software company that has rich experience in delivering over 100 mission-critical applications, integrating Cloud, CRM, Data Analytics, and other leading technologies, to more than 300 customers across Asia.

Lines of Business
Salesforce Automation, Customer Service Platform, Analytics, Machine Learning

The Challenge

The Client has been delivering best-in-class enterprise solutions to a wide range of industries for more than a decade which helped them stack up a huge number of clients around Asia.

Despite the rich experience and market leadership, the software leader continues to develop and innovate custom technology, market partnerships, and best practices to provide seamless business solutions such as outsourcing a lead generation provider to help them scale up their marketing and sales numbers.

And for the year’s planned marketing campaign, the Client chose Callbox to help them run a series of IT events in three major countries in APAC which required two things: an updated and profiled contact list of their target customers, and a dedicated team to help them invite prospects to the events.

The Callbox Solution

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

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

The Goals

  • The Callbox team was to facilitate and manage a series of events.
  • To run a database management through customer profiling to ensure accuracy of information in each target account.
  • The Callbox team was to reach out to prospects and set appointments for the Client’s BDMs.

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 want the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations.
  2. Identified as the campaign’s primary targets were COO, CIO, CTO, IT Director, VP of IT Applications, VP of Corporate IT, Head of Digital Transformation, VP of Customer Experience, VP of Customer Support, VP/Head of Operations.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The 6-month campaign produced a total of 48 Sales Qualified Leads, 451 Marketing Qualified Leads (Events Marketing), and 768 Social Media Connections.

ABM Amped Up Brand Awareness and Potential Leads for Cybersecurity Leader

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The Client

The Client is a cybersecurity leader that helps build, scale and manage security across cloud, hybrid and traditional environments, providing a wide range of products and solutions such as Physical & Virtual Firewalls, Advanced Threat Protection, and Email Security.

The Challenge

The Client recently upscaled a suite of their product offerings and integrations to help businesses address issues such as:

  • being able to protect the company’s data from external threats and misuse
  • secure remote access encrypting all traffic across from the internet
  • allow to determine types of data that can leave the site
  • monitor and control user access
  • integrating a real-time application visualization dashboard and analysis tools
  • enables IT managers to visualize all application traffic and determine application bandwidth consumption based on real-time information
  • application control in firewalls can limit or control applications such as social media

The cybersecurity company looked for an outsourced lead generation partner who can provide them with a large database of contacts and a multi-channel track to reach and engage more potential customers. The targets included some key countries in the APAC region as the product upgrades were specifically designed for end-users in this market.

The Callbox Solution

Callbox built an Account-Based Marketing Lead Generation and Appointment Setting campaign 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 increase new business opportunities and create brand awareness for the Client through outreach activities.
  • Callbox was to create brand awareness pertaining to their messaging that aside from being a trusted firewall company, they are also a Cloud Security, Endpoint Security, and Email Security provider.
  • Run these goals through email marketing campaigns, and generate meetings with interested prospects for the Client’s consultants.

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 CIO, IT Director, MIS Manager, IT Manager.
  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 and Appointment Setting campaign generated a total of 118 Sales Qualified Leads, 371 Marketing Qualified Leads, and 300 Social Media Connections.

Having More Learnt Customers Means More Business for a NY-Based IT

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The Client

The Client is a New-York based IT company that focuses on delivering Managed IT and Security solutions through an expert team of engineers, run by military personnel with military precision from a Network Operation Center.

Lines of Business
Managed IT, Security

The Challenge

The Client ensures that its customers are well informed about their products and services and how they can maximize every feature to fully benefit from each.

In this campaign, the Client rolled out a suite of informational materials about the customer onboarding process, how to improve performance, accountability, security, budget, cost, and business outcomes.

At the end of the campaign, and by working with the right marketing agency, the Client hopes to see their product and services’ inquiries scale as they gain more interest from potential customers.

The Callbox Solution

Based on the Client’s requirements, Callbox schemed an Account-based Marketing Lead Generation & Appointment Setting campaign which consisted of:

  • Account-Based Multi-Channel Lead Management via Voice, Email, Chat, Web, Social Media, and Webinar
  • Sales Enablement & Support which included Product 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 meetings for the Client.
  • Make confirmation calls a day or two prior to the appointment.
  • Engage prospects through introductory and follow-up emails, and as per customer request.
  • Increase the Client’s social network connections.

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 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, which consisted of detailed demographic and firmographic segmentations.
  2. The buyer personas designated as the campaign’s primary targets were IT Director/Manager, CFO, C-level, and other related relevant contacts.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The twelve-month lead generation campaign delivered 119 Sales Qualified Leads, 215 MQLs and 1,246 Social Media Connections.

Global ICT Leader Expands Broadband Space in the UK with Callbox ABM

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The Client

The Client is a global leader in communications technology and services for over 25 years, bringing leading-edge solutions to telcos, municipalities, utility co-ops, open access providers and WISPs to reduce operating costs and future-proof technology.

Lines of Business
Customer Service Management, Field Service Management, Unified Device Management, Telecom Analytics

The Challenge

Customers have high demand for the Client’s traditional and new product lines which is why they steadily expand to address these demands in the telecom, muni/utility and electric co-op space, especially in the light of Covid-19, and focuses its efforts to greatly reduce the time to bring on new networks or services.

The vast business expansion made the ICT leader complete its best year ever. And, although success has put them in the strongest financial position, it has not kept them from looking for more strategic alliances and acquisitions that will fuel their progress for the next decade.

The Callbox Solution

Working with a lead generation company was one of the Client’s top strategies in mind which they were certain that would help them achieve their goals for the next ten years, and Callbox has provided everything they needed to kick start the process.

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

  • Account-Based Multi-Channel Lead Management via Voice, Email, Chat, Web, Social Media, and Webinar
  • Sales Enablement & Support which included Product 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 run a lead generation program and promote the Client’s Service Management Platform, Billing System, and Device Management solutions
  • Generate leads that are interested in looking into their solutions
  • Run 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. Buyer personas were identified as the campaign’s primary targets were, Directors to C-Level, General Managers, and DMs with Fiber or Broadband on their titles.
  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 yielded 52 Sales Qualified Leads, 363 MQLs, 1977 Social Media Connections and 88 Webinar Registrations

Expense Management Firm Builds A New Market Segment with Callbox ABM

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The Client

The Client provides an AI-powered expense management platform that analyzes spend data to automatically identify financial waste and misuse across the organization.

The Challenge

The Client has a broad market coverage, but was looking to grow specific segments and industries to reliably expand their reach around the globe. However, they lacked the tools that would carry out the best results for their goals, and getting mere lead generation service would not complete the scheme that they had in mind. So, among the list of marketing proposals that they were looking into, the Client chose the one with a holistic prospecting design from database building to lead management solutions.

The Callbox Solution

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

  • Account-Based Multi-Channel Lead Management which included Voice, Email, Web, Chat, and Social Media
  • Sales Enablement & Support that covered Training, 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 identify new contact areas and to bring in new opportunities out of the activities that will be done across different channels.
  • To call and promote the Client’s expense management tool with relevant contacts to generate interest, identify gaps, or upcoming requirements.
  • To schedule a face to face or ZOOM meeting with the Sales representatives and interested prospects.

Below is the two-step campaign process:

Account Research and Selection

  1. The Client specified the campaign target industries and decision makers
  2. Callbox filtered 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
  2. The profiles consisted of detailed demographic and firmographic segmentations
  3. Callbox qualified prospects that had a need for expense management solutions

Results

Overall, the Account-Based Marketing Lead Generation and Appointment Setting campaign delivered 45 Sales Qualified Leads, 252 Marketing Qualified Leads, and 208 Social Media Connections.

Callbox Mounts High Converting SQLs for Information Management Firm

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The Client

The Client is a global IT company dedicated to storing, protecting and managing information and assets, offering a broad range of products and services such as Data Centers, Intelligent Content Platforms, Document Scanning & Workflow Automation, Information Governance Advisory Services, Iron Cloud Data Management, Inventory Management & Reporting, Software Escrow, Secure Shredding, Secure IT Asset Disposition, and Secure Storage. A trusted brand by the Fortune 1000 companies from critical business information to geological samples, and works of fine art to original recordings of treasured artists.

Lines of Business
Data Center, Intelligent Content Service Platform, Document Scanning & Workflow Automation, Information Governance Advisory Services, Iron Cloud Data Management, Inventory Management & Reporting, Entertainment Services, Secure Shredding, Secure IT Asset Disposition, Secure Storage

The Challenge

The Client wanted to heighten brand awareness for their portfolio of information management products and advisory services among their target audience. Part of the plan was to work with channel partners, and third party providers who can provide marketing schemes that can help them keep up with fast changing business demands.

The Callbox Solution

To help them realize these business objectives, Callbox designed an ABM Lead Generation and Appointment Setting campaign which consisted of:

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

The Goals

  • The Callbox team was to generate potential leads
  • To call and promote solutions with the target prospects/audience
  • Schedule phone or online meetings with potential leads
  • Set MQL with prospects who agreed to be contacted by the Client’s sales representatives.
  • Secure registrations for the Client’s webinar

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 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 Head of Development, Owner, C-level, Directors
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type

Results

The campaign generated 60 Sales Qualified Leads, 46 Marketing Qualified Leads, 90 Webinar Registrations, 520 Social Media Connections.

Callbox Hyped ABM Campaign for Multinational E-commerce Company

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The Client

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

Callbox ABM Finds Blue-Chip Prospects for Fleet Management Lead

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The Client

The Client is a leading provider of innovative software solutions and workflow automation for businesses in the transport and logistics industries. With cloud-based technology, they transform businesses into modern workspaces with its configurable platform of features, and integrations.

The Challenge

Prior to working with Callbox, the Client’s lead generation activity solely depended on inbound channels as they didn’t have the resources to do outbound. So, they did an extensive research on multiple vendors specialising in B2B lead management, and chose the one that has broad experience, and can efficiently and effectively scale the growth of the business.

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, Chat, Web, Social Media, and Webinar
  • Sales Enablement & Support that provided Team Training, Account 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 build a profiled list of prospective accounts.
  • Set phone or online meetings with interested prospects.
  • To facilitate and host a webinar event.

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 Logistics Manager/Director and Operations Manager/Director Fleet Manager, Transport Manager, Business Owner/Managing Director, Delivery Manager
  3. The master contact list was segmented based on these personas and was further grouped according to industry type.

Results & Client Feedback

The ABM Lead Generation and Appointment Setting campaign just capped the first half of its term, which generated 59 Sales Qualified Leads and 46 Marketing Qualified Leads.

As per the Client, the handover of leads from the Callbox team to their Account Executives is seamless, and the workflow is excellent. The team actively responds to prospects, and acts like an extended team of the Client.