Tag Archive for: case-study-lead-generation

Creative Automation Firm Wins Multi-tier Target Campaign with Callbox

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The Client

The Client is a leading creative automation and management platform for advertising and marketing design production, with more than a decade of experience in empowering agencies, media suppliers, and brand leaders with innovative creative technology for data-driven display across all screens, mobile, tablets and desktops.

The Challenge

The Client is passionate about enabling creativity at scale across enterprise targets, and works towards winning products through collaboration, partnerships and trust.In this campaign, the Client wanted to further profile their target audience from target countries in APAC in order to better align their services with customers’ needs, and learn what their competitors are doing to validate product competitiveness and market share status. They planned to carry it out with an outsourced marketing provider.Among the top companies they googled, they went ahead with Callbox due to the latter’s end-to-end multi-channel lead generation program design and full database provision.

The Callbox Solution

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

  • Account-Based Multi-Channel Lead Management which included Voice, Email, Web, Chat, Social Media and Webinar
  • Sales Enablement & Support that provided Training, Setup and Back Office Sales Support
  • Tools & Subscriptions utilization 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 the Client in generating potential leads
  • To promote the Client’s products and services to raise interest and awareness to the target prospects/audience
  • Schedule online and phone meetings for the Client in the target regions

Below is the two-step campaign process:

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 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 Head of Creator Services, Head of Content, Head of Studio, CMO, Head of Marketing, Creative Director, Campaign Manager/Director, Marketing Campaign Manager, Senior Campaign Manager, Performance Director, Head of Performance, Head of Media, Chief Digital Officer, Head of Digital Officer, Social Media Director, Brand Manager, Senior Brand Manager, Digital Marketing Operations, Digital Innovation, Digital Marketing Manager, Digital Marketing Director
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

Overall, the six-month ABM Lead Generation and Appointment Setting campaign generated 34 Sales Qualified Leads, 171 Marketing Qualified Leads, 53 Webinar Registration and 1,474 Social Media Connections.

Know How A Fintech Firm Secured New Sales Leads Via Callbox ABM

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The Client

The Client is a leading provider and supplier of secure payment devices and solutions, helping issuers, financial institutions and telcos with the tools they need to empower consumers everywhere.

The Challenge

The Client has been providing products and solutions that address diverse needs for secure and easy to use payment solutions that cover onboarding, personalization and payment device issuance systems and kiosks for more than two decades, and has been relying on in-house, traditional marketing approach such as media ads, word of mouth and referrals to secure new clients. Over the last decade, however, consumer buying habits changed, leaning more on online marketing like email, social media, web and mobile, which has quite made an impact on the Client’s customer base numbers. The decision to reshape customer acquisition strategies was not easy, but it was something needed in order for the business to cope and pull its numbers back up to be on track.

The Callbox Solution

Based on the Client’s 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, 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, Regular Reporting and Product Knowledge

The Goals

  • The Callbox team was to engage target customers and promote the Client’s secure payment services
  • Generate potential leads
  • To schedule meetings with prospects in target locations

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 IT Director, CTO, IT VP, Head of Departments (Finance/Operations/ Manufacturing/Supply Chain/Marketing/Sales)
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

Overall, the six-month Lead Generation and Appointment Setting campaign delivered 186 Sales Qualified Leads, 118 Marketing Qualified, and 1,756 Social Media Connections.

What A Well-Crafted ABM Campaign for a Software Lead Looks Like

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The Client

The Client is a one stop digital solution provider, with core competency on Software AG components like web Methods, ARIS, API Management, IoT and Enterprise Resource Planning, CRM, Application Development and Add on (Oracle EBS Technical and Functional resources).

The Challenge

The Client is always on the lookout for opportunities that could help them provide their target customers with cost-effective digital solutions with quality and high performance. This means partnering with industry leaders who can augment or integrate products and services that are not available in their suite of offerings, which includes analysts, ERP, search companies, and sales and marketing providers. In this campaign, the Client chose to work with Callbox to help them generate potential customers in APAC who have the need, or upcoming needs for the products and solutions that they offer.

The Callbox Solution

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

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

The Goals

  • The Callbox team was to contact target prospects/audience and promote their products and services, with main focus on web Methods, IOT, Elastic Search, Dell Boomi, Azure Cloud, Oracle, ERP and SAP
  • To schedule online meetings with potential leads

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 IT Director, CTO, IT VP, Head of Departments (Finance/Operations/ Manufacturing/Supply Chain/Marketing/Sales)
  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 yielded 35 Sales Qualified Leads, 187 Marketing Qualified Leads, and 286 Social Media Connections.

Data Software Firm Collects Over A Hundred Potential Leads from Callbox Campaign

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The Client

The Client is a data collection firm that provides an intuitive and comprehensive platform that gives users insights to gain the information needed to make real-life business decisions quicker, smarter, and more efficiently.

The Challenge

In this campaign, the Client wanted to focus on consumer packaged goods (CPGs), one of its prime solution offerings that aims to provide customers the ability to make data-driven decisions around pricing and promotions in real-time.

Furthermore, they wanted to educate potential customers on the shareability feature of the product which allows both the CPG and retailer full visibility into the competitive pricing landscape, resulting in decisions on trade spend, promotional compliance, new item launches, and competitive threats in real-time and at the hyper-local level, as well as integration of out data with other data sources to improve analytic capability around price elasticity, the impact of promotions. etc.

The Callbox Solution

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

  • Account-Based Multi-Channel Lead Management which included Voice, Email, Web, Chat and Social Media.
  • Sales Enablement & Support that provided Training, 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 Goal

  • The Callbox team was to reach out to prospects to uncover pain points or upcoming needs
  • To profile the target accounts to keep the whole database accurate and up to date
  • To set meetings for the Client’s consultants and gather registrants to the webinar

Below is the two-step campaign process:

Account Research and Selection

  1. The Client specified their target industries, location and relevant contacts
  2. Callbox refined the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts
  3. Callbox came up with a list of potential contacts to target which was reviewed and approved by the Client

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they want the outbound campaign to target, which consisted of detailed demographic and firmographic segmentations
  2. Identified as the campaign’s primary targets were VPs/Directors/Managers for Marketing, Branding, Category, Pricing and Data Strategy
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The ABM Lead Generation and Appointment Setting campaign successfully ran for twelve months, generating a total of 122 Sales Qualified Leads, 196 Marketing Qualified Leads, 346 Profiles Completed, 24 Webinar Registrations and 3,381 Social Media Connections.

Learn A Smart Way to Stack Leads and Gain New Markets from a Payment Specialist

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The Client

The Client is a trusted payment and risk management solutions specialist that provides a comprehensive range of global payment and foreign exchange services. They manage more than 35,000 diverse active commercial clients, creating unique and strategically adept global payment solutions to meet their clients’ financial needs.

The Challenge

The Client takes pride in creating smarter payment and foreign exchange solutions in order to meet their customers’ financial goals, employing sophisticated software systems and functionalities that make payments and currency exchange easier for customers – faster, cheaper and more convenient. 

Furthermore, they also want to understand the preferences of the customers in terms of billing and invoicing and present them with options. These objectives were carried out through Callbox’s lead generation and appointment setting program.

The Callbox Solution

To help the Client better understand their customers’ needs, Callbox built an Account-Based Marketing Lead Generation & Appointment Setting campaign which ran through relevant channels and processes 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 introduce cross-border payment services to prospects
  • Generate leads based on the Client’s criteria
  • Set appointments for the Client’s consultants

The campaign comprised three phases:

Database

  1. Callbox was to clean up the database by removing not qualified and no contact
  2. Callbox to add new records (target companies)
  3. Callbox to expand the list by adding new contact persons

Non-Voice or Inbound Campaign

  1. Callbox to refresh email accounts and social media content
  2. Callbox to do LinkedIn Drip Marketing
  3. Callbox to share Client’s relevant blogs with prospects to establish rapport and trust

Lead Generation

  1. Callbox to call the Clients’ current marketing qualified leads and convert them into appointments
  2. Callbox to gather feedback on previous leads/appointments to better improve lead quality

Results

The six-month ABM Lead Generation and Appointment Setting campaign turned in 52 Sales Appointments, 26 Marketing Qualified Leads and 270 Social Media Connections.

Malware Hunter Tracked New Leads with Callbox ABM Campaign

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The Client

The Client is one of the trusted names in cybersecurity in the IT industry. They are a team of bold malware hunters, software engineers, and security industry veterans, and their innovative technology has been awarded six patents since inception.

The Challenge

Apart from market expansion, the Client also needed to further educate their target customers that their anti-malware tool does more than just removing known viruses, but can isolate and remove trojans, block or flag malware, and detect threatening files and behaviors that are common in viruses.

Although they regularly send out news and updates about their product and never miss to hold webinars and in-person events, the cybersecurity leader still opted to hire a third-party provider to help them speed up information dissemination to target customers and generate appointments to grow their sales pipeline.

The Callbox Solution

Callbox designed an Event and Lead Generation campaign which consisted of:

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

The Goals

  • The Callbox team was to generate leads, and set either zoom or face to face meetings with qualified decision makers
  • Manage the Client’s database by keeping the accounts well-profiled and updated

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 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 six-month Account-Based Multi-Channel Lead Management campaign produced a total of 80 Sales Qualified Leads, 218 Marketing Qualified Leads and 242 Social Media Connections.

Callbox Braced Successful Lead Generation Campaign for Customer Engagement Firm

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The Client

The Client is a cloud-based software company headquartered in the US with ten global offices in fifty countries, empowering a thousand brands with its customer engagement platform to billions of users globally.

The Challenge

The Client is passionate about building strong connections between consumers and brands, so they continually create technologies and solutions that would help integrate, customize and amplify their clients’ customer engagement capabilities.Doing this internally, however, limits their ability to help more clients achieve their goals, so they partner with different technology and solutions companies, including lead generation providers like Callbox, to augment their in-house tactics with industry leaders’ deep expertise.

The Callbox Solution

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

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

THE GOALS

  • The Callbox team was to call and promote solutions with the target prospects/audience
  • To schedule a Meeting (Phone/Online) meetings with potential leads
  • To set Marketing Qualified Leads with prospects who agreed to be contacted in a couple of month’s time

Below is the two-step campaign process:

Account Research and Selection

  1. The Client identified 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 database of potential contacts to target, which was reviewed and approved by the Client

Account and Prospect Profiling

  1. The Client provided target relevant contacts for the Callbox team to reach out which consisted of detailed demographic and firmographic segmentations.
  2. DMs that were identified as the campaign’s primary targets were Business Owners, Managing Directors, General Manager, Marketing Manager
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type

Results

The six-month Account-Based Marketing Lead Generation and Appointment Setting campaign yielded 40 Sales Qualified Leads, 90 Marketing Qualified Leads, 216 Profiles Completed and 366 Social Media Connections.

IaaS Firm Converted Old Contacts Into Warm Leads

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The Client

The Client is a trusted, global AI-powered IaaS (Identity-as-a-Service) online mobile payments and identity verification company, providing card and validation products for mobile and web transactions. Their solutions help eradicate online identity fraud through end-to-end verification solutions for customers to meet their AML and KYC compliance. The Client is also an awardee of Frost & Sullivan’s North American Entrepreneurial Company for the Biometric Security Solutions Industry.

The Challenge

The Client ran a lead generation campaign with a marketing agency in the previous year, but the leads never rolled into warm conversations after the campaign. This time, it hopes to reach out to those targets again, and prefers to partner with someone who has the tools and experience in cleansing, profiling and expanding the database, building brand awareness, and establishing social media connections, apart from generating highly convertible leads.

The Callbox Solution

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

  • Account-Based Multi-Channel Lead Management which included Voice, Email, Web, Chat and Social Media.
  • Sales Enablement & Support that provided Training, 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 Goal

  • The Callbox team was to re-engage the Client’s follow-ups, and gauge if the prospects would be open to discuss again
  • Promote the Client’s online identity verification solution 
  • Set appointments 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 decision-makers
  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 the outbound campaign to target, which consisted of detailed demographic and firmographic segmentations
  2. Identified as the campaign’s primary targets were IT Manager, CEO, CTO, Managing Director, CIO, Marketing Director, COO, Technology Risk Manager
  3. The master contact list was segmented based on these targets, and was further grouped according to industry type

Results

The 6-month ABM Lead Generation and Appointment Setting campaign delivered a total of 60 Sales Qualified Leads, 544 Marketing Qualified Leads and 222 Social Media Connections.

Callbox ABM Campaign Capped Business Goals for Global ERP

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The Client

The Client’s more than 50-year leadership as a business software leader in providing productivity solutions has made, moved, and sold products and services for the manufacturing and distribution industries in 150 countries to over 27,000 customers worldwide.

The Challenge

The Client is a result of the mergers of several software companies, targeting midsize companies and divisions of corporations with ERP software for manufacturing and distribution companies as its focus. Included in its strategic direction were to reduce the costs of software implementation and operation, and improve user experience to become more intuitive and productive. To carry out these goals, the Client planned on collaborating with third-party providers such as lead generation agencies, and other service entities to help them deliver their value proposition to a broader range of end users.

The Callbox Solution

Based on the Client’s needs, Callbox designed an Account-Based Marketing Lead Generation and Appointment Setting campaign which consisted of:

  • Account-Based Multi-Channel Lead Management that included Voice, Email, Webinar, Chat, Web, 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 Campaign Goals

  • The Callbox team was to generate high-value ERP and FMS leads
  • Qualify the accounts based on BANT criteria
    •  Budget: test budget of at least USD100,000; or, no budget yet but currently evaluating
    • Authority: evaluator, influencer, recommender, approving-authority
    • Need: requirements covered by ERP modules (or financial management)
    • Timeline: currently evaluating or will evaluate in the next 12 months
  • Set appointments with interested and qualified prospects for the Client’s sales representatives.

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, which consisted of detailed demographic and firmographic segmentations
  2. Buyer personas were identified as the campaign’s primary targets: IT Manager/Director, Chief Financial Officer, Finance Manager
  3. The master contact list was segmented based on these personas and was further grouped according to industry type

Results

Overall, the 12-month Account-Based Marketing Lead Generation and Appointment Setting campaign produced a total of 70 Sales Qualified Leads and 680 Marketing Qualified Leads.

Leading Industrial Automation Resource Integrates ABM Campaign, Boosts Growth

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The Client

The Client is a trusted resource in providing control system guidance, design, implementation and support, delivering reliable, high quality control systems solutions and integrations tailored to the specific needs of each of its clients.

The Challenge

The Client continues to invest in innovative technologies that will help them achieve profitability and growth, and overcome business roadblocks and complex market demands. A large chunk of this effort is focused on engaging multi-channel marketing solutions to boost productivity and sales.

In this campaign, the Client hopes to reach more potential clients, and uncover pain points and upcoming needs on data gathering and analyzing which their SCADA software would be best at.

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 engage target customers and uncover opportunities
  • Callbox was to set meetings with interested qualified prospects for the Client

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 SCADA Manager, SCADA Director, Engineering Manager, Engineering Director, VP of Engineering, Operation, Director, Maintenance Director
  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 68 Sales Qualified Leads, 104 Marketing Qualified, 664 Profiles Completed and 904 Social Media Connections.

Callbox ABM Workflow Brought Success Hit Rates for IT Lead

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The Client

The Client is a 20-year old IT company that provides professional services and technical writing services that cover Solution Design Documentation, Technical Proposal, Installation Guide, Disaster Recovery Guide, and User Guide.

The Challenge

The Client wanted to expand in other locations to reach more SMEs who wanted to benefit from their cloud technology, but would not want to add more sales resources. So, they looked for a third party lead generation company that can provide a profiled list of target contacts, and one who uses multiple marketing channels to ensure accuracy to reach relevant contacts within target timelines.

The Client shortlisted three lead generation companies, but Callbox was the most active to follow-up, and presented a customized proposal that suited their needs, and was recommended by one of its colleagues.

The Callbox Solution

The Callbox team designed an Account-based Marketing, Lead Generation & 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 reach out to prospects via multiple channels to help the Client generate potential leads
  • To call relevant contacts and promote their product
  • To set either face-to-face or online meetings with interested prospects for the Client’s specialists

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, Infrastructure Team Lead, and C-Level
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The 6-month Account-Based Marketing Lead Generation and Appointment Setting campaign generated 81 Sales Qualified Leads, 291 Marketing Qualified Leads, 42 Follow-ups,15 Opt-in Requests for Information, and 192 Social Media Connections.

Edge Cloud Leader Hit Target Leads with Callbox Account-based Marketing

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The Client

The Client is a leading provider of digital assets that need fast, reliable, and secure processing and delivery. Its powerful edge services platform is able to help deliver on these expectations by leveraging its global private IP network, intelligent software, and world-class service and support.

The Challenge

The edge cloud services leader recently expanded its content delivery capacity in order to support the strong demand for online content. The expansion brought efficiency gains, but required further prospecting strategies to reach and engage target audiences that are most qualified to benefit from the Client’s services.

The Callbox Solution

Callbox designed an Account-based Marketing campaign for the Client which consisted of

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

THE GOALS

  • The goal was for the Callbox team to call and promote the Client’s products and services to target decision makers
  • To generate marketing qualified leads
  • Propose online or phone meetings to prospects

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified target industries, areas 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 target relevant contacts 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 CTO, Head of Technology, Head of Network, Head of Network Security/Infrastructure, Head of Security, Head of Product, Head of Procurement, Head of Broadcast, Head of e-Commerce, Head of Platform, Head of Innovation, CISO
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type

Results

Overall, the 6-month ABM Lead Generation & Appointment Setting campaign generated 30 Sales Qualified Leads, 91 Marketing Qualified Leads, 48 Follow-ups, and 342 Social Media Connections.