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Southern IT Firm Crossed All AU Metros with Callbox ABM Campaign

The Client

The Client is an IT company that has been providing corporate technology solutions services such as End User Compute, Data Centre, Cloud Transformation, Cyber Security, and People Provision to small and medium sized businesses across Australia for more than three decades.

The Challenge

The headquarters is in Melbourne, but this IT expert has extended technical teams across all major hubs in Australia that provide complete assistance and expertise to their customers. It strives to be always on top in giving holistic IT products and services by being adaptive to technology transformations and employing innovative strategies through partnerships, and by outsourcing applicable sales and marketing tactics from third-party providers that would help them carry out their goals.

With the goal of maximizing their technical experts spanned over the country, and to gauge their competitiveness in the market, the Client decided to outsource a lead generation campaign where Callbox was picked among a shortlist of providers.

The Callbox Solution

Callbox designed a 12-month Account-Based Marketing Lead Generation and Appointment Setting campaign for the Client which consisted of:

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

The Goals

  • The Callbox team was to reach out to prospects via multiple channels to uncover their pain points, and upcoming needs.
  • Profile the target accounts based on the Client’s specifications.
  • Set meetings between the Client’s consultants and prospects who expressed interest in their services.
  • Invite prospects to the webinar.

Below is the two-step campaign process:

Account Research and Selection

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

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they want the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations.
  2. Identified as the campaign’s primary targets were Business Owner, Head of IT, Procurement or Person-In-Charge of Purchasing, CTO, CIO
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The campaign recently completed 9 months, and delivered 133 Sales Qualified Leads, 128 Marketing Qualified Leads, 44 Profiles Completed, and 12 Webinar Registrations.

The campaign is running on it’s 10th month. With the impressive results that the team has delivered, the Client signed for another 12-month deal, and purchased Hubspot Marketing Hub as introduced by Callbox.

World’s No. 1 CRM Got On Holiday Rush & Engaged More Customers with Callbox Lead Generation

The Client

The Client is the world’s number one cloud-based software company that provides customer relationship management service and a complementary suite of enterprise applications focused on customer service, marketing automation, analytics, and application development. They have been a Callbox partner for nearly a decade.

The Challenge

The CRM leader wanted to keep connected with their customers throughout the holiday season, and sending them updates through research reports and other useful product/service collaterals via a Lead Tele-nurturing campaign was the best strategy to keep customers engaged throughout the long recess.

The Callbox Solution

The Client normally runs long-term campaigns with Callbox, but on random occasions, they roll out short-term lead generation campaigns to cater momentary needs. The most recent was an Account-Based Marketing Tele-nurturing campaign for the Holidays which consisted of:

  • Account-Based Multi-Channel Lead Management via Voice, Email, Chat, Web and Social Media.
  • Sales Enablement & Support that included Training, Setup and Back Office Sales Support.
  • Tools & Subscriptions utilization.
  • Account Management with Strategy Building, Reporting and Product Knowledge.

The goals were for the Callbox team to:

  1. Reach out to prospects via a Holiday E-card containing research reports.
  2. Nurture follow-ups via emails to ensure that prospects have downloaded the reports.
  3. Qualify the prospects through calling based on BANT criteria, and submit MQLs to the Client.

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 profiles of the prospects that they want the outbound campaign to target.
  2. Identified campaign targets were Marketers, Sales, IT Decision Makers, Service (Sales or Marketing Functions, IT), Small and Medium Business Owners.
  3. The master contact list was segmented based on these personas and was further grouped according to industry type.

Results

The Lead Tele-nurturing program ran for 5 weeks, but was launched in a huge 5-seat campaign to fully cover the large database of contacts needed to be engaged for the holiday period.

The campaign produced a total of 108 Sales Qualified Leads, 164 Marketing Qualified Leads and 793 Potential Leads.

Software Testing Firm Brings Potential Change to More Customers via ABM Campaign

The Client

The Client provides Change impact analysis, automated code remediation, collaborative test management and test execution, and ALM acceleration for three of the biggest platforms in the software industry: SAP, Oracle, and Salesforce.

The Challenge

One thing that differentiates the Client from its competitors is their process of nurturing which starts with educating customers on how the entire Change process works in order to give them visibility into every potential risk, precise software sizing for faster deployment, and reduce cost on budget and manpower. They use in-house and outsourced strategies to efficiently implement these tasks.

The Callbox Solution

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

  • Multi-Channel Lead Management which utilized Voice, Email, Web, Chat, 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 Goal

The Callbox team was to call companies who are using SAP and check if they have plans to upgrade or make regular enhancements with their current system and introduce the Client’s Risk-based Testing and other solutions.

Account Research and Selection

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

Account and Prospect Profiling

  1. The Client provided target decision makers for the Callbox team to reach out which consisted of detailed demographic and firmographic segmentations
  2. The buyer personas designated as the campaign’s primary targets wereIT Manager/Director, CIO, PIC of their ERP or ERP maintenance
  3. The master contact list was segmented based on these personas and was further grouped according to industry type

Results

The six-month campaign delivered 78 Sales Qualified Leads, 118 Marketing Qualified Leads.

Callbox Completes Awareness Campaign for Online Learning Platform Firm

The Client

The Client is a cloud-hosted, social online learning platform that enables educators to deliver effective, enjoyable and transformative online courses to students. With over one million students and 5,000 courses across 180 countries, the Client is considered an Australian innovation and technology success story, and has over 65 full-time employees across its head office in Sydney and regional office in Kuala Lumpur, Malaysia.

The Challenge

The Client recently tied a partnership with one of the biggest players in the software industry in order to bring secure, verifiable, and shareable digital certificates for learners. The said partnership was launched via a series of online information drives, which also included awareness and lead generation campaigns to strategically profile their target customers and scale up the customer base.

The Callbox Solution

The Client hoped that the partnership would replicate more success stories on their website, and add more potential contacts in their database. So, the Callbox team designed an ABM 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 provided 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 main objective of the campaign was to build awareness about the new product and service via social media channels
  • Identify and profile potential accounts
  • Book office meetings or online demo with qualified prospects for the Client’s specialists
  • Work out a database management system that will help keep the accounts accurate and up to date

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified target industries and decision makers
  2. Callbox worked out the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts
  3. Callbox then compiled a list of potential contacts to target, which was reviewed and approved by the Client

Account and Prospect Profiling

  1. The Client provided target decision makers for the Callbox team to reach out which consisted of detailed demographic and firmographic segmentations.
  2. The buyer personas designated as the campaign’s primary targets were Digital/Online Learning Department, Deans & Heads of teaching & learning for large education providers, CEOs for smaller providers, CEOs/Directors for education related institutions, BDM or Marketing functions, Student Retention, Support, Career Services Teams
  3. The master contact list was segmented based on these personas and was further grouped according to industry type

Results

The Account-Based Marketing Lead Generation and Appointment Setting awareness campaign gained 412 Social Media Connections, 54 Sales Qualified Leads, 96 Marketing Qualified Leads, and 35 Follow-ups.

Callbox Built Powerhouse Lead Gen Campaign for Technology Pioneer

The Client

The Client is a global powerhouse technology pioneer focusing on the areas of electrification, automation and digitalization, providing Building Technologies, Drive Technology, Energy, Financing, Healthcare, Industrial Automation, Mobility, Services, Software, and Consumer Products.

The Challenge

The global pioneer in electrical engineering began as a simple startup. Being innovative, oriented to its customers and quality, however, the Client was able to withstand business crises throughout time, thus, opening their doors to technology innovation and business partnerships. The latest project they launched required assistance from outsourced marketing strategists where Callbox stood out among a long list of third-party providers.

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

The Goals

  • The Callbox team was to contact potential customers using multiple marketing channels
  • Keep the contact list updated to ensure more lead conversions
  • Set meetings with qualified interested prospects with the Client’s specialists

Below is the two-step campaign process:

Account Research and Selection

  1. The Client specified target industries and decision makers
  2. Callbox refined the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts
  3. Callbox then 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 Directors, IT Infrastructure Managers/Heads, Data Center Managers, Engineering/Facilities Heads, Corporate Real Estates, VPs, GMs covering the same scope, C-Levels (CEO, CIO, CTO)
  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 6-month ABM Lead Generation campaign generated 72 Sales Qualified Leads, 318 Marketing Qualified Leads, and 174 Social Media Connections.

Ongoing ABM Campaign Lifts Potential ARR by $785K for FinTech SaaS Firm

The Client

The Client develops and maintains a cloud-based platform that facilitates supply chain financing transactions. The company primarily targets enterprise-level businesses in a number of industries throughout Southeast Asia.

The Challenge

Recently, the Client implemented a marketing program aimed to help them better identify high-priority accounts in their target markets. With half a decade’s worth of customer data under their belt, the Client was able to reliably determine some key qualities about their most promising target accounts: those with highest lifetime values (LTVs), top accounts that process invoices manually or through a legacy system prior to switching over to their platform, and all won deals which involved reaching out to three different decision-maker segments. The said program also specifies the need to outsource their top-of-funnel activities, including prospect research and initial outreach.

After reviewing proposals from several marketing providers, the Client signed up for Callbox’s account-based appointment setting service, and noted that the program met all their requirements apart from having an extensive track record of success with FinTech companies in the APAC region.

The Callbox Solution

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

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

The Goals

  • The Callbox team was to make initial contact to target prospects via email to see the most responsive
  • Call target decision makers to uncover their pain points to identify high-priority accounts
  • Set phone or online meetings with qualified DMs for the Client’s consultants
  • Manage the database, keep it accurate and free from duplicates and not qualified contacts

Account Research and Selection

  • Key firmographic qualities include: workforce of at least 500 employees; annual revenues of $50 million or more; engaged in manufacturing, retail, or wholesale trade in Singapore and Malaysia
  • As for technographics, the Client’s top-tier accounts were companies that rely on either manual processes or on-premise software to handle procurement, invoicing, and cash flow management
  • The Callbox team then prepared the target account list using a combination of Callbox’s in-house database and external data sources.

Account and Prospect Profiling

  • Three decision-maker groups were targeted in the campaign: end users (managers in charge of procurement and invoicing), economic buyers (CFOs, controllers, etc.), technical buyers (IT managers, IT directors, CTOs, CIOs, etc.)
  • The Client specified additional prospect characteristics to help the Callbox team pinpoint the right decision makers from each target account
  • All contact details and information were screened by a database QA team and submitted to the Client for review before being used in the campaign

Multi-touch, Multi-channel Outreach

  • The Callbox team followed a unique lead nurture path and personalized messaging strategy for each of the three decision-maker groups
  • The Lead Nurture paths combined phone, email, and LinkedIn touches which were scheduled and executed using a dynamic outreach cadence
  • Callbox’s own CRM platform, Pipeline, helped orchestrate the different outreach activities and kept the Client up-to-date on the campaign’s progress

Results

The Callbox ABM campaign completed 12 months of Lead Generation & Appointment Setting activities, and delivered 181 Sales Qualified Leads and 223 Marketing Qualified Leads.

According to the Client, their reps can convert 20% of SQLs into proposals, and turn 70% of proposals into new customers. With an average annual subscription revenue of $31,000 per customer, the Client can potentially close $785,000 in new annual recurring revenue from the appointments generated by Callbox.

Cyber Deception Firm Tops Go-To-Market Challenge with ABM Campaign

The Client

The Client is a cyber deception platform that provides threat prediction, breach response, and related services for enterprises across the globe. Their solutions protect some of the most highly targeted organizations including leading financial institutions, critical infrastructure, and Fortune 500 companies.

The Challenge

The Client wanted to test the waters for new geographies by gauging feedback to their messaging and response to their product which was critical to finalize GTM for their offering. They were considering a shortlist of companies who could best provide the services they needed. After a detailed evaluation, they saw Callbox to be the most equipped with the tools they were looking for, besides having a simple sales and marketing scheme, at a very efficient price.

 The Callbox Solution

The Callbox team, which was composed of the Data, SDRs, Digital and Social Marketing groups, designed an Account-based Marketing Lead Generation & Appointment Setting campaign for the Client which consisted of:

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

The Goals

  • The Callbox team was to help the Client “spread the word” by working out multiple outbound activities like email marketing, landing pages, banner ads and social media to build brand awareness among its target market
  • To call ideal customers and promote the Client’s webinar
  • Set phone or web meetings with interested qualified decision makers with the Client’s consultants

Account Research and Selection

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

Account and Prospect Profiling

  1. The Client provided target decision makers for the Callbox team to reach out which consisted of detailed demographic and firmographic segmentations
  2. The buyer personas designated as the campaign’s primary targets were Chief Information Security Officer, VP for Information Security, Information Security Consultant, SOC Manager, Network Security Manager, Information Security Architect, Procurement 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 delivered a total of 400 Marketing Qualified Leads, a result of the combined outreaches from Call, Webinar, Email and Social Media. The team has also generated 190 Follow ups, 100 Requests for Information and 451 Social Media Connections.

Client Feedback

“Always on the ball team, committed to the client’s objective, agile enough to make adjustments when needed. We appreciated their response speed.”

The campaign is ongoing, and with the Client’s recent merger with one of the biggest security vendors, bigger plans are laid, but the Callbox team is up for the challenge.

Callbox ABM Campaign Mounts High Converting SQLs for Information Management Firm

 

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 six-month 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

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.

The Challenge

Looking at a long list of lead generation providers, the Client needed to narrow down to just a few companies, and had to do an in-depth comparison to see who could serve their needs. Moreso, they were concerned about possible language barriers in some target markets, and contemplated limiting priorities to Profiling and Telemarketing.

The Callbox Solution

Callbox customized an Account-Based Marketing 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 do a lead scraping of the Client’s database to keep it accurate and updated.
  • 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 campaign is ongoing, and has so far generated 939 Sales Qualified Leads on its 9th month. 67 RSVPs were gathered for the Webinar.

Client Feedback

The Client may have not verbalized their appreciation on how the Callbox team is running their campaign, but referring Callbox to two more of their offices says so.

Callbox ABM Finds Blue-Chip Prospects for Fleet Management Lead

The Client

The Client is a leader in providing 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 a 12-month Account-Based Marketing campaign 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.
  • 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 list of prospective companies to market the Client’s range of products and services.
  • To schedule phone, online or office meetings with interested prospects.
  • To submit two (2) types of leads: Sales Qualified Lead (SQL) and Marketing Qualified Lead (MQL).
  • 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 annual 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.

The campaign is now in its 7th month.

ABM Campaign Twinned Success for Big Data & Analytics Leader

The Client

The Client is a major player in the Software industry, providing information and analytics for professional and business customers across industries in more than 180 countries around the globe. And by combining High Performance, Big Data and Advanced Analytics, they completely provide insights that benefit businesses, the environment and the global community.

Target Prospects

Product 1

Chief Compliance Officer, Chief Ethics Officer, Chief Security & Risk Officer, Chief Audit Executive, Senior VP or Head Of Risk, Head of Anti-Bribery & Corruption, Head of Corporate Security, Head of Procurement, Head of Fraud Prevention, Director of M&A Activity

Influencers: IT Department, Risk Managers, Financial Crime Analysts, Due Diligence Analysts

Product 2

Media Professionals

Information & Data Professional: Knowledge Manager, Head of Information Services, Research manager, Analyst, Librarian, Corporate Librarian, Data Scientist, Data Engineer, Data Analyst

Strategist: Planner (VP, Director, Manager, Analyst), Competitive Intelligence (VP, Director, Manager), Consultant, Managing Consultant, Business Analyst

Financial Professional: CFO, Finance Director, Analyst, Business Advisor, Performance Measurement Analyst, Acquisition Program Analyst, Investment Manager, Market Data Analyst

Consultant: Consultant, Strategist, Librarian, Analyst, Partner

The Challenge

Part of the Client’s mission is to provide customers with solutions and decision tools that combine public and industry specific content with advanced technology and analytics to assist them in evaluating and predicting risk and enhancing operational efficiency, which made them a leading provider of essential information to help customers across industry and government assess, predict and manage risk. The seamless flow, however, was disrupted by the global plight of the pandemic, but by collaborating with the right network partners, resellers and integrators, these goals were effectively carried out.

The Callbox Solution

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

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

The Goals

  • The Callbox team was to promote two different products in separate target locations, Hong Kong and Singapore.
  • The team was to reach out to prospects who have downloaded the whitepaper from the Client’s website.
  • Uncover prospect’s pain points and upcoming needs.
  • Set appointments for the Client’s consultants with qualified prospects.
  • Run and manage a webinar.

Below is the two-step campaign process:

Account Research and Selection

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

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they want the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations.
  2. The campaign’s target prospects were identified for each product.
  3. The master contact list was segmented based on these personas and was further grouped according to industry type.

Results

The analytics leader has been working with Callbox for five years now, leveraging multi-channel marketing which constantly brings them good campaign results and steady sales. In fact, the recent campaign which is now in its 17th month, produced a total of 155 Sales Qualified Leads, 230 Requests for Information, and 468 Social Media Connections.

From the 155 SQLs, the Client was able to close 5 accounts worth US$ 42,900 in total.

Freight Expert Built New Customer Source with Callbox ABM Lead Gen Campaign

The Client

The Client is an international and domestic freight forwarding company and third-party (3PL) logistics provider that offers customised solutions across every aspect of the supply chain, including freight forwarding, logistics and customs-related services.

The Challenge

In its goal to become more competitive in the market, the Client opted to expand its outbound customer acquisition efforts with a more proactive approach, and employed a lead generation and appointment setting campaign to complement their marketing efforts.

The Callbox Solution

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

  • Account-Based Multi-Channel Lead Management which utilized voice, email, chat, social media and mobile.
  • Sales Enablement & Support including training, setup and back office sales support.
  • Tools & Subscriptions to Callbox Pipeline and HubSpot CRMs.
  • Account Management which includes strategy building, reporting and product knowledge.

The goals were for the Callbox team to develop a new lead source and increase the number of appointments in their CRM through appointment setting and email marketing.

Account Research and Selection

  1. The Client specified their target industries and relevant contacts.
  2. Callbox filtered the Client’s target decision makers which served as a basis for identifying qualified accounts.
  3. Callbox then compiled a list of potential contacts to target, which was reviewed and 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. Air/Sea Division Manager for Freight; and Trade Compliance Manager, Shipping Officer, Procurement Manager, Supply Chain Manager, Controller, PIC of Imports/Exports for Shippers
  2. The profiles consisted of detailed demographic and firmographic segmentations.
  3. Callbox qualified prospects that had a current need of any of the Client’s services.

Results

Overall, the 3-month Lead Generation and Appointment Setting campaign delivered 45 Appointments and 194 MQLs.

Case Studies

Top Accounting Firm Recount Success with Callbox Lead Generation Program

The Client

The Client is an independent 35 year old accounting firm that offers audit and assurance, liquidations, corporate secretarial, taxation, due diligence, forensic investigations, litigation support, valuations, data analytics, immigration and international group restructuring to multinational clients in Singapore. They are one of the “Big 4” financial firms in the city-state and were ranked number one by DFK Asia Pacific and International Accounting Bulletin for two consecutive years.

The Challenge

The Client prides itself on being a self-made financial behemoth and trusted brand in Singapore. They keep an internal staff of experienced financial experts that help them excel in proactively managing compliance processes to a range of clients across industries.

However, the last two years have shown indistinct progress. Customer acquisition downscaled from 3 new clients to 1 per month. The Client thought they had to make a change in their prospecting process. And although they were quite unsure, they decided to outsource lead generation from a third party provider to help them get back on track.

The Callbox Solution

Callbox designed an account-based marketing lead generation and appointment setting campaign which utilized multiple channels like voice, email, web and social media to reach and engage prospects. The campaign was sealed in a two-term contract.

The goal was for the Callbox team to generate leads and set appointments for the accounting leader’s consultants with qualified prospects who have the need for compliance obligations like audit and tax, accounting and all other financial services. The campaign involved two key steps:

Account Research and Selection

  1. The Client specified target industries and decision makers.
  2. Callbox worked out the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts.
  3. Callbox then compiled a list of potential contacts to target, which was reviewed and approved by the Client.

Account and Prospect Profiling

  1. The Client provided target decision makers for the Callbox team to reach out which consisted of detailed demographic and firmographic segmentations.
  2. The buyer personas designated as the campaign’s primary targets were Finance managers/Directors, Accounts Managers, IT Managers/Directors, Financial Controllers, HR Managers/Directors, C-suite, Accountants, Business owners.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

Overall, the three-month ABM Lead Generation and Appointment Setting campaign produced a total of 57 appointments, 1 marketing qualified lead, 7 requests for information, 3 for callback, 10 potential leads and 287 social media connections.