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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.

Callbox ABM Campaign: A Market Success Mover for Global Logistics Firm

The Client

The Client is an Australian transportation and logistics company with operations in road, rail, sea, air, and warehousing.

The Challenge

The Client widely supports the rapid business growth in the retail and healthcare industries in Asia Pacific, and putting up more offices and warehouses in the region will not only pave for market opportunities, but will help them reach and serve more customers with cutting edge logistic services. All they needed to achieve this goal was a well-profiled database and the right outsourced lead generation staff in place.

The Callbox Solution

Callbox designed a Lead Generation and Appointment Setting campaign which consisted of Contact base Profiling and Email Marketing which was carried out through:

  • Multi-Channel Lead Management which included voice, email, chat and social media.
  • Sales Enablement & Support that provides training, setup and back office sales support.
  • Tools & Subscriptions and utilization of the Callbox Pipeline and HubSpot CRMs.
  • Account Management which is composed of strategy building, reporting and product knowledge.

Account Research and Selection

  1. The Client specified their target industries and relevant contacts.
  2. Callbox filtered the Client’s target RCs 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 current need of any of the Client’s services.

Results

Overall, the Lead Generation and Appointment Setting campaign delivered 120 Appointments, 118 MQLs and 286 Social Media Connections.

Callbox Built New Customer Base for Property Software Provider

The Client

The Client offers property management solutions and greatly invests in product and customer experience to make property management simpler and easy to control.

The Challenge

The Client simply wanted to widen its service to customers who need to streamline accounting, business operations and leasing for both property managers and homeowners.

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, Social Media and Mobile channels
  • Sales Enablement & Support that was composed of an end-to-end service coverage from 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

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. Identified as the campaign’s primary targets: Property Managers, Property Owners, Directors, HOA Managers
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The Account-Based Marketing Lead Generation and Appointment Setting campaign delivered 83 Sales Appointments,107 Marketing Qualified Leads, and 228 Social Media Connections.

Mobile Commerce Lead Closed 8 Deals in 6 Months with Callbox

The Client

The Client specializes in Customer Experience Management solutions, and one of the first leading luxury businesses in Asia that provides sales and marketing tools for businesses to retain and engage better with their customers.

The Challenge

In its quest to become Asia’s leading mobile commerce platform solutions and customer experience management company, the Client took a step forward to digitally transform itself from a traditional business into developing disruptive technology solutions.

With a new product on hand, the Client spanned business in the Asia Pacific, and Singapore was the pilot market. However, they lacked database sources and needed marketing and sales support.

The Callbox Solution

Callbox designed a one year Account-Based Marketing Lead Generation and Appointment Setting campaign package which consisted of:

  • Account-Based Multi-Channel Lead Management which included voice, email, chat, social media and webinar channels
  • 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 strategy building, reporting and product knowledge.

The goals were for the Callbox team to:

  • Promote the Clients products/solutions to target audience
  • Reach out to prospects through email and connect via LinkedIn
  • Callbox to regularly report and update the Client about campaign status
  • Call and inform prospects about Singapore’s Digitalisation Initiative for SMEs

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 decision maker profiles of the prospects that they want the outbound campaign to target. The profiles 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 campaign is currently running and has so far delivered a total of 96 Sales Appointments, 23 Marketing Qualified Leads, 48 Requests for more information, 118 Callback, 51 Potential Leads and 153 Social Media Connections. The campaign’s second term was capped with 8 Closed Deals.

US-based IT GRC Services Company Gains 180 Sales Appointments

The Client

The Client is a full-service IT firm with a multi-disciplined team that can handle every aspect of business IT. They cater to growing, mid-sized, and enterprise organizations to enable them to achieve their business goals in order to scale up their operations, reduce risks, and get a consistent service experience. The Client’s specialty is its GRC services wherein they align their IT with business objectives all while effectively managing risk and meeting all compliance requirements.

The Challenge

The Client already has an internal marketing team reaching out to their clients, offering solutions for their main pain points such as risk data quality and management, lack of flexibility to extend the current systems, risk technology adaptability to changing regulatory requirements, etc. They struggled with overwhelming their marketing team as well as not successfully driving in any new leads.

The Callbox Solution

The challenge was for the Callbox team to acquire new business leads using a multichannel marketing strategy.

In order to achieve this goal, Callbox designed a Lead Generation & Appointment Setting, Events Marketing campaign package consisted of:

  • Account-Based Multi-Channel Lead Management which includes voice, email, chat, and social Media.
  • Account Management that provides strategy building, reporting, and product knowledge.

Account Research and Selection

  1. The Client specified their target industries and decision-makers.
  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 prior 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.
  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

Over the course of 12 months, the Callbox team was able to set 180 Sales Appointments and 320 Marketing-Qualified Leads (MLQs).

Backed by Callbox, Global Cyber Protection Lead Wins SG and ANZ Markets

The Client

The Client is a global leader in cyber protection, providing innovative backup, anti-ransomware, disaster recovery, storage, and enterprise file sync and share solutions. Few years after their inception in 2003, they have evolved into a global software lead, and now serve 5.5 million consumers, including Fortune 500 companies, in 150 locations worldwide.

The Challenge

Although founded in Singapore, the Client took initial expansion steps outside the city state and grew branch offices in North America and Europe. After stabilizing their offshore branches, they decided to focus on growing the Asia Pacific market. They looked for a managed service provider who could provide them with potential leads, prospects who were looking for Backup & Disaster Recovery Cloud services, to widen their Singapore and ANZ markets.

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, chat and social media
  • Sales Enablement & Support that provides training, setup and back office sales support
  • Tools & Subscriptions and utilization of the Callbox Pipeline and HubSpot CRMs
  • Account Management which is composed of strategy building, reporting and product knowledge

The goals were for the Callbox team to generate potential leads, promote products and schedule face to face or online meetings with interested prospects for the Client’s specialists.

All lead generation and sales prospecting activities of the campaign, from the first touch point to lead hand-off, were managed and nurtured in three integrated platforms – the Callbox Pipeline, HubSpot and Salesforce. Thus, the platform integration provides more insight on customer interactions throughout the process and lets both the Callbox team and the Client simultaneously monitor and control the campaign.

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified target industries and 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 out which consisted of detailed demographic and firmographic segmentations.
  2. The buyer personas designated as the campaign’s primary targets were CTO, CEO, Technical Director, Support Director, CRO.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The Callbox team has just completed the first term of the campaign, and has delivered 28 Sales Appointments, 3 Marketing Qualified Leads, 3 For Callback, 13 Potential Leads and 179 Social Media Connections.

Data Was Not Enough, Global Information Firm Employed Callbox To Score More Clients

The Client

The Client is a leading global information services firm, gathering, analysing and processing data through expert services like credit and information, decisioning and analytics and data quality.

The Challenge

The Client works on vast data sets from global resources which they transform into industry-leading business insights. To ensure that these insights are accurate and timely before submitting to clients, they keep an IT infrastructure with high reliability and efficiency.

Aside from harnessing the power of data, the Client wanted to personalize the approach to meet and stay ahead of customer need and expectation, so they decided to employ an equally reliable marketing strategy that would engage and nurture prospective clients through the buying process.

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 Callbox team was to call prospects that have a need to access accurate data and solutions to help them target the right customers, get paid on time and collect debts efficiently, and set them a meeting with 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 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: 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, IT Risk Managers, Financial Crime Analysts, Due Diligence Analysts
  3. The master contact list was segmented based on these targets and was further grouped according to industry type.

Results

Overall, the 6-month ABM Lead Generation and Appointment Setting campaign produced a total of 77 Sales Appointments, 7 Marketing Qualified Leads, 16 For Callback, 48 For Follow Up and 227 Social Media Connections.

Robotics Firm Found New Set of Distributors with Callbox Multi-Channel Lead Generation Campaign

The Client

The Client is a Danish company, specializing in developing and manufacturing end-effectors or End-of-Arm tooling (EOAT) for collaborative and light industrial tools, and provides gripping and sensing technologies for companies that are into industrial automation.

The Challenge

Technology has come of age, and many see it as a potent tool for business; thus, despising human capability at times.

The Client manufacture products that enable their customers’ workforce to work side-by-side with collaborative robots to achieve faster and better productivity. This principle applies in every product they manufacturer, and also the message they wanted to convey to their target audience.

They have worked with several outsourced marketing providers before, but did not generate good results. The lack of channel to use to reach potential prospects and convey their message, was seen to have caused the campaign’s poor performance.

The Callbox Solution

Callbox designed an Multi-touch, Multi-channel Lead Generation & Appointment Setting campaign for the Client which consisted of:

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

The goal was for the Callbox team to call and qualify a new set of distributors across South East Asia, Oceania, Taiwan and India. The campaign involved two key steps:

Account Research and Selection

  1. The Client specified target industries and target contacs.
  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 buyer persona profiles of the prospects that they want the outbound campaign to engage. The profiles consisted of detailed demographic and firmographic segmentations.
  2. The buyer personas were designated as the campaign’s primary targets were Managing Director, CEO, GM, Engineering Manager/Director, Technical Manager/Director, Sales Manager/Director, BDM
  3. The master contact list was segmented based on these two personas, and was further grouped according to industry type.

Results

Overall, the three-month Lead Generation campaign produced 67 Marketing Qualified Leads, 20 Potential Leads, 11 Requests for more information, 5 Follow-ups, 33 Callback, and 197 Social Media connections (with 65 inmail replies or 33%)

Enterprise Messaging Provider Hit High Notes with ABM Lead Generation

The Client

The Client started as a software consulting firm back in 1994, and after a series of product expansion and telecommunications network partnerships, they have evolved into a global leading Communications Platform as a Service (CPaaS), providing enterprise messaging solutions across industries.

The Challenge

The outsourced marketing providers that the Client worked with in the past came short of strategies and tools needed to capture the right target audience which resulted in minimal number of leads and low conversion rate. What the client was looking for were solid leads – prospects that have a need for reliable messaging solutions and are highly interested to speak with the Client for further discussion.

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, chat and social media.
  • Sales Enablement & Support that provides training, setup and back office sales support.
  • Tools & Subscriptions and utilization of the Callbox Pipeline and HubSpot CRMs.
  • Account Management which is composed of strategy building, reporting and product knowledge.

The goals were for the Callbox team to introduce the Client’s cloud-based enterprise messaging platform to potential prospects and subsequently arrange face-to-face meetings for an exploratory discussion with the Client’s BDMs.

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 decision maker profiles of the prospects that they want the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations.
  2. DMs that were identified as the campaign’s primary targets were: Head of Marketing, Customer Service, Internet Banking for FSI (Banks), Head of IT, Operations Manager, Marketing Manager for Insurance and Investment industries; and Business Owners for small organizations
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The campaign is currently running and has so far delivered 16 Sales Appointments, 328 MQLs and 291 Social Media connections.

Tax Credit Expert, Boosting with Leads and Connections with Callbox ABM Lead Generation

The Client

The Client is a 30-year old specialized business consulting firm that offers expertise and advisory services regarding federal and state research and development tax credits to manufacturing and technology companies.

The Challenge

With a database full of contacts which they have gained and continue to nurture for more than three decades now, the Client decided to look for an outbound lead generation provider who could help them acquire new leads so that they can focus on nurturing existing customers and manage phone meetings with target prospects.

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 via voice, email, chat, social media and mobile.
  • Sales Enablement & Support which includes training, setup and back office sales support.
  • Tools & Subscriptions utilization of Callbox Pipeline and HubSpot CRMs.
  • Account Management including strategy building, reporting and product knowledge.

The goal was for the Callbox team to generate meetings for the Client with interested prospects via multiple channels, and build connections with prospects online via social media marketing. The campaign involved two key steps:

Account Research and Selection

  1. The Client specified target industries and target 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 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 Finance Manager/Director, Accounts Manager, Financial Controller, Managing Director, C-suite, Accountant, Business Owner
  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 campaign has been running for just more than a month, but the Client is very pleased with the first month’s results as well as the Callbox team’s engagement which delivered 32 Sales Appointments, 25 Marketing Qualified Leads, and 2,449 Social Media Connections.

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.