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Callbox ABM Lead Generation Campaign Powered Energy Leader’s Client Base

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The Client

The Client is a Sydney-based electricity retailer that is rapidly growing in the market, providing integrated energy solutions to businesses of all types and sizes.

The Challenge

The solar industry had its best and worst days in history when consumer demand on renewables increased, but pricing and integration problems were obstacles to greater deployment. However, this did not keep the Client from reaching its goals. Focusing on its strength to drive profit amid ebbing system prices, the Client opted to outsource its logistics with third-party providers, and Callbox, for its marketing efforts to boost customer acquisition.

The Callbox Solution

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

  • Account-Based Multi-Channel Lead Management which engaged voice, email, chat, social media and webinar channels.
  • Sales Enablement & Support that included training, setup and back office sales support.
  • Tools & Subscriptions to Callbox Pipeline and HubSpot CRMs.
  • Account Management which was supported by strategy building, reporting and product knowledge.

The Goal

The Callbox team was to set office meetings for the Client’s product consultants with prospects who need help in lowering their energy costs.

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified target industries, locations, 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 Business Owners/Directors/Managers
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The twelve-month Account-Based Marketing Lead Generation and Appointment Setting campaign produced a total of 203 Sales Qualified Leads, 45 Marketing Qualified Leads, 19 Opt-in Requests for Information, and 642 Social Media Connections.

Robotics & Automation Lead Corners A Hundred and More Leads

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The Client

The Client is a software firm that is home to an easy-to-use AI bot creation, deployment, and management platform which serves as an AI bot factory that lets users leverage the power of artificial intelligence easily.

Lines of Business
Artificial Intelligence, Robotics

The Challenge

The Client wanted to engage a marketing firm to add a stream of fresh and engaging content to position itself as a thought leader in the eDiscovery and Artificial Intelligence (AI) space. The aim was to increase enterprise-level leads, awareness of the brand  and its products, and position itself as a recognized leader in the industry through organic SEO and various other forms of marketing and online advertising.

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 which utilized Voice, Email, Webinar, Chat, Web, and Social Media
  • Sales Enablement & Support which covered Team Training, Account Setup, and Back Office Sales Support
  • Tools & Subscriptions to Callbox Pipeline and HubSpot CRM
  • Account Management with Strategy Building, Reporting and Product Knowledge

The Goals

  • The Callbox team was to generate introductory phone meetings with interested prospects for a discussion with the Client’s consultants.
  • To keep the contact list updated.
  • Establish more connections to expand the Client’s social media presence.

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 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, Director of IT, CIO, Controller, VP of IT, Network Enterprise Systems Lead, C-suite, and CFO.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

Overall, the fifteen-month Account-Based Marketing Lead Generation and Appointment Setting campaign delivered 182 Sales Qualified Leads, 558 Marketing Qualified Leads, , 3,452 For Callback, and 1,351 Social Media Connections.

R&D Firm’s Smart Move with Callbox Account-Based Marketing Campaign

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The Client

The Client is Asia’s largest independent and collaborative ecosystem for investment research, offering a fully digital and cloud-based platform that enables large communities of analysts and other professionals to create digitally native, interactive research content, share ideas, collaborate on research projects, and discuss opinions in real-time.

The Challenge

For years, the Client relied on its in-house marketing team to generate leads through outbound calling and email until it all became quite ineffective, and caused a decline in their customer base. Intensified market competition and drastic technology advancements were seen as factors that made their approach appear quite obsolete.

In order to keep up with the changing research investment landscape, the Client decided to take a more proactive marketing strategy by adopting new marketing technologies and integrating with their current strategies which they can quickly take through outsourcing.

The Callbox Solution

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

  • Account-Based Multi-Channel Lead Management which included Voice, Email, Web, Chat, 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 introduce the Client’s platform to qualified prospects
  • Set onsite (office) or online (phone or zoom) meetings with interested prospects for a demo presentation with the Client’s consultants.

Account Research and Selection

  1. The Client specified target industries, locations, and decision makers for the campaign.
  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. The profiles consisted of detailed demographic and firmographic segmentations.
  2. The campaign’s primary targets were Equities Analyst, Portfolio Manager, COO, CIO, Financial Advisor and the Person-in-charge of research.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type with unique accounts and unique contacts.

Results

Overall, the six-month lead generation and appointment setting campaign produced a total of 50 Sales Qualified Leads, 551 MQLs and 326 Social Media Connections

Callbox Webinar Backs Up Growth & Transformation for SG Trade & Events Pioneer

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The Client

For four decades, this exhibition and conference pioneer has withstood time and tide to become Singapore’s top and most successful trade event organizer today. They stage trade exhibitions that provide dynamic platforms for effective networking and business opportunity growth to the largest and longest running key industry sectors in the region.

The Challenge

The exhibition and conference pioneer is Singapore’s top and most awarded trade event organizer for 40 years, and a trusted name by key industry sectors in their region. The recent years, however, have been quite difficult for the trade pioneer to keep up in terms of marketing and operations. The situation called for adoption of innovative technology and processes which was facilely addressed through the Singapore Development Grant.

The Callbox Solution

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, Social Media and Webinar
  • 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 Callbox team was to Identify and profile potential accounts.
  • To book office meetings or online demos with qualified prospects for the Client.
  • Work out a database management system that will help keep the accounts accurate and up to date.
  • Facilitate webinar events

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified target location, 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 Professionals from Broadcast, Production, Post Production, Digital Media, Entertainment, House of Worships, System Integrators, Rental houses, and Education; and DMs in the Manufacturing such as Production Manager, Maintenance Manager, Purchasing Manager, Engineering Manager, Project Engineer, CEO, Director, Owner, Plant Manager.
  3. The master contact list was segmented based on these personas and was further grouped according to industry type.

Results

The two webinar events gathered a total of 147 Attendees, and the ABM lead generation and appointment setting campaign generated 78 Sales Qualified Leads, 66 Marketing Qualified Leads, and 385 Social Media Connections.

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

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The Client

The Client is an international and domestic freight forwarding company and third-party (3PL) logistics provider that offers customized 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 which consisted of:

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

THE GOALS

  • The Callbox team was to set appointments with interested prospects for the Client’s consultants.
  • Manage the Client’s database by keeping the contacts accurate and up to date.
  • Build social media connections.

Account Research and Selection

  1. The Client specified their target location, 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 for any of the Client’s services.

Results

Overall, the Lead Generation and Appointment Setting campaign delivered 90 Sales Qualified Leads, 34 Marketing Qualified Leads, 40 Requests for Information, 49 Follow-ups, 228 for Callback, and 415 Social Media Connections.

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

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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. They believe that by putting up more offices and warehouses in the region will pave for market opportunities, and help them reach, and serve more customers with cutting edge logistic services. To power up their goals, they need to acquire a new database, and outsource lead generation staff with the right provider.

The Callbox Solution

With Callbox’s weighty depository of contacts and holistic multi-channel marketing approach, the Client signed up for an Account-based Marketing Lead Generation & Appointment Setting campaign which consisted of:

  • Multi-Channel Lead Management which included Voice, Email, Chat, Webinar, and Social Media
  • Sales Enablement & Support that provided 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

Account Research and Selection

  1. The Client specified their target industries, locations, 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
  2. The profiles consisted of detailed demographic and firmographic segmentations
  3. Callbox qualified prospects with current need for any of the Client’s services.

Results

Overall, the Lead Generation and Appointment Setting campaign delivered 135 Sales Qualified Leads, 33 Potential Leads, 40 Requests for Information, and 45 For Callback.

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

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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 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.

RPA Firm Found New Distributors with Callbox Lead Generation Campaign

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The Client

The Client is a robotics company that provides a wide array of tools and software for collaborative applications. Supported by its in-house e-learning platform, the Client makes it easy to deploy collaborative automation tasks regardless of skill level or previous robotics experience. Its solutions help small and mid-sized manufacturers optimize their processes and grow their business with greater flexibility, higher output and improved quality.

Lines of Business
Accessories, Sensors, Gripping, Software, Mounting, Tools

The Challenge

Although many perceive technology innovation as the frontier for business success, the Client has a clear view of collaborative applications that leverage both machine and human potentialities. That is why they create products that enable their customers’ workforce to work alongside automation and robotics to achieve faster and better productivity – a value proposition that they wanted to convey to the target audience through a marketing campaign.

The Client has worked with several outsourced marketing providers in the past, but recently dropped the idea as the campaigns did not turn in good results. Callbox’s multi-channel marketing approach, however, made them reconsider outsourcing.

The Callbox Solution

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

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

The Goals

  • The Callbox team was to generate potential distributors across South East Asia, Oceania, Taiwan, and India for the Client
  • To set phone or telecon meetings with prospects for the Client’s sales team.
  • Regularly profile the contacts to keep the data list accurate and updated.

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified target industries, locations, and relevant contacts.
  2. Callbox worked out the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts.
  3. Callbox 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 designated as the campaign’s primary targets were Managing Director, CEO, GM, Engineering Manager/Director, Technical Manager/Director, Sales Manager/Director, and BDM.
  3. The master contact list was segmented based on these two personas, and was further grouped according to industry type

Results

Overall, the Lead Generation campaign produced 167 Sales Qualified Leads, 78 MQLs and 297 Social Media Connections (with 65 inmail replies or 33%).

Callbox ABM Lead Generation Campaign Covers Marketing Chink for Packaging Expert

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The Client

The Client is an American packaging company serving more than 5,000 customers globally with flexible and sustainable solutions. Apart from expanding the life cycle of products, the solutions and technologies they use help reduce waste and resource wastage.

The Challenge

To live up to their commitment to provide quality, innovative and sustainable solutions, the Client draws support from their global team of tech lab experts that provide them unmatched source of knowledge on research and development, testing and analysis, learning and development, networking, machine trials and digitals.

The workflow from the labs to the production centers is seamless, however, periodically humps on marketing and distribution channels. The packaging expert considered several approaches to address the issue, but finally settled on outsourcing marketing and distribution strategies from a third party provider.

The Callbox Solution

Callbox designed a six-month Account-Based Marketing Lead Generation and Appointment Setting campaign for the Client. The goal was for the Callbox team to engage prospects from the Client’s target market and set them up in a face-to-face meeting with the Client’s consultants. The campaign was divided in three work phases:

Account Research and Selection

  1. The Client specified target industries, company size, and decision makers.
  2. Callbox improved the Client’s ideal customer profile (ICP) which served as a basis for identifying which contacts qualify best as target participants.
  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 prospects they want the outbound campaign to engage. The profiles consisted of detailed demographic and firmographic segmentations.
  2. Two buyer personas were designated as the campaign’s primary targets: Managing Director, C-suite, Labels & Board Directors, Innovation Directors, Operations Managers/Director, Sales and Marketing Directors & Managers.
  3. The master contact list was segmented based on these two personas and further grouped according to industry and business size.

Results

The Account-Based Marketing Lead Generation and Appointment Setting campaign concluded in 75 Sales Appointments, 22 MQLs and 344 Social Media Connections

Callbox Lead Generation Expedites Expansion for Engineering Expert

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The Client

Backed by more than 30 years of experience, the Client offers holistic engineering services from conceptual design to operation which extends around the world and across a variety of disciplines.

The Challenge

There are two key areas that differentiate the Client from its competitors: one, being able to offer services through the project cycle which includes front to end engineering and design, construction and close out, and offering end-to-end vertical integration. These are factors that result in their efficient management and monitoring every phase of a project, accuracy in developing schedules, allocating resources, tracking costs and sending detailed reports for customers.

And when successes are achieved, expansion plans come in. The Client decided to widen its market in other states, but wanted to expedite the expansion.

The Callbox Solution

Callbox designed a Lead Generation and Appointment Setting and Appointment Setting campaign which the Client approved and initially signed up for six months, and eventually progressed to several renewals thereafter.

The goal was for the Callbox team to set appointments between the Client’s project specialists and prospects who have a need for their services.

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 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 90 appointments, 20 MQLs and 253 social media connections.

Waste Management Company Collects New Clients with Callbox Lead Generation

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The Client

The Client is one of the top providers of solid waste collection, transfer, recycling, and disposal services across the US and Canada. Banking on their R360 environmental solutions, they efficiently provide non-hazardous exploration and production, waste treatment, recovery and disposal services in the country

The Challenge

Poorly trained managed employees, employee retention and language and cultural issues are among the common challenges that waste management companies frequently encounter. But, for a company that has been in the business for over three decades, these are paper files for shredding for the waste management leader. The challenge which caused them to deal with differently was the game-changer in their competitor’s client acquisition strategies, calling out to target customers via outbound activities. This made the Client decide to take outbound initiatives, however, ensured that the job was handled by an expert.

The Callbox Solution

Callbox designed a Lead Generation and Appointment Setting campaign which the Client approved and signed up for two terms.

The goal was for the Callbox team to set appointments between the Client and their prospects who have a need for waste management services.

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 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

Overall, the Appointment Setting campaign delivered 96 appointments, 45 requests for more information, 16 callback, 32 potential leads, and 365 social media connections.

Callbox Plants New Leads for One of North America’s Largest Greenhouse

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The Client

The Client started as a family agricultural business which later grew to be the nation’s leading purveyor of plants, producing annual and perennial seedlings and liners for greenhouses across North America.

The Challenge

The Client is composed of an extraordinary team, committed to career growth, continuous learning and valuing each individual. This set of virtues has kept the business thriving for fifty years, and become one of the biggest greenhouses in North America. However, the quest for growth continued which brought the Client to decide to explore more customer acquisition opportunities, looking into new tactics in and outside their turf.

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 utilized Voice, Email, Chat, Web and Social Media
  • 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 set appointments for the Client’s enterprise’s sales representatives and potential prospects
  • Nurture accounts that were previously set as follow up by the Client
  • Keep the list accurate and updated

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: Farm Owners/Licensed Hemp Farmers
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

Overall, the Account-Based Marketing Lead Generation and Appointment Setting campaign delivered 261 Sales Qualified Leads, 83 Marketing Qualified Leads, 184 Social Media Connections, 27 Requested for More Information, 87 For Callback, 103 Potential Leads.