Case Study Other Regions Archives - Callboxinc.com

Cloud Consulting Firm’s Sales Outlook Drifts Higher with Callbox

February 21, 2018/in /by Guest

CASE STUDY

Cloud Consulting Firm’s Sales Outlook Drifts Higher with Callbox

THE CLIENT

ABOUT
The Client provides industry-specific implementation, training, and consulting services for Microsoft Dynamics AX and Microsoft Dynamics CRM. Its target accounts include medium- to large-sized business in North America and the Caribbean. The Client is a Microsoft Cloud Solution Provider and a Microsoft Gold-Certified Partner.

TARGET INDUSTRIES
• Manufacturing
• Distribution
• Professional Services
• Microsoft Dynamic Users

THE CHALLENGE

The Client’s core mission is to help companies implement and optimize Microsoft Dynamics AX and CRM applications. It sells its services primarily to large- and mid-sized businesses in verticals such as distribution, manufacturing, and professional services.

The company recently refocused its marketing initiatives toward growing the customer base for its three industry-specific modules: industrial, professional services, and AX users. Part of its new customer acquisition strategy called for targeting prospects throughout the U.S via outbound channels.

Being a small company (with only 35 employees), the Client clearly needed some outside help carrying out many of its marketing activities. Past experience has taught the company that its small team of in-house sales reps was best deployed following up qualified leads and nurturing opportunities, instead of spending a great deal of their time prospecting.

Once the company finalized its requirements, the Client began looking for a potential outsourcing partner that could:

1. Identify accounts that fit the target customer profile for each of the Client’s three modules
2. Qualify contacts for each identified account by gauging purchase intent and solution fit
3. Collect additional prospect information to be used by its in-house reps

HIGHLIGHTS

RESULTS WITHIN TWELVE WEEKS

• Completed a 6-month US-wide appointment setting project for a leading enterprise cloud consulting firm

• Generated high-value sales appointments for conversion within the next 12 months

• Increased prospect quantity and quality by combining phone calls with emails and social media

THE CALLBOX SOLUTION

The Client chose Callbox at the suggestion of one of its partner IT companies. The Client pointed out that Callbox’s marketing experience in the enterprise cloud space was a deciding factor.

Callbox then put together a 6-month appointment setting program consisting of six monthly campaigns. Each campaign focused on a specific segment for the company’s three main modules. The entire project made use of live phone outreach integrated with email and social media activities.

Appointment-Setting

1. Callbox compiled the list of target prospects from companies that meet the Client’s requirements for industry, location, and annual sales.

2. Contacts whose organizations are currently evaluating their ERP or CRM software and are looking to acquire a new platform within the next 12 months are tagged as qualified prospects (qualified appointments or completed leads).

3. Probing questions for solution fit uncover information on software usage, business pain points, buyer role, etc.

1. The Callbox team used emails for warming up/ nurturing prospects and for distributing Client materials.
2. Callbox’s SMART Calling technology prioritizes calls based on time and frequency of email opens, clicks, and replies.
3. Callbox also prepared and optimized all email marketing collaterals (templates, landing pages, etc.) used in the campaign.

1. The Callbox team nurtured positive contacts further by connecting with them on LinkedIn.
2. The campaign’s social media specialists used LinkedIn to collect and verify prospect data, as well as to generate additional leads.
3. The team also leveraged LinkedIn to boost the company’s online presence by joining and participating in relevant groups.

RESULTS

The six campaigns ran for a total of six months. In each of the campaigns, a good part of the first half was spent warming up prospects and doing research. This meant that much of the initial campaign activities focused on email marketing and social media. For the entire project, emails and LinkedIn produced the following results:

• Email delivery rate: 99.4%
• Email open rate: Up to 38.3%
• Email reply rate: Up to 5.13%
• LinkedIn connections: 1,492
• LinkedIn groups: 144
• LinkedIn leads: 6

Live conversations with prospects generated the following results:

• 21 qualified appointments
• 2 completed leads

Most of these results were recorded during the closing stages of each campaign. The Client says that all 21 appointments meet their sales criteria, so they expect to convert around half (or 11) of these prospects within the next 6 to 12 months.

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IT Security Provider Taps into APAC Markets with Callbox Campaign

January 16, 2018/in /by Guest

CASE STUDY

IT Security Provider Taps into APAC Markets with Callbox Campaign

THE CLIENT

ABOUT
The Client is the China office of a U.S.-based company that provides security identity solutions. Its products include authentication and credential management appliances, biometric authentication solutions, card printers, smart card-based credentials, controllers, contactless credential encoders, OEM-embedded modules, and RFID tags.

TARGET INDUSTRIES
AU: Leisure, Gym, Health and Fitness Clubs, Sports Clubs, Membership Organizations
Ph: BPO and Manufacturing

THE CHALLENGE

The Client is looking to capture a huge part of the growing demand for smart cards and personal identification applications in the APAC region. In particular, the company aims to grow sales of its card printers/encoders and its ID card design software suite.

In line with this, the Client’s strategy calls for targeting organizations that issue cards to employees or members in order to position its solutions as an alternative to legacy systems or other secure identity brands. The value proposition for its products and services revolves around flexibility, scalability, reliability, security, and affordability.

Currently, the Client focuses on two key markets: Australia and the Philippines. Its target companies in Australia include golf clubs, yacht clubs, sailing clubs, football clubs, rugby clubs, and other organizations with regular members. For the Philippines, the Client wants to reach out to manufacturing and BPO companies.

This year, the Client has been moving more toward outsourcing marketing activities in the awareness stage of its sales funnel. The company wants its in-house team to concentrate on nurturing and following up opportunities, while letting a third-party agency do much of the prospecting and lead generation heavy-lifting.

Aside from delivering cost savings and productivity gains, the Client requires its marketing partner to have deep familiarity with its target markets and must be able to effectively communicate its value proposition.

HIGHLIGHTS

RESULTS WITHIN TWELVE WEEKS

• Carried out a uccessful appointment setting campaign for a leading IT security company
• Met all campaign objectives by the end of the project
• Delivered highly-qualified sales opportunities and actionable marketing intelligence

THE CALLBOX SOLUTION

The Client selected Callbox after a thorough evaluation process, citing Callbox’s proven track record of successfully managing campaigns for complex-sale IT products in the APAC region.Representatives from the Client and Callbox then hammered out a campaign plan whose main goal was to engage prospects via live phone conversations enhanced with email and other channels. The primary focus of each touch point was to sell the benefits of the Client’s secure card printer/encoder and ID personalization uite in order to book an appointment with a rep from the Client.

Appointment-Setting

1. Callbox prepared the contact list based on the Client’s specifications for each target market (Australia and the Philippines). The Client then approved the list before starting the campaign.

2. The Callbox team drafted separate call scripts for each target vertical (using relevant points from the Client’s value proposition). The scripts were sent to the Client for review.

3. Agents contacted prospects on the approved list. Prospects who agreed to a face-to-face meeting were tagged as qualified appointments or sales- qualified leads (SQLs), while those who showed interest by accepting a free whitepaper were tagged as completed leads or marketing-qualified leads (MQLs).

RESULTS

The campaign ran for 3 months and generated a total of 11 qualified appointments (SQLs) and 104 completed leads (MQLs). The bulk of these appointments and leads were produced during the latter half of the campaign, since much of the first half was spent warming up prospects and collecting additional information.

In addition to leads and appointments, the campaign also gathered vital marketing intelligence for the Client. The Callbox team uncovered which security identity brands were in use, prospects’ feedback on these brands, and reasons for sticking with the status quo.

Since the 11 appointments handed off by the Callbox team are highly qualified sales opportunities, the Client believes it can convert 70% to 80% (8 or 9) of these SQLs into customers within the next three months.

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Big Tech Brand Reaps Rewards from Long-term Partnership with Callbox

January 9, 2018/in /by Guest

CASE STUDY

Big Tech Brand Reaps Rewards from Long-term Partnership with Callbox

THE CLIENT

ABOUT
The Client distributes and markets a diverse portfolio of IT, industrial, construction, automotive, digital media, and consumer products. The company operates in seven Southeast Asian countries and is headquartered in Singapore.

THE CHALLENGE

Marketing in complex-sale verticals, such as IT and manufacturing, carries a special set of challenges. The conversion funnel is usually longer and nonlinear, and the process requires connecting with multiple decision-makers. That’s on top of the relatively steep learning curve needed to understand and communicate what the product or service brings.

For the Client, these form the basic requirements when teaming up with third-party agencies that handle part of their marketing programs. The company combines inbound efforts (mainly done in-house) with outbound tactics (mostly outsourced to providers). Prospecting and lead generation are the activities that the Client typically delegates to an outside marketing company.

The Client recently decided to look for a new marketing partner as part of its renewed focus on Southeast Asia. The company needed an outbound agency with the scope to help it cover new segments in its target areas ((Indonesia, Malaysia, Myanmar, Philippines, Singapore, Thailand and Vietnam), as well as the scale to generate prospects from companies in its target industries.

More importantly, the Client wanted a lead generation company they could work with on a long-term basis. This would accelerate deployment of campaigns and keep the messaging more consistent.

HIGHLIGHTS

RESULTS WITHIN TWELVE WEEKS

• Launched a long-term marketing partnership with one of Asia’s biggest tech brands

• Helped the Client reach event turnout targets

• Handed off high-potential sales appointments

THE CALLBOX SOLUTION

The Client reviewed proposals sent by Callbox and two other marketing agencies. All three had considerable experience managing companies’ APAC campaigns, but Callbox was able to provide case studies and references showing projects with longer-term commitments. The Client placed a great deal of emphasis on this key differentiator and signed up with Callbox.

The project kicked off a few weeks before a company-sponsored event. The Callbox team worked closely with the Client to put together a call-to-invite campaign aimed at boosting turnout:

1. The event revolved around driving awareness and generating leads for its SAP services and solutions.

2. The target attendees mainly consisted of decision-makers in IT, Operations, and Finance from Singapore-based manufacturing firms. The Client wanted to focus on companies not using SAP Business One.

3. Once Client approved the call list and campaign materials, Callbox then launched a one-month (22-day) call-to-invite campaign.

Appointment-Setting

The project’s next phases consist of different appointment setting campaigns. Each phase focused on a different ICT solution, target industry, and target area.

1. The project’s second full month focused on booking appointments for its SAP ERP consulting and integration services. The campaign’s targets were IT prospects from trading /distribution, medical devices, and discrete manufacturing companies in Singapore.

2. After that, the Callbox team carried out two simultaneous appointment setting campaigns. One campaign targeted Singapore, while the other focused on the Philippines. Both campaigns generated ICT infrastructure appointments from finance, legal, and healthcare companies.

3. The Client played an active role in refining each campaign’s parameters and in crafting thecampaign materials.

THE RESULTS

The project has so far completed one call-to-invite and three appointment setting campaigns. The 22-day call- to-invite campaign generated a total of 24 confirmed attendees and 35 positive contacts.

Each of the four appointment setting campaigns ran for a total of one month (22 days). Each campaign’s first 2 weeks were spent on testing and nurturing activities, so that most of the appointments trickled in during the second half of the month.

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Callbox Nets New Users for Analytics Firm’s Research Tool

November 2, 2017/in /by Guest

CASE STUDY

Callbox Nets New Users for
Analytics Firm’s Research Tool

THE CLIENT

ABOUT
The Client is the Malaysia division of a US-based company that supplies information and analytics products to professional and business customers worldwide. Its primary product line includes content-enabled workflow solutions for use in legal, regulatory and business research.

TARGET DECISION MAKERS
All Industries (Priorities: Government-Linked companies, local companies with overseas interests, Tourism and Hospitality, Automobiles, Oil & Gas, Finance-related, Food and Beverage)

THE CHALLENGE

With operations in over 175 countries and a 200-year company history, the Client leads the legal research and intelligence market across the globe. Professionals performing various research roles in law offices, government agencies, and private organizations make up the bulk of the Client’s customer base. The Client differentiates itself with its focus on combining deep content and technology to help customers gain business insights. The Client recently launched marketing initiatives aimed at increasing the number of users for its trademark media aggregation, monitoring, and analytics platform. Rolled out in 2015, the platform enjoyed steady user growth (both new and active) which remained fairly in line with targets. But with the introduction of new capabilities and similar solutions from competitors, the company decided to ramp up promotion and user adoption efforts. The plan calls for rapid and direct outreach to key personnel in charge of public relations and corporate communications at companies in Kuala Lumpur and Petaling Jaya. The primary objectives revolve around setting up appointments for customer acquisition. Given the time horizon and the scope of the project, the Client concluded that outsourcing part of the prospecting activities was a better option than carrying out the whole program in-house. The company chose
Callbox as its marketing partner, citing Callbox’s extensive database of local companies and experience in the area as crucial factors.

HIGHLIGHTS

RESULTS WITHIN TWELVE WEEKS

• Launched an ongoing
appointment setting campaign to drive user growth for a research and analytics firm
• Connected with heads of PR and Corporate Communications from medium to large Malaysian companies
• Met campaign targets in the first two months, gearing up for third month

THE CALLBOX SOLUTION

Callbox’s multi-channel appointment setting package meets the Client’s primary goal of carrying out accelerated and targeted one-on-one outreach. The campaign’s main strategy emphasizes live phone conversations enhanced with emails and other channels.

The Callbox team and representatives from the Client agree that all campaign tactics, activities, and materials should work toward prequalifying and setting up appointments with potential users of the media monitoring platform.

Appointment-Setting

1. The prospect list consists of prospects handling PR or Corporate Communications at firms in Kuala Lumpur and Petaling Jaya with at least 50 employees and at least $5 million in annual revenues.

2. The call script includes probing questions that uncover prospects’ pain points encountered with their current media research/aggregation tools. The script also introduces the Client’s media monitoring platform as a viable alternative to prospects with an identified need.

3. Prospects who agree to meet with a representative from the Client are tagged as successful calls. The campaign team forwards all appointments to the Client via email notifications and Pipeline updates.

RESULTS

As of this writing, the campaign has just wrapped up its second full month and is gearing up for the third. The Callbox team spent the campaign’s first couple of weeks laying the groundwork for the main appointment setting activities. During this time, agents focused on gaining initial traction and navigating the hierarchy of decision-makers at the target organizations. It wasn’t until the first month’s closing weeks when steady appointment setting results began to seep into the pipeline.

So far, the campaign has managed to deliver:

• First month: 11 appointments
• Second month: 17 appointments

The Client maintains a benchmark lead-to-opportunity rate of 90% and a close rate of 70%. That works out to around 18 potential new users acquired from the ongoing campaign.

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Callbox Confirmed 600 Attendees for Events Leader

September 8, 2017/in /by Guest

CASE STUDY

Callbox Confirmed 600 Attendees for Events Leader

THE CLIENT

ABOUT
The Client is an events specialist and one of the many fast-expanding companies in its industry that could provide resources both in and out of the APAC region.

THE CHALLENGE

The Client is a decade old events services leader in Singapore that caters to varied corporate industries by providing the target attendees for trade fairs, forums and brand launches. The successes they earned for being a strong leader in the industry were drawn out of their stringent task implementation, tip-top customer service and dedication. So when the time came that they needed manpower for an event and decided to look for a partner to finish the job, they chose no one else but the equally competitive global lead generation company, Callbox.

HIGHLIGHTS

RESULTS WITHIN TWELVE WEEKS

• Validated and profiled contacts via Customer Profiling campaign

• Well-targeted reminder calls achieved via Callbox’s SMART Calling

• Accurately tracked active responses via the Pipeline Lead Nurture Tool

THE CALLBOX SOLUTION

Customer-Profiling

1. The database records needed to be validated so a customer profiling campaign was implemented.

2. Company and business names, addresses, phone numbers, email addresses, social media accounts and all other contact details were updated to ensure list accuracy.

3. To further validate the contact information, the Callbox team sent initial copies of the Client’s reminder featuring the upcoming and past events with links to their website and query boxes.

4. Active responses like opened emails, website visits, clicked links, and queries were tracked via the Pipeline Lead Nurture Tool and saved for follow-up.

5. Invalid emails (bounces) and contact details were updated upon speaking with the decision maker.

Appointment-Setting

1. Through Callbox’s SMART Calling process, active contacts that were filtered from the Customer Profiling campaign were called to remind prospects of the event and to confirm their attendance.

2. For prospects who were still on the fence with their decisions, drip email reminders were sent to them via the Pipeline Lead Nurture Tool.

3. Prospects who confirmed attendance were sent calendar invites.

4. A day before the event, a final confirmation call to all each one who confirmed was made to keep an accurate number of expected attendees for the event.

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Top ISO Certification Firm Boosts Sales Pipeline with Callbox

September 7, 2017/in /by Guest

CASE STUDY

Top ISO Certification Firm Boosts Sales Pipeline with Callbox

THE CLIENT

ABOUT
The Client provides a full suite of independent assessment services that cover certification, validation, verification and training. It helps its customers align management systems and business processes for compliance with international and industry-specific standards and schemes. The Client presently offers its assessment services in over 120 countries, with recognition from more than 50 accreditation bodies.

TARGET INDUSTRIES
Agriculture, Chemicals, Construction, Engineering, Financial Services, Food, Furniture, Logistics, Manufacturing, Mining, Oil & Gas, Public Administration/Government, Publishing & Printing, Retail/Wholesale Trade, Services, Transportation, Utilities

THE CHALLENGE

The Client is looking to capture a huge portion of the growing demand for ISO certification among companies operating in Southeast Asia. In particular, the Client identifies a strong potential for its certification and training programs geared toward small to medium-sized enterprises across various industries in the Indonesian and Malaysian markets.

With a broad ISO certification portfolio and a worldwide roster of customers under its fold, the Client has significant strategic advantage over its competitors in the region. The Client has extensive experience assessing quality management systems that include a wide range of compliance coverage, such as ISO 9001, ISO 14001, ISO 27001, and other related standards for commercial and industrial organizations.

To help reach its revenue expansion goals, the Client developed a marketing strategy that involved direct outreach to relevant prospects from companies in its target verticals. The client also determined that it needed the help of a third-party marketing agency to carry out this segment of the plan. Accordingly, the Client decided to partner with Callbox mainly because of the latter’s track record at managing B2B marketing campaigns that target organizations based in Indonesia and Malaysia.

HIGHLIGHTS

RESULTS WITHIN TWELVE WEEKS

• Launched a 3-month multi-channel appointment setting campaign for a leading QA
certification firm

• Reached campaign objectives well before the project’s conclusion

• Exceeded response benchmarks for both email and phone channels

THE CALLBOX SOLUTION

Callbox’s multi-channel appointment setting package was deemed to be the best approach for helping the Client achieve its current marketing goals.

The campaign was made up of two integrated components: (1) phone-based appointment setting and (2) email marketing, and was put together with the following objectives in mind:

• To prequalify and generate face-to-face/phone appointments for the Client
• To drive awareness for the Client’s core standards including ISO 9001:2015, ISO 14001:2015, and OhSaS 18001: 2007

The campaign’s target prospects consist of persons involved in handling or overseeing QA processes at organizations with 50 to 2,000 employees that belong to a given set of industries and locations specified by the Client.

THE CALLBOX SOLUTION

Appointment-Setting

1. The Callbox team prepared the campaign prospect list, call script, and email templates based on the Client’s specifications. These were submitted for the Client’s review and approval prior to the start of the campaign.

2. Agents contacted and qualified the target prospects using the list of probing questions outlined by the Client. Prospects who demonstrated a clear need for or interest in ISO certification and agreed to meet with one of the Client’s reps were tagged as qualified appointments.

3. The Callbox team forwarded all leads to the Client via email notifications and Pipeline update.

Email-Marketing

1. Emails were used in the campaign as an added layer of touch points for engaging prospects.

2. Emails were primarily sent to warm up cold prospects as well as to follow up on phone calls and prospect requests.

3. The Callbox team monitored and handled email replies and follow-ups, making use of the Pipeline Lead Nurture tool for timely email send-outs and response.

THE CALLBOX SOLUTION

The entire campaign ran for a total of three months (66 days). The campaign’s first couple of weeks was mostly spent gaining initial traction through emails. As such, the results during this stage of the project prominently focused on email marketing. Here are some key highlights of the campaign’s email marketing activities:

• Delivery rates of up to 98.6%
• Open rates of up to 8.54%
• reply rates of up to 3.81%

Once the results from the initial email outreach started trickling in at the close of the first month, there was a noticeable pick-up in the number of qualified appointments generated. In fact, the majority of appointments produced during the campaign were recorded after the first four weeks. Here is a monthly breakdown of the number of appointments set throughout the campaign:

• 1st month: 17 qualified appointments
• 2nd month: 31 qualified appointments
• 3rd month: 23 qualified appointments

Using a benchmark lead-to-opportunity rate of 30% and a close rate of 40%, the 71 appointments delivered during the 3-month campaign can potentially turn into 9 new customers for the Client within the next 6 to 12months.

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Callbox Aced Appointment Setting for Accounting Expert

July 28, 2017/0 Comments/in /by Guest

CASE STUDY

Callbox Aced Appointment Setting for Accounting Expert

THE CLIENT

ABOUT
The Client bears unmatched experience in providing redefined Accounting, Bookkeeping and Self-Managed Super Funds (SMSF) to its partner clients, addressing specific pain points of modern accounting practice.

THE CHALLENGE

The accounting expert serves as an integral extension of its clients, ensuring all tasks are accurately completed. However recently, competition became fierce as competitors started to offer equally interesting services and even used enticing branding images which made the Client indistinguishable from its industry peers.

The Client decided on offering a FREE-TRIAL to target customers. Well aware that this required expertise in pursuing prospects and getting them to agree to meet with the Client’s consultants to discuss signing up for the free trial, the Client searched for an appointment setting company that best fit their needs and chose Callbox.

HIGHLIGHTS

RESULTS WITHIN TWELVE WEEKS

• Validated and updated contact details via Customer Profiling campaign.
• Filtered active contacts and identified the most appointment-ready prospects and those who were interested to discuss, via the Pipeline Lead Nurture Tool
• Reached and spoke with prospects at their most convenient time via Callbox’s SMART Calling system

THE CALLBOX SOLUTION

Appointment-Setting

Callbox ran a Customer Profiling campaign along with Appointment Setting to update the Client’s database and to build a new set of qualified prospects.

1. An initial email copy which contained news releases about the Client’s FREE TRIAL offer were sent to target customers.

2. Active emails from prospects who responded, clicked links and visited the Client’s company website were saved for follow-up calls.

3. Responses also gave the Callbox team the opportunity to filter the most available prospects to touch base with via the CTA link (scheduling
option) in the email copies.

4. Bounces were filtered and saved for follow-up calls for the agents to update as they speak with the prospect.

Customer-Profiling

Aside from targeting to gain a new set of clients, the Appointment Setting program aimed to exhibit a differentiated service by giving their customers a first-hand experience of the service.

1. With the help of the Pipeline Lead Nurture Tool, the team was able to profile the contacts in the database: information like contact name, address, contact numbers and email address were updated.

2. Initial email copies with replies were set for follow-up call – appointments were set for prospects who agreed not only to the FREE TRIAL but also for those who were merely interested to discuss about the Client’s services.

3. To ensure that appointments were not missed, the Callbox team sent calendar invites to prospects to remind them of their appointment schedule.

4. And with Callbox’s SMART Calling system, a hefty number of prospects was reached by the Callbox team to speak with the Client’s specialists and agreed to a FREE TRIAL.

RESULTS AND RETURN ON INVESTMENTS

The first four weeks were the busiest days of the campaign period as the Callbox team was juggling between getting together a fitting list of contacts to profile and setting appointments with those contacts at the same time, but successfully delivered 11 solid appointments.

Between the 5th and 8th weeks, with the Callbox team effectively done with the initial calls, follow-up calls came out more productive as most of the prospects the team spoke with were already knowledgeable of the free trial and have learned of the service’s benefits from other prospects via testimonial videos linked through the follow-up emails. This phase of the campaign generated 13 more appointments for the accounting expert.

The last 4 weeks (9th to 12th) had the Callbox team equally busy but more delighted as follow-ups that were nurtured during the start of the campaign eventually converted into appointments and impressed the Client with 15 appointments at the closing.

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Thrice in a Row: Callbox Boosts Event Attendance Rates for CRM Market Leader

July 26, 2017/in /by Guest

CASE STUDY

Thrice in a Row: Callbox Boosts Event
Attendance Rates for CRM Market Leader

THE CLIENT

ABOUT
The Client is the Asia-Pacific unit of a USA-based cloud computing company that provides CRM solutions to business and enterprise customers. Its main product line is its suite of on-demand, cloud-based CRM platform
available to users on a subscription basis. The Client also offers a number of other cloud-enabled tools for customer service and support as well as for sales team collaboration.

THE CHALLENGE

With its reputation as a key mover in the CRM software space, the Client regularly organizes a number of annual conferences and events aimed at customers, vendors, developers, IT professionals, and industry thought leaders throughout various locations around the world. These are typically high-profile events that generate attendance figures that average in the thousands, as well as receive considerable media coverage particularly from the tech press.

While many of the Client’s conferences fulfill both branding and PR objectives, there is also a more tangible marketing (and overall business) goal that underlies most of the company’s events: to attract more people into its far-reaching ecosystem.

Among the events lined up for 2017 are three sets of conferences scheduled for January, April, and July. All three events are set to take place in Hong Kong and Singapore, showcasing insights on Asian business innovation and customer experience.

The three events’ target audience consists primarily of decision-makers who deal with marketing technology in some way at small- to medium-sized Hong Kong- and Singapore-based companies. The target attendees mostly come from technology-intensive industries such as manufacturing, financial services, professional services, retail, and healthcare.

Although it already possesses considerable brand equity and can easily leverage its extensive network of connections in the region, the Client determined that it needed to outsource part of the event registration activities in order to meet two key objectives:

• to ensure that relevant attendees from the specified verticals are identified and targeted
• to maximize registration and attendance rates through prompt outreach and follow-up

The Client chose Callbox after evaluating a list of event marketing companies, pointing out that Callbox’s substantial experience in the Hong Kong and Singapore markets was a clear differentiator.

HIGHLIGHTS

RESULTS WITHIN TWELVE WEEKS

• Launched three successful call-to-invite campaigns for CRM market leader
• Exceeded targets consistently in all three campaigns
• Improved event attendance rates and potential conversions

THE CALLBOX SOLUTION

Callbox’s Call-to-Invite package was a good fit to help the Client meet its event marketing objectives for a number of reasons.

• Since the Client wanted to ramp up registrations a month prior to each event, it allowed the Client to obtain immediate response from its target attendees and gain additional information to help improve preparations.
• Call-to-invite campaigns provided a way to quickly and accurately qualify likely attendees based on the parameters set by the Client, especially given the tight timetables associated with the events.
• This also enabled multiple outreach opportunities, such as follow-up and confirmation calls.

The call-to-invite campaigns included the following main activities:

• Callbox put together the list of target attendees to be contacted based on the Client’s specifications, as well as prepared the campaign’s call scripts. These were reviewed and approved by the Client.
• Contacts who expressed interest to attend the event and completed the registration via the registration link were tagged as qualified
attendees (RSVP). These were forwarded to the Client’s team on a daily basis.
• In addition to outbound phone-based qualification, Callbox also helped other interested prospects complete the registration process by
assisting them through the submission procedure. Agents also managed the information send-outs for prospects who want to first receive the invites.

Although it already possesses considerable brand equity and can easily leverage its extensive network of connections in the region, the Client determined that it needed to outsource part of the event registration activities in order to meet two key objectives:

• to ensure that relevant attendees from the specified verticals are identified and targeted
• to maximize registration and attendance rates through prompt outreach and follow-up

The Client chose Callbox after evaluating a list of event marketing companies, pointing out that Callbox’s substantial experience in the Hong Kong and Singapore markets was a clear differentiator.

RESULTS

Callbox’s Call-to-Invite package was a good fit to help the Client meet its event marketing objectives for a number of reasons.Each of the three call-to-invite campaigns ran for 22 days and was aunched a month prior to the respective event. Hong Kong and Singapore prospects were simultaneously contacted in all three campaigns. The below table summarizes the results from each campaign:

table

Taken together, the three call-to-invite campaigns were able to produce a total of 353 confirmed RSVPs for the three sets of events. Using a benchmark conversion rate of 11% to 20% (based on industry averages), the Client can potentially generate between 39 to 71 new customers from attendees at the three events that registered via the call-to-invite campaigns.

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Callbox Prints Out Success For ICT Leader

May 29, 2017/in /by Guest

CASE STUDY

Callbox Prints Out Success For ICT Leader

THE CLIENT

ABOUT
The Client is the largest HP partner in Asia, providing intelligent applications and innovative solutions and offers a wide portfolio of print devices.

TARGET INDUSTRY
Any business with printing needs with main focus on Financial Institutions & Manufacturing Plants.

THE CHALLENGE

The Client consistently delivers the best print and copy solutions for their customers – a potent commitment which brought them successes in revenue and customer care since the company’s inception in 2005.

But as years passed, market competition has become tougher and the primal revenue target of 20% per year showed a dramatic decline in recent years, dipping to only 13%-15%. Due to this decline, the Client felt the urgency to regain what they’ve lost and immediately acted on the issue by taking the next best steps – looking for an outsourced lead generation partner and deciding on Callbox.

HIGHLIGHTS

RESULTS WITHIN TWELVE WEEKS

• Use of 5 marketing channels
• Warming up prospects via Lead Nurture Tool
• Increased contact rates via Callbox’s SMART Calling
• Lost revenue regained

THE CALLBOX SOLUTION

Customer-Profiling

1. Callbox validated contact details in the database to ensure accuracy by sending initial emails with overview on the total print managed services.

2. Active responses like opened emails, website visits, clicked links, downloads and queries were tracked via the Pipeline Lead Nurture Tool and saved for follow-up.

3. Invalid emails (bounces) and contact details were corrected updated upon speaking with the prospect.

Appointment-Setting

1. Active contacts were prioritized and followed up via different channels (call, email, social, web and mobile) based on the prospect’s business buying behavior which was made possible by Callbox’s SMART Calling process.

2. At least 4 out of 6 probing questions should be answered by prospects to provide the Client’s consultants substantial data, a requirement fully complied by the team.

3. Prospects who agreed to speak with the Client were sent calendar invites to keep them reminded of the appointment schedule.

4. After each call, regardless whether the prospect agreed for an appointment or not, agents offered to share/send pertinent information about the program to prospects to ensure familiarity and build a higher chance of conversion in the next follow up call.

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Precision Engineering Company Executes Precise Rebranding with Callbox

May 5, 2017/in /by Guest

The Client

Industry:
Engineering

Location:
Singapore

Headquarters:
Germany

Short Description of Client:

The client is the Singapore arm of an industrial equipment supplier based in Germany, specializing in motion and fluid control technologies used in advanced production lines worldwide. The company’s product portfolio includes actuators, air preparation, fittings, tubing, pressure switches, vacuum, and valves.

Campaign Type:
Lead Generation

Target Industries:
Manufacturing

Target Areas:
Australia, New Zealand, Singapore, and Malaysia

The Challenge

The Client has a long and illustrious company history that includes the invention of the first inline lubricator in 1927 and a series of breakthrough innovations in several pneumatic fluid and motion control technologies. Its products and expertise are presently used in numerous manufacturing facilities worldwide for improving equipment productivity and efficiency.

In 2015, as part of its efforts to transform itself into a truly world-class engineering company, the Client consolidated several of its divisions under a single brand and recently carried out a major overhaul of its webstore to realign with its new branding initiatives. Aside from its extensive global network of distributors, the Client is able to offer its solutions to its target customers through online catalogs.

While these moves are expected to create favorable long-term opportunities, the new brand rollout and webstore revamp bring some key short- to medium-term challenges that the Client needs to address right away. In terms of near-term marketing activities, the challenge is two-fold:

Informing its existing customers of the rebranding and the site renovation in a way that drives both interest and awareness
Identifying specific needs and inquiries from their customers and prospects, which can then be turned into actionable insights

The Callbox Solution

Given both the Client’s current strategic situation and its immediate marketing goals, it was determined that Callbox’s precision-oriented lead generation solutions would be an effective approach at enhancing the Client’s rebranding and customer outreach efforts. Accordingly, the campaign plan consisted of two main components: (1) customer profiling and (2) lead generation.

Customer Profiling

To guarantee the quality of data to be used in the campaign, the list underwent thorough customer profiling, which involved manually validating and verifying each database record and field.

Agents called every contact on the list in order to check and update all pertinent information.

Callbox’s customer profiling package ensured that every entry on the list contained complete, accurate, relevant, and timely information on a valid decision-maker.

Once completely profiled, every record on the list represented a contact having any of the above-mentioned job titles working in a manufacturing company located within any of the four APAC countries mentioned earlier.

Lead Generation

With its award-winning lead generation expertise, Callbox was well-positioned to help the client meet the two main challenges brought on by its recent rebranding program. In a nutshell, the lead generation activities of the campaign included:

The Callbox team engaged the Client’s target contacts through live phone conversations in order to touch base and introduce the rebranded solutions.

Callbox distributed the company’s Express catalogs to qualified contacts in Australia, Malaysia, and Singapore. The Client’s pneumatic catalogs were disseminated to qualified contacts in New Zealand.

Agents then set up follow-up phone appointments with hot leads and inquiries.

Results Within Twelve Weeks

The three-month campaign yielded the following results:
918 profiled records
208 total leads completed
69 hot leads (leads who met all of the qualification criteria) generated during the campaign, representing 1/3 of total leads completed
119 warm leads (leads who failed to meet exactly one qualification criterion) Warm leads made up 57% of all leads generated.
20 leads, or nearly 10% of the total, were ranked as cold leads.

Highlights

Carried out targeted lead generation to boost rebranding program
Achieved all campaign objectives within the three-month time window
Delivered a thoroughly-cleansed and up-to-date contact list

Callbox Secures Leads for Cyber Security

April 4, 2017/in /by Guest

The Client

Industry: IT Cyber Security
Location: Singapore
Headquarters: US

The Client is a global cyber security company that delivers solutions on visibility to reduce risks and the control to act against internal and external data breach threats.

Campaign Type: Appointment Setting, Profiling
Target Location: HK, PH, MY
Target Industry: End User

The Challenge

The numerous global recognitions that the cyber security leader has received speak well of their unmatched solutions to their 4,000 plus, including half of the Fortune 100, customers. But even their thought expertise and rich experience did not spare them from challenges: Cyber security threats have become complex and target customers apparently became fastidious, making it difficult for the Client to present their integrated privilege and vulnerability management solutions to target customers. But the challenge was straightaway coped with after they partnered with Callbox for a Lead Generation Program.

The Callbox Solution

Customer Profiling

With the help of the Pipeline Lead Nurture Tool, Callbox was able to send the Client’s message to the right prospects at the right time.

Callbox’s SMART Calling helped the team engage with the most qualified prospects who were most ready to engage.

Callbox ensured prospect’s receipt of collaterals that contain information about the Client’s unified IT solutions on risk management, reporting and analytics.

Lead Generation

Callbox called to verify contact details like prospect’s name, email and contact numbers.

Callbox briefly shared the Client’s products and services with prospects, focusing on threat mitigation capabilities, broad platform coverage and workforce collaboration to battle both internal and external threats.
It was ensured that this probing question was asked – “Are you currently reselling any of the following security vendors for privilege management and vulnerability management such as: CyberArk, Intel McAfee, Dell, CA,. Lieberman, Centrif”y – and must be answered by the prospect
Set appointment for the Client’s IT security consultant to further discuss and customize a solution for the customer and sent calendar invites to avoid missed opportunities.

Highlights