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Callbox ABM Delivered Beyond Target MQLs for Cloud Computing Leader

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The Client

The Client is a Malaysian counterpart of a cloud computing network that sells software, cloud services, and software-defined storage. Their products include Hyperconverged Infrastructure, DevOps & IT Operations, Security, Storage & Data services, Business Continuity, Cloud Services, and End User Computing Services.

The Challenge

Being a trusted name by more than 19,000 leading companies worldwide, the Client strives to keep up with its customers’ expectations in transforming their business through its trouble-free and cost-effective solutions that eliminate the pain points of legacy IT operations.

In order to carry out these functions more effectively, the cloud computing leader structured a partner ecosystem which includes resellers, system integrators, OEM partnerships, consulting partners, technology alliances, service providers, and training partners. Callbox was among the latest inclusion in the partner pack.

The Client saw Callbox’s Account-based Marketing Multi-Channel to be more aligned with their marketing requirements than the other lead generation agencies’ proposed programs.

The Callbox Solution

Based on the Clients needs, Callbox designed an Account-based Marketing Lead Generation & Appointment Setting campaign which consisted of:

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

The Campaign Goals

  • The Callbox team was to reach out to target customers to uncover pain points and upcoming needs
  • Generate opt-in marketing qualified leads (MQLs)
  • Book meetings with interested prospects
  • Gather registrants for the Client’s webinar

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 which consisted of detailed demographic and firmographic segmentations
  2. The campaign’s target prospects were CIO, VP/Director of IT, Cloud Teams and Architects, CFO
  3. The master contact list was segmented based on these personas and was further grouped according to industry type

Results

The initial six months has so far delivered 518 Opt-In Marketing Qualified Leads, 63 Sales Appointments, and 43 Webinar Registrations.

The total number of MQLs that the Callbox team generated exceeded the Client’s target of 200. Because of the good campaign results, the Client referred Callbox to their Singapore office which is now running a lead generation campaign.

Callbox Quickly Turned Targets to Opportunities for Cloud Communications Leader

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The Client

The Client is a global cloud communications leader that helps businesses accelerate their digital transformation. Its communications platform is fully programmable which allows integration of Voice, Chat, Messaging, and Verification into existing products, workflows and systems across industries, and enhances customer experience and realize new business outcomes at scale for startups and agile enterprises.

The Challenge

The Client was in need of a lead generation company who would help them do outbound marketing to reach more targets. They have a very targeted contact list which they wanted to expand, and reach these contacts through the channels they use. They checked on quite a few ABM companies, however decided on partnering with Callbox after seeing the latter’s specialized solutions that focus on multi-channel lead generation approach, which was exactly what they were looking for.

The Callbox Solution

The Client initially signed up for a six-month campaign, and based on their needs and objectives, Callbox designed an Account-based Marketing Lead Generation & Appointment Setting campaign which consisted of:

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

The Campaign Goals

  • The Callbox team was to reach out to target customers to uncover pain points and upcoming needs
  • Book teleconference meetings with qualified prospects for the Client’s country consultants
  • Keep the database clean and updated throughout the campaign duration

 Account Research and Selection

  1. The Client’s target industries included Transportation and Public Utilities, Retail Trade, Finance, Insurance, Real Estate, Service and Public Administration, Business Services, with 10 or more employees, in SEA, India, Australia, and New Zealand.
  2. Callbox refined the Client’s ICP (ideal customer profile).
  3. The list of potential contacts to target which the Callbox team prepared 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 CEO, Founders, President, VP, CTO, Head of Integration, Head of Product, Head of Digital Innovations, Director, Head of Implementation.
  3. The master contact list was segmented based on these personas and was further grouped according to industry type.

Results

The initial six- month Account-based Marketing Lead Generation & Appointment Setting campaign delivered 175 Sales Qualified Leads, and 452 MQLs.

With the very good results that the Callbox team delivered, the Client renewed for another 6 months even before the initial campaign was completed.

Client Feedback

The ramp up was a lot faster than expected, they understood our APIs a lot quicker than the other agency that we previously used. They are quick to respond and deliver what we request.

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

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The Client

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

The Challenge

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

The Callbox Solution

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

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

The goals were for the Callbox team to:

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

Account Research and Selection

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

Account and Prospect Profiling

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

Results

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

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

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

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

  • Account-Based Multi-Channel Lead Management which utilized Voice, Email, Chat, Web, and Social Media.
  • Sales Enablement & Support which included Training, Set up 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 develop a new lead source and increase the number of appointments in their CRM through appointment setting and email marketing
  • Manage the Client’s database by keeping the contacts accurate and up to date
  • Connect with prospects via Social Media
  • The Callbox team was to develop a new lead source and increase the number of appointments in their CRM through appointment setting and email marketing
  • Manage the Client’s database by keeping the contacts accurate and up to date
  • Connect with prospects via Social Media

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 six-month 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 a six-month Account-based Marketing Lead Generation & Appointment Setting campaign, and renewed for another 3 months, 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 9-month Lead Generation and Appointment Setting campaign delivered 135 Sales Qualified Leads, 33 Potential Leads, 40 Requests for Information, and 45 For Callback.

Mobile Commerce Lead Closed 8 Deals in 6 Months with Callbox

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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.

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 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 Distributors with Callbox Lead Generation Campaign

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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, however, has a clear view of collaborative applications that leverage both machine and human potentialities. They 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 manufacture, and in the message they want to convey to the target audience.

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

The Callbox Solution

Callbox designed an ABM Lead Generation & Appointment Setting campaign which consisted of:

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

THE GOALS

  • The Callbox team was to call and qualify new potential distributors across South East Asia, Oceania, Taiwan and India
  • To set phone or telecon with prospects for the Client’s sales team

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified target industries 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 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 twelve-month Lead Generation campaign produced 167 Sales Qualified Leads, 40 Potential Leads, 22 Requests for Information, 10 Follow-ups, 66 Callback, and 297 Social Media Connections (with 65 inmail replies or 33%).

Callbox Lead Generation Powers Up Software Startup

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The Client

The Client is a software development startup, serving clients from different verticals across the globe, building Web, Mobile, Analytics, Machine Learning, Blockchain, and RPA solutions.

The Challenge

The Client aims to provide a progressive and wide range of quality skills and services to facilitate end to end solutions for different IT needs. In order to fully achieve this goal, they looked for other marketing strategies that they can use to reach out more prospects that have a need for any of their services.

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 who were interested to know more or have a requirement for any of the product offerings of the Client, and agreed to speak with a specialist via phone or office meeting for a product demo.

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. allbox 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: CEO, Managing Director, CIO, CTO, IT Director/Managers
  3. The master contact list was segmented based on these targets, and was further grouped according to industry type.

Results

Overall, the six-month Lead Generation and Appointment Setting campaign produced a total of 97 Sales Appointments, 6.62% Email Open Rate, 144 MQLs and 122 Social Media Connections.

Vet Digital Marketing Firm Snapback with Callbox ABM Lead Generation Program

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The Client

The Client is a top-rated and most-awarded digital marketing firm in the United States who has been providing digital marketing solutions like SEO solutions and Content Marketing, Social Media Optimization and Analytics to a diverse range of industries in the US for over two decades.

The Challenge

The Client’s world-class and award-winning service has put more than 4000 brands in front of billions of people on social media and the web, and have helped deliver these happy clients’ messages to their target customers.

However, the phenomenal traffic inflows and impressive search engine rankings that they have been enjoying for years were disrupted by tough market competition which gave customers a vast option of providers to choose from, making every digital marketing company in the industry all look similar with one another. This has impacted the Client’s customer acquisition tactics.

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. The campaign was sealed in a two-term contract.

The goal was for the Callbox team to generate leads and set appointments for the digital marketing leader’s consultants with qualified prospects who have the need for SEO solutions, Online Reputation Management, Website Development and creative and press article writing 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 Marketing Managers/Directors and executives, Branding Managers/Directors and executives, Social Media Strategists, Digital Marketing Managers/Directors, and executives, C-suite
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

Overall, the six-month ABM Lead Generation and Appointment Setting campaign produced a total of 96 appointments, 37 marketing qualified leads, and 387 social media connections.

Callbox Caused Significant Pipeline Growth for Cybersecurity Lead

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Old Title: Callbox Helped Decode Issues And Brought Significant Sales Uptick For 5-Star Cybersecurity Software Provider

The Client

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

The Challenge

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

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

The Callbox Solution

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

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

The Goals

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

The campaign involved two key steps:

Account Research and Selection

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

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they want the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations.
  2. The campaign’s target prospects were IT Director, CTO, CIO, Desktop Manager, IT Security Manager, Security Architect, CISO, Desktop Administrator
  3. The master contact list was segmented based on these personas and was further grouped according to industry type.

Results

Overall, the six-month Lead Generation and Appointment Setting campaign produced a total of 80 Sales Qualified Leads, 218 Marketing Qualified Leads, and 242 Social Media Connections.

Callbox’s Call-To-Invite Campaign Delivered ICT Leader From Buyout Concussions

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The Client

The Client is a global computer technology pioneer that develops, sells, repairs, and supports computers and related products and services. They empower countries, communities, customers and people to use technology solutions that help them do and achieve more.

The Challenge

The Client made history and proved its might in the technology industry when it completed a merger with one of the biggest data storage companies valued at approximately $60 billion. The deal was known to be the biggest tech deal ever, but several roadblocks delayed the project’s success, such as product redundancy, which impacted the Client’s business. It’s newly acquired partner is host to several subsidiaries that were meant to augment technology bases and scale the business, but the merger kicked off in a complex battleground, which resulted in customer anxiety. The Client decided to host a series of webinars to boost awareness among its target customers.

The Callbox Solution

Callbox designed a Webinar Event and ABM Lead Generation campaign which consisted of:

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

THE GOALS

  • The Callbox team was to invite participants to the Client’s series of events in different countries and schedules. 
  • Call attendees to generate interest to speak with the Client’s consultants about automation and data security
  • Keep the database up to date and accurate

Account Research and Selection

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

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they want the outbound campaign to engage in. The profiles consisted of detailed demographic and firmographic segmentations
  2. The campaign’s primary targets were  IT Manager, Network Security Manager, Networking Manager
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type with unique accounts and contacts

Results

The six-month Webinar campaign delivered 360 RSVPs, and the Lead generation campaign resulted in 180 Sales Qualified Leads, 175 Follow ups and 118 Requests for Information.