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Callbox Accomplished Smooth Application Transition for Global IT Distribution Leader

Callbox Accomplished Smooth Application Transition for Global IT Distribution Leader


  • 72 Appointments

  • 103 Requests for Info

  • 78 Follow-ups

  • 51 Callbacks

  • 546 Social Media Connections


  • Industry

    IT/Software

  • Location

    Singapore

  • Headquarters

    USA

  • Campaign Type

    Lead Generation and Appointment Setting

  • Target Location

    Singapore, Australia

  • Target Industries

    Utility Sectors

  • Target Decision Makers

    CIO, CTO, CEO, CFO, IT Director/Manager

The Client

The Client is a huge distribution firm of IT products and supply chain, serving businesses around the globe for more than 30 years with its vast infrastructure mainly focusing on cloud, mobility, technology lifecycle supply chain and relevant technology solutions.

The Challenge

The Client has a broad customer and partner base that seemed to be set in stone, but such did not exempt them from experiencing financial slides. The major shakeout was a business disruption due to application transition to replace aging legacy systems in the APAC region. The Client dispatched hundreds of system integrators who conducted consultation meetings with prospects, and hired Callbox as their marketing arm to set meetings between their consultants and customers.

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Callboxinc.com - B2B Lead Generation Company


US Network Performance Management Leader Conquers the APAC Market

US Network Performance Management Leader Conquers the APAC Market


  • 45 Face-to-Face Appointments

  • 15 Phone Appointments

  • 105 Requests for Info

  • 98 For Follow-Up

  • 561 Social Media Connections


  • Industry

    Software

  • Location

    Singapore

  • Headquarters

    USA

  • Campaign Type

    Lead Generation and Appointment Setting

  • Target Location

    Singapore, Malaysia

  • Target Industries

    Commercial Enterprises, Managed Service Providers and Government

  • Target Decision Makers

    IT Manager, IT Director, CIO, CTO, Municipal Commissioners

The Client

The Client is a network performance management software leader that empowers organizations to monitor and manage the performance of their IT environments regardless of type, size and complexity.

The Challenge

The Client was already an established provider of a range of software solutions to a large number of high-profile companies in the US when it decided to enter the Asia Pacific market, and chose to establish its regional office in Singapore.

In order to build a strong and extensive customer base, they looked for a marketing partner who could work out an effective marketing strategy for them and who could ensure target customers that their solutions are effective, reliable and efficient. Someone who is familiar with the APAC market and has rich experience in generating leads. Callbox.

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Callbox Lead Generation Raised Performance and Profitability for Hong Kong Software Leader in Singapore and Malaysia

Callbox Lead Generation Raised Performance and Profitability for Hong Kong Software Leader in Singapore and Malaysia


  • 60 SQLs

  • 37 Highly-convertible leads completed

  • 87 Qualified prospects requested for information

  • 546 Social media connections


  • Industry

    ERP

  • Location

    Hong Kong

  • Headquarters

    Hong Kong

  • Campaign Type

    Appointment Setting & Lead Generation

  • Target Location

    Singapore & Malaysia

  • Target Industries

    Manufacturing, Oil and Gas, Engineering / Procurement / Construction

  • Target Decision Makers

    IT Manager / Director, Chief Financial Officer, Finance Manager

The Client

The Client provides quality enterprise planning solutions that are custom-made for the Asian market. They offer wide built-in analytics which enables customers to maximize revenue and margins and drive productivity throughout the organization and supply chain.

The Challenge

With a wide coverage of service throughout the Asian region, The Client has become one of the strongest pillars of the software industry, targeting midsize companies and midsize divisions of corporations with ERP software for manufacturing and distribution companies as its focus.

It aims to reduce the costs of software implementation and operation, and improve user experience to become more intuitive and productive. And in order to achieve their targets, they wanted to add more users to boost revenues.

The software leader’s roadmap to success was to collaborate with other business sectors to help them reach their target customers.

  • Focus on high-value accounts and identify target companies in the manufacturing and distribution industries.
  • Identify relevant decision makers in each target account which includes IT Manager/Director, Chief Financial Officer, Finance Manager.
  • Contact and qualify the target decision makers based on the Client’s specified criteria, and set appointments.

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Callbox Unleashed Sales Opportunities for Cloud ERP Leader

Callbox Unleashed Sales Opportunities for Cloud ERP Leader


  • 43 Appointments Set

  • 37 Marketing-Qualified Leads

  • 5 Callbacks

  • 548 Social Media Connections


  • Industry

    IT, Software

  • Location

    Singapore

  • Headquarters

    CA, USA

  • Campaign Type

    Lead Generation and Appointment Setting

  • Target Location

    Singapore

  • Target Industries

    Wholesale / Distribution, Retail, eCommerce…

  • Target Decision Makers

    CEO, Managing Director, Financial Controller, CFO, Owner, Accountant

The Client

The Client is a pioneer cloud company that delivers business applications via the internet. They provide ERP and omnichannel commerce software to more than 20,000 customers in over 200 countries.

The Challenge

ERP enables organizations to collect, store, manage and interpret data from different business functions which enhances efficiency and facilitates error-free transactions. These promising benefits however, failed to attract businesses at first because the implementation process requires changes in existing business processes which may also disrupt business rules, data semantics, and decision centers.

Being fully aware of the market’s reaction to ERP, the Client came up with a holistic three-phase approach that comprised consulting, implementation and support. Moreover, they partnered with Callbox in order to best position the product’s value proposition to target customers.

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

Callbox Brings Significant Sales Uptick For 5-Star Cybersecurity Provider


  • 86 Appointments Set

  • 98 For Follow-Up

  • 542 LinkedIn Connections

  • 94 Callback


  • Industry

    IT, Software

  • Location

    Singapore

  • Headquarters

    CA, USA

  • Campaign Type

    Lead Generation, Appointment Setting

  • Target Location

    SG, HK, MY

  • Target Industries

    Wholesale Trade, Retail Trade, Finance / Insurance / Real Estate…

  • Target Decision Makers

    IT Director, CTO, CIO, Desktop Manager, IT Security Manager, Security Architect, CISO, Desktop Administrator

The Client

The Client is one of the trusted names in cybersecurity in the IT industry that offers endpoint security solutions. They are composed of teams 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 expanding their market reach to neighboring nations, Malaysia and Hong Kong, the Client also needed to address some vague issues about their product.

The Client needed to educate their target customers further than 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 news and updates about their products were regularly published via newsletters, and webinars and in-person events were held, the cybersecurity expert decided to look for a partner who can provide proven process and tools that could speed up information dissemination to target customers, as well as generate leads and appointments to grow their sales pipeline.

DOWNLOAD THE FULL STORY

Fill up our form below and you’ll be able to read in-depth strategies and tools that contributed to the campaign’s success based on the Client’s challenges and goals.

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Callbox Profiles Key In-House List for Government Agency, Lifts Email KPIs

CASE STUDY



Callbox Profiles Key In-House List for Government Agency, Lifts Email KPIs


THE CLIENT



Client information

ABOUT
The Client is the head office of a government agency in a Southeast Asian country. The Client develops and implements foreign trade policies, as well as regulates the country’s export and import industries.



TARGET INDUSTRIES
International Trade Sector (Export and Import Industries)

TARGET PROSPECTS
C-level and Senior Management


THE CHALLENGE



As part of the government agency responsible for overseeing international trade in its home country, the Client facilitates trade relations with private companies overseas. The Client maintains an extensive database of key contacts from exporters and importers located in partner countries.

The office’s foreign companies list consists of around 25,000 contacts acquired from different sources, such as signup forms, internal research, tradeshow events, and publicly available documents. The list makes up the backbone of the Client’s promotion activities and information drive, as well as the main distribution list for the agency’s monthly newsletter.

The Client recently started a planned update and migration of its various data resources. A data audit revealed that the agency’s foreign companies list contained a very high number of potential data quality issues, including missing values, duplicate entries, and outdated fields.

With tight timetables for the data migration project, the Client sought the help of a third-party provider to scrub and update its foreign companies list. Following a thorough procurement process, officials chose Callbox after taking into account price competitiveness, data management capabilities, and track record.

HIGHLIGHTS
  • Cleaned and updated a Southeast Asian government agency’s contact list of overseas exporters and importers
  • Enriched Client’s database with targeted information collected from various sources
  • Helped improve Client’s outbound campaigns with highly accurate and up-to-date data
CAMPAIGN RESULTS

Data Profiling Campaign results


THE CALLBOX SOLUTION



Callbox carried out a data cleaning and data profiling campaign for the Client. The campaign was designed with the agency’s very particular requirements and timelines in mind.

Data Cleaning

  1. The data cleaning phase of the campaign was scheduled and completed during the first two weeks.
  2. A battery of database scrubbing activities were performed on the Client’s foreign companies list, including de-duplication, error correction, and record standardization.
  3. The data cleaning workflow consisted of both manual and automated processes which made use of Callbox’s suite of list health tools.

Data Profiling

  1. After completing the data cleaning activities, the Callbox team verified and updated each list record through one-on-one calls with contacts, which consisted of senior and C-level executives from multiple countries and locations.
  2. Desk research helped enrich the Client’s database by supplying missing values and appending new information mined from different sources.
  3. Accuracy of each list entry was guaranteed through cross-referencing with Callbox’s own records and using different data sources to validate fields.

RESULTS



The whole campaign took two months to complete (or 44 days), which was well within the Client’s required timeline. The first two weeks were spent on data cleaning, while the remaining six weeks were allocated for data profiling.

The Callbox team profiled a total of 24,952 records and worked to achieve 99.5% accuracy for the final list.

Three months after receiving the cleaned and profiled database, the Client reported 1.3x higher delivery rates, 70% fewer bounces, and across-the-board improvement in their email engagement/response metrics.



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

CASE STUDY



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


THE CLIENT



ABOUT
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 everywhere to use technology solutions that help them do and achieve more.



TARGET AREAS
Singapore, Thailand, Malaysia

TARGET INDUSTRIES
All Industries

TARGET PROSPECTS
IIT Manager, Network Security Manager, Networking Manager


THE CHALLENGE



The Client made history and proved its might in the technology sector when it completed a merger valued at approximately $60 billion with one of the biggest data storage companies, in 2015.

Although It was known to be the biggest tech deal ever, several roadblocks halted the deal’s success which affected the business in many different ways. One of those is product redundancy.

The Client’s newly acquired partner hosts several subsidiaries that were meant to augment technology bases and slope up the business but turned out to create a complex battleground, resulting in customer anxiety instead.

In the hope of driving awareness on customers about its new line of combined products and services, the Client decided to host a series of events.

HIGHLIGHTS
  • Successfully completed a 3-month region-wide Call-to Invite campaign for a multinational ICT company
  • Worked out seamless outbound campaign activities that set the stage for the Client to deliver its message to its target audience
  • Achieved key objectives in terms of best-fit accounts and highly-interested participants delivered
CAMPAIGN RESULTS

Call-to-Invite Campaign results


THE CALLBOX SOLUTION



Callbox and the Client methodized a three-month Call-to-Invite campaign.

The goal was for the Callbox team to invite target participants and register to the series of events that the Client will be hosting in different countries and schedules.

The discussions focused on automation and data security.

Account Research and Selection

  1. Callbox helped analyze and refine the Client’s ideal customer profile (ICP) that served as basis for identifying which companies to include as target accounts.
  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: mid-level IT managers or directors and mid-level network managers.
  3. The master contact list was segmented based on these two personas and further grouped according to industry and business size.

RESULTS



The three-month Call-to-Invite campaign concluded the key objective set for the project: to drive awareness on target customers about the new line of merged products and services as one brand.

The Call-to-Invite campaign delivered the following results:

First Month, Thailand

  • Total calls made: 2,970
  • No. of RSVPs: 70
  • For follow up: 65
  • Requested more information: 40
  • Total positive contacts: 424

Second Month, Singapore

  • Total calls made: 3,080
  • No. of RSVPs: 80
  • For follow up: 70
  • Requested more information: 53
  • Total positive contacts: 512

Third Month, Malaysia

  • Total calls made: 1,776
  • No. of RSVPs: 30
  • For follow up: 40
  • Requested more information: 25
  • Total positive contacts: 115

Overall, the three-month Call-to-Invite outreach produced a total of 180 leads (confirmed attendees) as against the Client’s target of 100.

The leads delivered were best-qualified targets which turned in 55% conversion for the Client.



Niche Consulting Firm Gains Solid Foothold in High-Growth SG Market

CASE STUDY



Niche Consulting Firm Gains Solid Foothold in High-Growth SG Market


THE CLIENT



CS_OTH_Niche-Consulting-Firm-Gains-Solid-Foothold-in-High-Growth-SG-Market-client

ABOUT
The Client is a multinational consulting company that offers intangible asset management and valuation services. The scope of their practice covers patents, copyrights, trademarks, and other forms of intellectual property. The company works with manufacturing and technology companies in Australia, New Zealand, the United Kingdom, and United States.



TARGET INDUSTRIES
Manufacturing, IT

TARGET PROSPECTS
CEO, CFO, CTO, Founder, Director, Head of Innovation/Acquisition, Finance Manager

TARGET AREAS
Singapore


THE CHALLENGE



Intangible assets (such as patents, software, content, brand name, and digital property) account for a greater portion of the value of a business today. In Singapore, intangible assets now make up at least a third of local companies’ value, up from 20% in 2010.

The Client is looking to strengthen its presence in the Singapore market, where the rapid expansion in businesses’ intellectual property (IP) portfolios has created strong demand for many of the Client’s services.

Much of this growth has been driven by increased R&D activity in Singapore’s manufacturing, engineering, and technology sectors—which are also the Client’s main target industries.

To support their planned Singapore expansion, the Client has implemented a comprehensive marketing strategy that involves direct outreach with key decision makers from companies that strongly fit their customer profile.

Right from the outset, the Client had decided to outsource this component of their marketing plan, laying down clear requirements for what they wanted their service provider to meet:

  • Extensive marketing experience in Singapore’s manufacturing, technology, and IT sectors
  • Ability to provide highly-targeted access to relevant companies and contacts
  • Proven track record of success in terms of sales impact
HIGHLIGHTS
  • Launched two highly-successful appointment setting campaigns for a consulting firm in Singapore’s manufacturing and tech sectors
  • Delivered 140% of Client’s target number of qualified appointments
  • Helped the Client carry out their expansion plans in the Singapore market
RESULTS WITHIN TWELVE WEEKS

Appointment Setting Campaign Results


THE CALLBOX SOLUTION



The Client selected Callbox as their outsourced partner after extensive discussions with different marketing agencies. According to the Client, Callbox was able to show how they leverage their years of experience marketing in Singapore’s manufacturing and tech industries, including a couple of successful campaigns that resulted in new customers for other consulting firms.

Based on the Client’s objectives and requirements, Callbox determined that the best approach would be an integrated appointment setting campaign. The Client agreed to a three-month pilot program, which was then renewed for another three-month term after initial results met the Client’s expectations.

Profiling Target Customers and Contacts

  1. The Client’s target companies included medium-sized manufacturing, technology, and IT companies in Singapore with 50 to 499 employees and annual revenue of $5 million to $50 million.
  2. The key contacts were made up of CEOs, CFOs, CTOs, finance managers, IT directors, and decision makers in charge of R&D.
  3. Most of the contact records were obtained from Callbox’s internal leads database, while other records were acquired via research.

Multi-Channel Outreach

  1. The campaign reached out to the target prospects via phone, email and LinkedIn.
  2. Targeted emails and live phone conversations enabled the campaign to engage prospects on a one-on-one basis.
  3. LinkedIn helped warm up and profile prospects throughout the campaign.

Multi-Touch Lead Nurturing and Conversion

  1. The touch points were scheduled and performed based on a nurturing cadence that matched the campaign requirements, which started with an intro email and continued with a sequence of phone and email follow-ups alongside LinkedIn activities.
  2. The cadence’s primary goal was to qualify interested prospects as well as book phone and in-person meetings.
  3. The nurturing cadence was automated and managed using Callbox’s Pipeline CRM tool.

RESULTS



The pilot campaign’s results exceeded the Client’s main requirement of generating at least 10 qualified appointments per month. In total, the pilot campaign delivered 43 qualified appointments (sales-qualified leads or SQLs) and 78 marketing-qualified leads (MQLs).

After the first three-month campaign, the Client renewed the contract for another three-month appointment setting program. At time of writing, the new campaign was wrapping up its third month and has produced a total of 37 qualified appointments and 67 MQLs.



Targeted Lead Generation Speeds Up SG Digital Marketing Firm’s Expansion

CASE STUDY



Targeted Lead Generation Speeds Up SG Digital Marketing Firm’s Expansion


THE CLIENT



About the client

ABOUT
The Client is a digital marketing agency based in Singapore that specializes in social media marketing, email marketing, affiliate marketing, and PPC advertising. The company targets SMBs in the APAC and North American regions.



TARGET INDUSTRIES
Food & Beverage, Retail, Beauty/Cosmetics, Fashion, Travel, Mobile Apps, IoT, Hospitality, Entertainment, Consumer Processed Goods, Consumer Services, Consumer Electronics, Financial Services

TARGET PROSPECTS
Marketing Managers, Marketing executives, marketing directors, marketing assistant, brand manager, brand director, owner, social media manager, social media director, digital marketing manager, digital marketing assistant, digital marketing director, marketing strategist, digital strategist, events director, events marketing manager, events marketing, head of marketing, head of digital marketing, head of branding, co-founder

TARGET AREAS
Hong Kong and Singapore


THE CHALLENGE



As one of a handful of highly-specialized digital marketing companies in Singapore, the Client recently expanded into the influencer marketing space.

In 2017, the company unveiled their full-service influencer marketing package initially to the Hong Kong and Singapore markets. The Client was planning to follow this up with a full rollout in the rest of their APAC and North American segments in the next year.

The company wanted to accelerate the first phase of this expansion, so they decided to support their overall marketing efforts with targeted outbound tactics. The owner and CEO was convinced that outbound could be a “force multiplier” to inbound in terms of “scaling up direct touches.”

But with much of their expertise and manpower committed to the company’s core digital marketing business, the Client sought the help of third-party providers to handle the outbound campaign. The company looked at potential marketing partners that had:

  • Proven ability to reach their target businesses in their initial markets of Singapore and Hong Kong (and later in other APAC and North American locations)
  • Past experience handling campaigns in their priority industries
  • Demonstrated domain knowledge and marketing expertise in the Client’s services
HIGHLIGHTS
  • Completed a targeted appointment setting campaign to boost an SG digital marketing firm’s product rollout
  • Delivered results that significantly impact both funnel and pipeline growth
  • Enabled Client to start next phase of market expansion
RESULTS WITHIN TWELVE WEEKS

Callbox Lead Generation for SG Digital Marketing Firm Results


THE CALLBOX SOLUTION



One of the Client’s longtime digital marketing customers recommended Callbox as a possible outbound provider. After a thorough review of each potential vendor, the Client went with Callbox, mentioning how the latter “scored highly” in all the criteria they laid out.

A three-month appointment setting campaign was then planned and implemented. The campaign’s main goal involved driving awareness and booking sales meetings for their recently-launched influencer marketing platform. Some key campaign activities include:

Building an Accurate, Targeted Marketing Database

  1. For the campaign, the Client wanted to target Singapore and Hong Kong companies from a range of consumer-facing industries, with 10 to 500 employees.
  2. The target contacts consisted of decision makers in charge of marketing, branding, and sales.
  3. The list was compiled using both Callbox’s in-house database and additional desk research.

Identifying Interested Leads and Scheduling Sales Appointments

  1. The campaign team used phone, email, and LinkedIn touches in an integrated outreach cadence.
  2. The messaging strategy was crafted to capture how the Client’s new influencer marketing platform’s key benefits solve the target customers’ pain points.
  3. Probing questions gauged each prospect’s level of fit and interest. Prospects who wanted to know more about the platform were counted as completed leads, while those who agreed to meet with reps from the Client were tagged as qualified appointments.

Managing Prospects and Maximizing Conversions

  1. The Client was provided with access to Pipeline CRM, Callbox’s lead management and marketing automation tool, which helped them oversee the project and monitor progress in real-time.
  2. The Campaign team leveraged various functions and features in Pipeline CRM to nurture prospects and maximize engagement.
  3. Callbox handled all aspects of the campaign—from preparing campaign materials, to continuous testing and improvement.


RESULTS



The three-month campaign ran for a total of 66 days spanning much of Q3 2018 and early October of that year. The results met the Client’s expectations in a number of key performance areas:

  • 48 qualified appointments (which the Client considered near-term sales opportunities)
  • 80 completed leads (which the Client will still transfer to their sales team but require more follow-ups)
  • 116 requests for information (which represented significant marketing funnel growth)

Given these results from the initial campaign, the Client wants callbox to handle its upcoming outbound initiatives for the next stages of its expansion.



SaaS HR Firm Speeds Past 2.5x Sales Pipeline Growth with Callbox

CASE STUDY



SaaS HR Firm Speeds Past 2.5x Sales Pipeline Growth with Callbox


THE CLIENT



SaaS HR Firm Speeds Past Sales Pipeline Growth with Callbox [The Cient]

ABOUT
The Client is the Singapore office of a cloud-based HR software solutions provider headquartered in Japan. The company’s main offering is its on-demand, subscription-based time attendance software used by more than 9,500 companies and 600,000 users throughout Asia.



TARGET INDUSTRIES
Construction, Manufacturing, Wholesale Trade, Retail Trade, Services, Logistics

TARGET PROSPECTS
HR Manager, IT Manager, Finance Managers, CEO, Owner

TARGET AREAS
Singapore and Malaysia


THE CHALLENGE



Building on the success of its cloud-based time attendance management solution, the Client recently rolled out a more internationalized version of its flagship product. As of February 2018, the current platform served 9,500 companies with over 600,000 users, mostly located in Japan.

To accelerate its customer acquisition initiatives, the Client sought to expand into several key Southeast Asian countries. The Client’s own research indicated a strong potential for tight product-market fit in the region, placing Southeast Asia as the next major growth driver for the company.

By providing an open API that allowed global customers to integrate any payroll system with the Client’s suite of HR software solutions, the company aimed to bring its product portfolio in front of a broader group of potential customers.

But first, the company needed help with a key part of their customer acquisition strategy: direct outreach. The Client relied both on inbound and outbound marketing channels to capture and convert prospects, but they felt their outbound efforts could use a boost.

Before partnering with Callbox, the Client’s marketing team was generating an average of 6 booked appointments for their sales reps per month. The Client decided to outsource their outbound activities instead of hiring full-time staff to handle prospecting, so that the company could assign their internal people into lead nurturing and lead conversion roles.

HIGHLIGHTS
  • Designed and launched a targeted appointment setting campaign for a cloud-based HR software company
  • Helped the Client’s expansion push into Southeast Asian markets
  • Contributed 2.5x faster sales pipeline growth
RESULTS WITHIN 5 MONTHS

SaaS HR Firm Speeds Past Sales Pipeline Growth with Callbox [Campaign Results]


THE CALLBOX SOLUTION



Callbox has a long track record of planning and managing successful targeted marketing campaigns for B2B SaaS companies in Southeast Asia. That was one of the main reasons why the Client chose Callbox from a shortlist of marketing agencies.

A pilot three-month campaign was first carried out to gauge the program’s impact on the Client’s sales pipeline. With the pilot run’s results exceeding all key targets, the Client gave the go-ahead for a one-year appointment setting program, which is wrapping up its fifth month at time of writing.

Callbox created an integrated appointment setting strategy that combined phone, email, and LinkedIn touch points. The program consists of three main campaign activities:

Identifying and profiling potential customers

  1. Callbox and the Client worked out the specifics of the target companies and relevant decision makers based on the Client’s ideal customer profile (ICP).
  2. The Client wanted to target construction, manufacturing, wholesale trade, retail trade, services, and logistics companies in Singapore and Malaysia with at least five employees.
  3. From the specifications, a list of HR, IT, Finance, and other key managers was prepared and submitted to the Client for approval.

Carrying out multi-touch, multi-channel outreach

  1. The Callbox team designed and executed an outreach cadence consisting of targeted emails, one-on-one sales conversations, and LinkedIn marketing.
  2. The touch points were initially set based on the project’s objectives and timeline, and later fine-tuned according to campaign results.
  3. The overall program was carried out by a dedicated team that had in-depth experience in marketing campaigns for SaaS solutions, with each channel handled by specialists.

Qualifying, following up, and verifying prospects

  1. Agents engaged the target decision makers through live conversations designed to gauge fit and interest.
  2. The outreach cadence also included nurture paths for following up prospects and ensuring that all booked meetings took place as scheduled.
  3. The entire project was managed using Callbox’s marketing tech stack which is powered by Pipeline CRM (Callbox’s proprietary CRM tool).

RESULTS



The program has now completed a three-month pilot run and is now finishing up the fifth month of the main (one-year) phase. The results so far have consistently exceeded the Client’s targets, and the sales appointments Callbox generated have significantly expanded the Client’s pipeline.

The initial three-month test campaign yielded a total of 51 qualified appointments, which was 8.5 times more than what the Client could produce. Meanwhile, the main phase of the program has delivered 65 qualified appointments as of press time.

This means that, throughout the engagement so far, Callbox has managed to hand off an average of 15 qualified appointments per month, which is almost 2.5 times what the Client’s in-house team can generate.

Aside from appointments, the two campaign phases also yielded 161 completed leads, which are prospects that match the target customer profile but require further nurturing by the Client’s in-house team.



Branding Consultancy Grows in SE Asia with New Prospects and Event Attendees

CASE STUDY



Branding Consultancy Grows in SE Asia with New Prospects and Event Attendees


THE CLIENT



Branding-Consultancy-Grows-in-SE-Asia-with-New-Prospects-and-Event-Attendees-THE-CLIENT

HIGHLIGHTS
  • Launched a Southeast Asia-wide campaign that connected with top-level marketing decision makers
  • Handed off 124 warm prospects and 9 qualified appointments
  • Registered 36 event attendees; 4x more than targets

ABOUT
The Client is an NYC-based brand management consulting firm with a global customer base. The company offers brand strategy, research and analytics, brand valuation, corporate identity, brand intelligence, brand engagement, packaging design, and naming services.

The Client was founded in 1974 and now ranks among the biggest branding companies in the world. The company has more than 1,500 employees and a network of 35 offices across 26 countries. Its latest reported annual revenues exceeded $185 million.



TARGET DECISION MAKERS
Directors, Head and Senior Managers of Marketing / Branding / Corporate Communications / Public Relations / Advertising


THE CHALLENGE



In 2013, the Client’s Singapore office signed up for a three-month pilot appointment setting campaign with Callbox. The company wanted to outsource some of their prospecting responsibilities, so that their in-house team could focus on opportunities further downstream.

Right around the same time, the Client was also ramping up its direct marketing activities across Southeast Asia. The company had a number of inbound and outbound marketing initiatives for driving awareness and demand toward its brand management solutions.

One of these was direct outreach activities that targeted various executive and senior-level marketing-related roles at Southeast Asian companies. The main goal of these efforts typically included profiling key accounts and booking introductory meetings for the Client’s consultants.

The Client also hosted live events as part of its customer acquisition strategy. These were usually 1-hour, invitation-only seminars on branding-related topics held at different locations in the region. The target attendees for these in-person events also consisted of senior marketing and sales decision makers.


THE CALLBOX SOLUTION



Callbox worked with the Client to put together a campaign plan that included three months of appointment setting and one month of event marketing (Call-to-Invite) activities, along with thorough customer profiling.

Appointment-Setting

The Callbox team carried out a multi-channel appointment setting program for the Client that used targeted phone conversations combined with email, social media, and online touch points. The goal was to schedule prospects for an initial “brand health checkup” with a strategy director from the company.

The campaign connected with CEOs, CMOs, directors, marketing managers, and other persons in charge of PR and branding at companies in Indonesia, the Philippines, and Thailand.

  1. Callbox assigned a dedicated campaign team of calling agents, email marketing and social media specialists that had relevant experience in the Client’s target segments.
  2. The campaign team prepared all campaign materials, including email copies, call scripts, and prospect list.
  3. The Client’s point persons monitored the campaign through Pipeline, Callbox’s lead management tool.

Call-to-Invite

During the appointment setting effort’s last month, the Callbox team also ran a Call-to-Invite campaign. The goal was to increase attendees to a number of lunch and dinner seminars hosted by the Client in Singapore and Bangkok later that year.

  1. Callbox added more agents to help carry out the Call-to-Invite activities.
  2. The pre-event cadence included email, phone, and social media touch points.
  3. The Callbox team assisted in event registration, confirmed attendees, and reengaged prospects after the seminars.


RESULTS



Callbox registered 36 event attendees—more than four times than the target.

Going into the appointment setting campaign, the Client’s main metrics included number of qualified appointments and number of hand-raisers (warm prospects). As for the Call-to-Invite campaign, the primary KPI was number of registered attendees.

The campaign generated a total of 9 qualified appointments from the target areas of Indonesia, the Philippines, and Thailand. The campaign also produced a total of 124 warm prospects for the Client.

There were a total of 36 registered attendees handed off in the Call-to-Invite campaign. These included 33 registered attendees for the Client’s Thailand seminars (which was more than four times what the company had targeted for Callbox).



Callbox Boosts Event Turnout for Cloud Provider, Hands Over 1,000+ New Prospects

CASE STUDY



Callbox Boosts Event Turnout for Cloud Provider, Hands Over 1,000+ New Prospects


THE CLIENT



Callbox-Boosts-Event-Turnout-for-Cloud-Provider-Hands-Over-1000-New-Prospects-The-Client

HIGHLIGHTS
  • Carried out 3 successful event marketing campaigns for the Client
  • Generated 353 total registered event attendees
  • Added 1,050 new prospects to the Client’s pipeline

ABOUT
The Client is a San Francisco, CA-based software company that provides cloud computing solutions to enterprise and business users. The Client primarily offers an on-demand customer relationship management (CRM) platform, where subscribers store customer data, track sales opportunities, and collect customer insights.

The Client also develops other subscription-based solutions for meeting businesses’ needs throughout the customer life cycle, as well as provides a full suite of development integration services.

Founded in 1999, the Client now remains the clear leader in the CRM space with a 20% market share. As of 2017, The Client has around 30,100 employees across its global offices and annual revenues of more than $8.4 billion.


THE CHALLENGE



As a leading brand in the CRM market, the Client regularly organizes and hosts in-person events throughout different parts of the world. These tradeshows and conferences, including its annual flagship event, typically draw huge numbers of attendees and receive extensive media coverage.

For its Asia-Pacific calendar, the company had a series of live events lined up for 2017. These events—which were scheduled for January, April, and July—would showcase the Client’s insights on how top-performing marketers succeed with customer-centric strategies driven by digital tools.

The Client planned to host each of the events in both Singapore and Hong Kong, targeting CMOs, marketing directors, sales directors, marketing managers, and other persons in charge of marketing and sales at organizations based in the two cities. The three events included separate programs for SMB and mid-market/general business (MMGB) audiences.

The company partnered with Callbox after being introduced by one of Callbox’s long-time clients in the software space. The Client intended to add targeted, one-on-one outreach into the event promotion mix, and wanted to see how Callbox’s Call-to-Invite package would be able to help boost registrations for its January event.

The initial campaign’s results met the company’s expectations, and The Client decided to work with Callbox for the April and July live events.


THE CALLBOX SOLUTION



A Call-to-Invite campaign was planned for each of the three events. The three campaigns combined email outreach and live phone conversations to engage attendees and prospects throughout the event cycle.

STEP 1. LAYING DOWN THE GROUNDWORK

Prior to the start of each campaign, callbox closely worked with the Client to thoroughly prepare for the Call-to-Invite activities:

  1. Hand-picked and briefed the campaign team, which included calling agents and email specialists
  2. Created the Client’s account on Pipeline, Callbox’s lead management platform, and integrated The Client’s event partner Revolution 360 into the loop
  3. Developed the campaign collaterals, including email templates and call scripts which were reviewed by the Client
  4. Compiled the target list based on the Client’s ideal attendee profile (table below shows record counts for all three campaigns)

Callbox-Boosts-Event-Turnout-for-Cloud-Provider-Hands-Over-1000-New-Prospects-COUNT-A

Callbox-Boosts-Event-Turnout-for-Cloud-Provider-Hands-Over-1000-New-Prospects-COUNT-B

STEP 2. CONTACTING AND INVITING POTENTIAL ATTENDEES

The pre-event outreach cadence started one month prior to each scheduled conference. The Callbox team segmented potential attendees according to location (Singapore or Hong Kong), business size (SMB or MMGB), and target industry.

  1. Launched the pre-event cadence with initial email invites
  2. Followed up the initial emails with phone calls and another batch of targeted email send-outs
  3. Helped contacts complete the registration process
  4. Called up registered attendees two days before the event to confirm attendance

STEP 3. FOLLOWING UP AFTER THE EVENT

To maximize conversions, Callbox executed a post-event follow-up cadence after each conference.

  1. Sent a personalized thank-you email two days after the event
  2. Contacted attendees in order to screen them as qualified opportunities
  3. Reengaged registered attendees who were not able to attend as well as reached out to other contacts in the campaign

RESULTS



Going into each campaign, the Client focused on the number of registered attendees as the primary KPI to gauge the Call-to-Invite campaign’s success. The following table summarizes the number of registered attendees from the three campaigns:

Callbox-Boosts-Event-Turnout-for-Cloud-Provider-Hands-Over-1000-New-Prospects-RESULTS

In addition, the three campaigns also generated 1,050 new prospects for the Client. This consisted of 394 follow-ups and 656 requests for information.

The Client was very pleased with the results of the three Call-to-Invite campaigns. The first campaign exceeded their expectations that they increased the number of calling seats for the March-April and June-July campaigns. The company has also decided to continue partnering with Callbox for its upcoming Asia-Pacific events.