Tag Archive for: Case Study SG

Callbox ABM Fueled Supply Chain Solutions Leader’s Race to Success

The Client

The Client is a strong and powerful supply chain solutions leader in the logistics industry, empowered to compete, innovate and fearlessly take risks at any course of the business. It is one of the three interconnected networks by a global 30-year old sourcing company that has anchored long-term clients from the Retail, FMCG, Footwear & Apparel and Food & Beverage industries.

The Challenge

Competition in the logistics industry intensified as more big time players joined the race. This made the Client realize the need to go further down the track by increasing brand awareness and widening their market reach. However, they didn’t have the right marketing strategy that would fuel them in running the course. After looking at a list of possible lead generation partners, Callbox stood out as the most qualified to provide both the list and the tools that they needed.

The Callbox Solution

Callbox designed a Lead Generation & Appointment Setting campaign for the Client which consisted of:

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

The Goals

  • The Callbox team was to profile the database, keep the contacts accurate and up to date in order to get a good conversion rate out of the target accounts
  • To qualify prospects based on the Client’s criteria
  • Set phone or web meetings with interested qualified decision makers with the Client’s consultants

Account Research and Selection

  1. The Client specified their target SME industries and decision makers
  2. Based on the industry and DM specifications, Callbox worked out the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts
  3. A list of potential contacts to target was then compiled by the Callbox team 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 Procurement Manager, COO, Chief Supply Chain Officer, VP for Operations/Manufacturing/Logistics, IT Director, Director of Planning, Inventory Director, VP of Business Intelligence
  3. The master contact list was segmented based on these personas and was further grouped according to industry type

Results in 12 months

The Lead Generation & Appointment Setting campaign delivered 157 Sales Qualified Leads, 67 Marketing Qualified Leads, and 387 Social Media Connections.

How Callbox’s Marketing Automation Tool Accelerated Success for Singapore’s Leadership Curriculum Provider

The Client

The Client is a Singapore partner company of a US-based Leadership Curriculum provider that promotes the world’s most advanced curriculum in leadership potential. They conduct seminars that deliver extraordinary results for clients by combining optimization technologies, services and custom-built facilities that ensure sustained growth, fulfillment and momentum over the long-term.

The Challenge

Over the last decade, the Client has been rolling out seminars through in-house strategies which they mainly utilized in promoting events and gathering registrations, and leaned on referrals in generating additional leads. However, the last couple of years brought their customer base down as lead numbers slowly declined. The Client saw that their current marketing strategies have become quite ineffective, so they planned to shift into conducting online events instead, but didn’t have the tools and strategies to use. This led them to the decision to outsource.

The Callbox Solution

Choosing who to outsource with took the Client over a month to decide, but finally settled with Callbox upon learning of the latter’s holistic events marketing service which also covers lead generation and appointment setting.

Callbox designed a Webinar Event, and an Account-based Marketing Lead Generation & Appointment Setting campaign which consisted of:

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

The Goals

To create interest in leaders to accelerate leadership skills and level up their goals to succeed.

Account Research and Selection

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

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they wanted the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations.
  2. Buyer personas were identified as the campaign’s primary targets were C-level Executives, Entrepreneurs, Business Owners, High Performing Individuals, professionals, and Investors.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The Webinar Event gathered 162 RSVPS, and the Account-based Marketing Lead Generation & Appointment Setting campaign delivered 228 Sales Qualified Leads.

Callbox Brings Clear Connection to Sales Leads for Managed Telco

The Client

Originally established as a Systems Integrator in 1996, the Client has evolved to become a leading business telecommunications and network technology provider. Leveraging their strong technology-based background, the company began to offer managed telecommunications services in 2005, becoming a top provider of end-to-end technology solutions for a wide range of businesses and industries.

The Challenge

The mid-1990s marked the rapid shift of technology towards virtual work practices, where organizations across the globe sought more flexible, secure and dynamic managed telephony solutions.

The Client’s strategic vision was to help customers keep up with technology by providing end-to-end telephony and ICT infrastructure (cloud, network – SD-WAN, VPN, IP Network, M2M, CDN, etc.) products and services that allowed users to take advantage of the very latest in enterprise IP communications solutions without the need for significant upfront capital investment.

Years prior to partnering with Callbox, the Client had implemented a number of different marketing strategies, which included both in-house and outsourced channels. But it eventually became clear that the company needed to focus on core business areas and farm out many of its marketing activities including prospecting.

The Callbox Solution

After uncovering the Client’s targets and requirements, Callbox then crafted a campaign plan which mainly consisted of multi-channel lead generation that maximized voice, email, web, mobile and social media through the behavior-based tracking capabilities of Callbox’s Lead Nurturing (LN) Tool.

The workflow which Callbox designed was seamless and aligned with the Client’s goal – to widen its market reach and offer its managed telecommunications services to the Singapore market. So Callbox had the LN Tool send out intro email copies to verify that the contact details were all accurate and up-to-date.

Using the LN Tool’s “Send Email” and “Move to List” features, the team was able to properly handle bounced and invalid emails, automatically sending them to suppression lists or revalidated by the research team. With the database accurately profiled, the team reached more prospects throughout the campaign, while the custom drip email helped establish clear communication between the agent and the prospects, enabling the Client to speak with the prospects at the right time.

Overall, the strategic use of Callbox’s marketing capabilities led to a higher lead conversion rate for the campaign.

Results

From the lead generation program powered by the Lead Nurturing Tool, the Callbox team generated a total of 89 leads, 59 of which were converted via the LN Tool. The campaign was able to achieve the following conversion rates and other KPIs: 40% closed sales, 20% hot leads expected to close this year, and a 32% pipeline boost.

Callbox’s multi-channel lead generation program was one of the factors that helped widen the Client’s market and scale up its sales numbers. And as of this writing, another round of a 3-month campaign is currently on the discussion table.

The Client is now enjoying several long-term benefits of the campaign that Callbox ran for them: keeping a cleansed and accurate database, managing a good number of customers, and nurturing contacts tagged as “follow-up” which they forecast as future customers.

Global Media Runs On Accurate Market Data

The Client

The Client is a global media company providing more than 30,000 marketing programs from the Fortune 50 to emerging start-ups for 17 long years now. Their core services include targeted content, active audiences and innovative capabilities that run via a platform, to assist their clients in engaging with revenue-driven technology marketing programs.

The Challenge

To profile the data and conduct a survey among the Client’s existing customers.

The Callbox Solution

First Campaign – Data Profiling

The Client provided Callbox a list of their existing customers to be updated and profiled. The data profiling campaign wasn’t run generically as merely updating wrong information, but rather implemented based on the Client’s specific process that required further research and data recording to complete the action.

The Process

  1. To call all the contacts in the list
  2. Verify all the details: name of pic, company name, job title, email address and direct line
  3. In case of “no answer”, the caller will have to look up the phone number for the company’s main switchboard, and attempt to verify the contact’s details; while for contacts who have left the company, the caller must use publicly available sources like Google and LinkedIn
  4. All information gathered shall be saved and sent to Client every 2 days

Note: The caller must not find/replace a contact and email address other than what’s in the list.

Second Campaign – Data Profiling

The second campaign worked on profiling more databases but delved more into the sources from which and how the information was verified which required accuracy in call disposals. The leads were classified as:

  • Profiled by phone
  • Profiled by online sources
  • Employment validated
  • Employment invalidated
  • Unreachable/No updates

Aside from updating and cleansing the list, a step-by-step Question-&-Answer form was to be filled out by the caller in a spreadsheet that will detail how the data verification was done for each call.

Below are just 5 of the 11 questions and possible answers:

  • Did the phone number we provided work? Yes/No (Yes=the phone rang; No=the phone number was invalid or has been disconnected)
  • If yes, Did someone answer the phone? Yes, the lead him/ herself; Yes, someone other than the lead; No, nobody answered the phone)
  • If yes: Were you able to speak to the lead? Yes/No
  • If yes: Did the lead confirm the job profile and contact information we have on file for them? Yes/No
  • Did the lead give you updated information that is reflected in the spreadsheet? Yes/No

Third Campaign – Survey, White Paper

In the third campaign period, both types were divided into four technology segments. Each had a corresponding question:

  1. Big Data
    Question: Does the business plan to purchase or upgrade big data technologies in the next 12 months?
  2. Cloud Infrastructure
    Question: How does the business deploy server resources in the next 12 months?
  3. Desktop Virtualization
    Question: Does the business plan to upgrade or invest in desktop virtualization solutions within the next 12 months?
  4. Disaster Recovery/Business Continuity
    Question: Will the business be implementing or undertaking a DR related project in the next 12 months?

Answers to the survey were uploaded via links provided by the Client.

Results

Campaign results breakdown

The results of all the three concluded campaigns were precedent to the upcoming campaign which the Client will be launching the following year, with the same Callbox team.

Callbox Data Profiling A Major Coup for Exhibition Leader

The Client

The Client is an exhibition and conference pioneer that withstood time and tide to become Singapore’s top and most successful trade event organizer today. They stage trade exhibitions that provide dynamic platforms for effective networking and business opportunity growth to the largest and longest-running key industry sectors in the region.

Summary

Their four-decade reign as the leader in the exhibition industry brought numerous recognition from different award-giving bodies like the Exhibition City Approved International Fair (AIF) Scheme and the Singapore Business Events Awards. Such has gained them much trust from the industry sectors they serve and increased their clientele list over the years.

Indestructible they may seem to have lived with a four-decade trade leadership in the region, what good reason did they have to still take the option to enterprise telemarketing into their current strategies? Why not stick with the conventional, but proven effective scheme of 40 long years?

The Callbox Solution

Call-to-invite

Campaign 1

The first couple of Call-to-Invite projects aimed to gather attendees for Asia’s largest and most comprehensive business networking event for the Global ICT industry, which was participated in by international satellite communications and services companies in Asia, and professionals from Broadcast, Production, Post Production, Digital Media, Entertainment, Houses of Worships, System Integrators, Rental Houses, and Education.

The event was not launched for mere knowledge enrichment and ideas sharing purposes for the attendees, but a plenitude of beneficial platforms for ICT professionals was introduced like Big Data Analytics, Cloud, eGovernment, eServices, Security, Smartcard/RFID, and Wearables. Also featured were the latest technologies in 3D Printing, IoT, M2M, Mobile Apps, OTT and more.

Campaign 2

The second wave campaign engaged key prospects in the manufacturing industry to access the latest precision engineering and machine tool technologies available in the global market, and key prospects from the international oil and gas industry to showcase a comprehensive product innovation.

Local parts and components manufacturers and service providers showcased their expertise at the Capabilities Hub, which brought prospective buyers closer to the suppliers via a single platform.

How Callbox streamlined the success

The preceding call-to-invite campaigns were successfully rolled out by the Callbox team which made abounding progress in the client’s database. Both Callbox and the exhibition leader were responsible team players in completing the project thru multitouch, multichannel marketing tools, and strategies.

The Callbox Pipeline, Callbox’s Lead Management, and Marketing Automation platform stored the client’s big amount of data. The callers updated the contacts with the most current information they uncovered during the call outs. Hitting two birds with a single stone – callers invited the prospects to attend the event and preregistered them on the client’s behalf and updated/profiled the list at the same time.

The Lead Nurturing Tool was activated. A scheme was customized to send out email invites to prospects, and once the invite was opened and read, a notification prompted the callers to do a follow-up call and get the prospect pre-registered.

DM Outreached. Client’s own database came up to nearly 20,000, but almost 50% of that number was deemed “Un-contactable”. Both Callbox and the client agreed to add target contacts/job titles for the expansion of the list which resulted in a wider market reach and more email invites sent to target prospects.

Campaign 3

As a follow-up, a profiling campaign was set off by the client which aimed to not only keep their database accurate, profiled and cleansed, but to prep things up for the next coming edition of events, and which this exhibition expert sets to run again with Callbox.

Results

Campaign 1

Campaign 2

Callbox and Appliance Technology Firm Leagued for a Successful ABM Campaign

The Client

The Client is a pioneer, and an innovative and rapidly expanding provider of appliance technologies and services with a focus on IT security and compliance. It combines solutions from selected software vendors with appliance hardware of the highest quality in its products.

Lines of Business
Network Solutions, Security Solutions, Compliance Solutions

The Challenge

The Client has set out expansion plans for its APAC market, initially focusing on Singapore and Malaysia. However, with the bulk of tasks required to cover both countries and complete the project which was estimated to run for twelve months, the Client decided to outsource a lead generation team who will handle the prospecting, so that their sales team can focus on closing deals and other important tasks.

The Callbox Solution

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

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

The Campaign Goals

  • The Callbox team was to contact target accounts, and promote its file transfer product and solutions.
  • The campaign will cater to companies with global presence that send out large files from site to site, or those that require file-sharing with their resellers or customers.
  • Send out prospecting emails that contain the Client’s offerings to generate interest; opened emails will be prioritized during the call.

Below is the two-step campaign process:

Account Research and Selection

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

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they wanted the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations.
  2. Identified as the campaign’s primary targets: Directors, Business Owners, IT Managers, Person in Charge of IT
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The Client initially signed up for a six-month contract, but due to the amount of warm leads that the Callbox team generated, the Client subsequently renewed, and capped the campaign after 4 years with a total of 857 Sales Qualified Appointments.

This is one of the longest campaigns in the history of Callbox. There were tough times along the process, but the Client gave its full support in augmenting the efforts of the Callbox team by continuously sending updates, and conducting training on product knowledge, and regular campaign feedback.

Moreso, the Client allowed the Callbox team to have a first-hand experience of their product, practically navigating its interface, which helped the team to knowledgeably and efficiently promote the file transfer system to target customers.

Global Printing Manufacturer Hits Home Run with Callbox Profiling Campaign

The Client

The Client is a global manufacturer of coding, printing and laser marking products, fluids, and accessories for the product identification industry. The company has over 325,000 units installed worldwide, serving 135 countries, and is widely considered as an expert in continuous ink jet (CIJ), laser marking, thermal inkjet (TIJ), thermal-transfer overprinting (TTO), case coding and labeling, and wide array printing.

The Challenge

The Client wanted to cleanse their Asia Pacific list which contains more than 10,000 contacts, most of which are obsolete and inaccurate. The campaign was to zero-in on the manufacturing industry, using Customer Profiling for basic information such as name, job title, company, address, phone and email. This also includes segmenting the list according to each contact’s location in the Asia Pacific region.

The Callbox Solutions

Based Based on the Client’s requirements, 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, Social Media, and Webinar
  • Sales Enablement & Support which included Product Training, Account Setup, and Back Office Sales Support
  • Tools & Subscriptions to the Callbox Pipeline and HubSpot CRM
  • Account Management with Strategy Building, Regular Reporting. and Continuous Product Knowledge

THE GOALS

  • The Callbox team was to cleanse and profile the Client’s list to eliminate duplicate entries and supply missing elements with accurate information
  • Call each contact to validate or gather the following information, and obtain additional contacts:
  • The number of people or machines where a product goes to a process of labeling, marking or printing
  • How they code or mark on their product (e.g. expiry date, manufacturing date, batch number, barcodes) 
  • To book appointments with prospects who wanted to be contacted by the Client

Callbox standards dictate a thorough and meticulous process of delivering output to its clients. For this particular campaign, the courses of action that took place were as follows:

  1. The Client sent their contact list over to Callbox
  2. Callbox then cross-referenced the list with their own database to eliminate duplicate entries and supply the missing elements with accurate information.
  3. Callbox assigned 10 expert agents for the Customer Profiling campaign. 
  4. Each batch of completed profiles was forwarded to Callbox’s Email Marketing Team for re-verification, as well as lead generation using a prescribed email template. 
  5. All contacts which resulted in bounced emails were sent back to the calling team for reconfirmation.

Results

The Client was pleased with the success of the campaign. As a result, it recommended Callbox to their Global Visibility Manager, who in turn partnered with Callbox for two more campaigns, targeting India, Korea, and the US.

The six-month campaign delivered 185 Qualified Appointments and 13,700 Profiled Contacts.

Research & Consulting Expert Strode Across the US Market with Callbox

The Client

The Client is a leading provider of research-based, go-to-market intelligence and business consulting services supporting expansion into emerging markets across Asia-Pacific, Europe, Latin America, and the Middle East. They have worked with over 50 Global Fortune 1000 companies in solving market growth and entry problems, and supported export promotion, Foreign Direct Investment attraction, and policy formulation programs of various government agencies in 15 countries. Its high profile clients include Honda, Philips, Kohler, Yamaha Motors, Tupperware, Schneider Electric, and the Malaysian Rubber Export Promotion Council.

The Challenge

The Client had specifically wanted to expand in the US, but lacked resources to penetrate the vast American market. Inbound, word of mouth, and referrals were their primary sources of new business. These strategies, however, seemed to have become quite laid back and ineffective as technological innovation in the sales and marketing landscape caused change in customer buying habits. Seeing the impact that this has brought to the business’ customer acquisition efforts, the Client decided to adopt a more advanced approach through outsourcing.

The Callbox Solution

The Client is a leading research and consulting firm, but now had to submit themselves to researching and getting some good advice which they all got from Callbox.

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

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

The Goals

  • The Callbox team was to profile the database and keep every account accurate and with complete information
  • Reach out and set meetings for the Client’s sales development team with Fortune 1000 prospects in the US
  • Connect with potential clients on social media

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified target industries, location 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, which consisted of detailed demographic and firmographic segmentations.
  2. The buyer personas designated as the campaign’s primary targets were C-level Executives and Research Development Directors
  3. The master contact list was segmented based on these personas and was further grouped according to industry type.

Results

The 12-month Account-Based Marketing Lead Generation and Appointment Setting campaign delivered 160 Sales Qualified Leads, 120 Marketing Qualified Leads, and 712 Social Media Connections.

Callbox Telephone Survey “Primes the Pump” for Market Expansion

The Client

The Client is a pump manufacturing and mechanical engineering firm, which produces and markets various types of pumps for buildings, industrial facilities, OEMs, water supply, and other uses, and currently operates in 55 countries with a total workforce of more than 19,000 employees and annual revenues of around $3.9 billion.

The Challenge

As part of the company’s planned expansion push into a number of North American markets, the Client initially commissioned a phone survey to uncover areas of risk and opportunity:

  • The target market size, growth drivers, revenue potential, and possible expansion hurdles
  • The Client’s competitive position in each of the target markets
  • Market characteristics and potential expansion strategies

The campaign plan included conducting data gathering from 11 states in the US to be completed within 25 days. 

However, given the limited size of its in-house market research team and the tight timetable involved, the Client decided to contract a third party to handle the project.

The Client chose Callbox after a thorough screening process, citing the latter’s track record in developing and managing campaigns with very tight schedules, as well as it’s experience in reaching out to contacts in different target geographical areas.

The Callbox Solution

Callbox designed an Account-Based Marketing Lead Generation & Survey which consisted of:

  • Account-Based Multi-Channel Lead Management using Voice, Email, Chat, Web, and Social Media
  • Sales Enablement & Support which included Training, 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 GOALS

  • The Callbox team was to gather data or conduct a quick survey on target contacts’ perception of the Client’s products to help the company better assess its market position.
  • Customers of the Client’s direct competitors were also asked for their feedback about their current suppliers to help them determine the company’s competitive position.

Amid the survey campaign, however, the Client saw a need to do an appointment setting as the Callbox team uncovered pain points from respondents that required urgent response from their end.

Results

Callbox wrapped up the campaign within 8 months, generating a total of 165 Sales Qualified Leads, 135 Marketing Qualified Leads, and 1,625 completed respondents. This exceeded the project’s requirements by a significant margin.

Callbox Locked Up Leads for Global Insurance Broker

The Client

The Client is the world’s largest privately held insurance brokerage firm, providing insurance, risk management, employee benefits and retirement services.

The Challenge

The Client has an in-house team in Hong Kong which acts as its core marketing support in APAC, and is responsible for engaging fortune companies in the region. It’s a strong resource for building a huge stack of global customers and the company’s annual growth. Despite its market strength, the Client continues to create innovative solutions to scale up the business. With a new project to launch in Asia, the Client decided to outsource to fill in the gaps in building intelligent marketing campaigns.

The Callbox Solution

Looking at the campaign objectives, Callbox planned out an Account-Based Marketing 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 utilization of Callbox Pipeline and HubSpot CRM
  • Account Management including Strategy Building, Reporting, and Product Knowledge

The Goals

  • The Callbox team was to build a well profiled database of the Client’s prospects in Singapore
  • To market the Client’s Corporate Risk and Employee Benefit insurance programs

The campaign involved two key steps:

Account Research and Selection

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

Account and Prospect Profiling

  1. The Client provided target decision makers for the Callbox team to reach, which consisted of detailed demographic and firmographic segmentations.
  2. The buyer personas designated as the campaign’s primary targets were  HR and Finance Managers.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

Overall, the Account-Based Marketing Lead Generation and Appointment Setting campaign produced a total of 186 Sales Qualified Leads and 12,749 Profiled Contacts.

The campaign kicked off with only one agent in the first quarter. Based on the impressive performance that the Callbox team showed in the first three months, the Client added another seat in the second quarter, and renewed for another six months.

World-class Branding Consultancy Gets Marketing Boost with Callbox

The Client

The Client is the world’s largest brand consultancy with a network of 33 offices in 27 countries. Over the past 40 years, it has created and managed branding campaigns for some of the world’s most recognized brands including BMW, P&G, and McDonalds.

The Challenge

Part of the Client’s marketing strategy is conducting a series of events each year. One of those events was a free seminar workshop held in Singapore and Thailand, aimed at introducing its branding solutions to potential customers. To maximize the marketing value of this event, the Client looked for a marketing partner who could develop an effort that combined email and telemarketing to generate its desired number of registrations in a short span of time. The Client’s objective was two-fold:

  • To identify target contacts and send out email invites
  • To qualify prospects based on the Client’s pre-defined criteria

The Callbox Solution

Having worked with a number of big companies in Singapore and Thailand before, the Client had already compiled a database contacts which would be used in this campaign. The overall effort started in September 04, 2013 and involved two waves of marketing activity leading to the event.

The first was an email campaign to send out invitations containing details of the event, along with a short summary of the Client‘s profile and its services. Target contacts included C-level prospects from the top 200 local companies in Singapore and Thailand.

The second wave involved an outbound telemarketing outreach to qualify email respondents based on the Client’s qualification criteria. Qualified respondents were then forwarded to the Client’s team for confirmation and event registration. Callbox submitted weekly RSVP reports which allowed the Client to forecast the number of potential attendees and make adjustments to step up the campaign when necessary.

Results

Both campaigns were successful not only in terms of quantity (number of leads generated), but more importantly, in quality. The email blast generated an impressive response rate that a week prior to the campaign’s completion, the Client contracted another agent from Callbox to assist with the calls. In 22 days, the campaign generated a total of:

  • 39 Qualified Leads
  • 30 confirmed RSVPs (a whopping 76% RSVP rate)

World’s Computer Giant Gets Even Bigger with Callbox

The Client

The Client is a global systems integrator and provider of end-to-end enterprise IT and software solutions. Its service portfolio includes strategic outsourcing, IT consulting, application management, training, small business services, asset recovery, and software services. It serves a huge client base in 170 countries with several business partners around the world.

The Challenge

The Client wanted to expand its market and open new accounts in the Asia-Pacific Region as well as in selected US cities. Not being satisfied with the performance of its previous telemarketing provider, they actively sought for a better lead generation carrier.

The Client had the following requirements for this campaign:

  1. Highly flexible, non-scripted telemarketing approach to fit the different needs of various sets of projects.
  2. Technically sound telemarketers to promote the Client’s software and IT products, and answer technical questions from prospects.
  3. Excellent lead generation and appointment setting skills to produce substantial business leads in a limited time.

Having raised the bar, and seeing Callbox’s previous experience in B2B lead generation for multi-level marketing campaigns, the Client greenlighted the partnership.

The Callbox Solution

A brief kick-off meeting was held where the Callbox agents were trained on how to present the Client’s offerings including fourteen different software and three hardware products. The Client instructed Callbox to generate a database of potential customers in the Asia Pacific and North America. To their amazement, Callbox had already prepared a comprehensive list of contacts from its own contacts database. With the entire team geared up, the calling campaign started without delay.

Customer Nurturing Campaigns

Callbox deployed three customer nurturing projects designed to identify and communicate with the Client’s business partners in Malaysia and in the US. For the first campaign, the Callbox team was tasked to introduce the Client’s reseller incentive programs, and promote their new products and services. It was followed by two more projects aimed to verify the contact details of the Client’s business partners and to update them on the new reseller certification courses offered by the Client through its continuing education program.

Lead Generation and Appointment Setting Campaigns

The next set of campaigns was a lead generation project launched to support the Client’s marketing team in the US and Asia-Pacific. One campaign was launched on behalf of its business partners in Singapore to market a back-up storage solution. Time was of the essence in this campaign, and Callbox was given three weeks to call prospects and deliver as many leads as it could generate. It was soon followed by a much bigger campaign aimed at generating sales leads for sixteen Client Business Partners in four countries (Singapore, Malaysia, Indonesia, the Philippines, and the US). The density of the campaign was a huge challenge. Callbox submitted daily and weekly reports so that the Client’s salespeople could respond to new leads and appointments without delay. Lead distribution was facilitated through PipelineCRM, allowing the Client a real-time dashboard view of lead activity.

Results

The five successive campaigns ran flawlessly for over a year, generating excellent results for the Client:

  • Callbox produced a total of five hundred qualified leads resulting in increased sales activity among the Client’s salespeople.
  • New accounts were opened adding significantly to the Client’s customer base.
  • Callbox was able to contact and work with the Client’s fifty business partners in the Asia-Pacific region.

Pleased with the competence, exactness, and success of Callbox’s performance the Client’s business partners often expressed satisfaction:

You are a great gun. Keep it up, mate. Good work. This team is good. The information provided and quality of leads is much, much better than what we had from two other options we had earlier. This is real call success rate. This team is giving similar results to what our own internal team was doing. Finally, we have something working.

I am pleased to say that the team has done a very good job of calling and generating leads for our organisation. I am sure we will have another round of campaigns with your team very, very soon. Loved the way your team works timely reports, timely information regards the leads, proper scripts. Good. Keep it up!! Best part is you understood what we are selling and devised your own process & ways to help us position & qualify a lead. Very Good.

Since then, the Client continued to renew contracts regularly and invited Callbox to take part in their annual ASEAN and NorthAm marketing plans.