Tag Archive for: Case Study SG

Print Solutions Firm Peaks Lead Generation Campaign with Callbox ABM

The Client

The Client is a leading managed print solutions provider of a wide range of office printers, multifunction devices, copiers, and software solutions to help manage information and workflows efficiently. Their 60-year experience in document management outsourcing has served over 15,000 customers across 160 countries.

The Challenge

The Client has engaged a number of marketing methods in the past, but none of the campaigns brought good results. They searched for a more straightforward lead generation strategy that could provide quality leads and expand their database.

The Callbox Solution

Callbox designed an Account-Based Marketing campaign which consisted of:

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

The Goals

  • The Callbox team was to generate qualified sales leads and business appointments for the Client’s sales team to keep them constantly engaged in revenue-generating activities. 

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 Manager/Director, Managing Director, CIO, CTO, CFO
  3. The master contact list was segmented based on these personas and was further grouped according to industry type.

Results

The 6-month ABM Lead Generation and Appointment Setting campaign delivered 132 Sales Qualified Leads, 55 Marketing Qualified Leads, and 157 Social Media Connections.

Upstart Storage Company Beats Launching Turnout Target in a Flash

The Client

The Client is a US-based all-flash enterprise storage company that enables broad deployment of flash in data centers. Founded in 2009, the company was named a silver winner in the Enterprise Product of the Year in Best in Biz Awards 2011, and the Wall Street Journal 2012 Technology Innovation Awards. It was also selected for the Red Herring Top 100 Americas Award in 2012, and was among the top 25 best places to work in Silicon Valley.

The Challenge

In January 2014, the Client hired Callbox for an appointment setting campaign targeting prospects from Fortune 1000 companies in Singapore, Malaysia, and the Philippines. With its market rapidly growing, the company scheduled an official launching of its Singapore office in May of the same year, and organized an RSVP campaign.

About a week before the event, the company realized that it was coming up short of its goal of 80 registrations. The company’s country manager for Singapore approached Callbox to run an event telemarketing campaign, with a goal to come up with 17 additional leads to complete its initial goal of 80 registrations.

With only two days to plan and execute the campaign, the challenge for Callbox was to develop a quick and engaging approach in order to generate as many confirmed registrations as possible, while carefully considering the Client’s qualification requirements.

The Callbox Solution

The overall effort began on May 14 and involved two phases: 1) creating and segmenting a calling list, and 2) setting up an RSVP campaign through outbound telemarketing.

The goal of the entire campaign was three-fold:

  1. To create awareness of company and its technology
  2. To provide information about the event (date, venue, etc.)
  3. To register qualified leads (i.e., confirmed RSVPs)

Time was of the essence in this campaign so Callbox made sure to keep the outreach highly targeted, supplementing the Client’s calling list with its own segmented contact database. This allowed the team to focus on pre-qualified targets, achieving a 35% positive contact rate, instead of wasting its limited time calling contacts that fell outside its target market.

Results

In just two days of actual calling, Callbox completed the required number of registrations, hitting the Client’s target right on the nose, and exceeding its attendance projection by a significant margin.

  • 17 additional leads (confirmed RSVPs)
  • 57 attendees excluding members of the press (Client’s projection was 40)
  • 10 press members attending the press briefing

From this campaign, Callbox also left the Client’s inside sales team with 78 leads to follow-up, including 12 who requested for additional information.

High-profile companies at the event included StarHub, Global Foundries, Bank of America, and Maybank Singapore, among others. After the campaign, the Client re-contracted for an appointment setting campaign with Callbox.

Callbox: A Sales Support to one of the Largest Business Software Firms

The Client

The Client is the world’s third largest business software company with branches in over 30 countries, offering a full range of enterprise business software, and providing the best software experience for its global customers.

The Challenge

The Client had an in-house team of marketing and sales people, but not experts to run a lead generation and
lead management campaign, nor did they have the database and tools to support a multi-strategy region wide
marketing campaign.

To achieve their objectives, they searched for a partner to develop and execute a comprehensive lead generation,
qualification and appointment-setting program to capture greater market share.

And with the rapidly increasing number of individuals from various companies across all industries downloading
information from the Client’s website, it was crucial for them to:
• profile and qualify all individuals using their website
• strengthen their sales force capabilities in handling the profiling and qualification

The Callbox Solution

The Callbox team designed a Lead Generation & Appointment Setting campaign that will utilize outbound
activities such as Voice, Email, Web, Chat and Events to generate leads and appointments for the Client’s sales
force.


The Goals

• The Callbox team was to run lead generation, call-to-invite and profiling campaigns for the Client with the
following objectives:
• To determine whether the prospects wanted to evaluate a new software solution
• Uncover business pains and/or areas of interest to find a fit between prospects’ needs and Client’s solution
offerings
• Identify the type of software they use and for how long they’ve been using it
• Find out if prospects would be interested to know about a new solution

Account Research and Selection

  1. The Client specified their target industries, locations 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, which consisted of detailed demographic and firmographic segmentations
  2. The buyer personas designated as the campaign’s primary targets were IT Manager/Director, Chief Financial Officer, and Finance Manager
  3. The master contact list was segmented based on these personas and was further grouped according to industry type

Results

Overall, the campaign ran for 24 months. The Callbox team was able to deliver a total of 224 Sales Qualified Leads, 264 MQLs, 2000 Profiled Contacts and 98 RSVPs.

Giant PLM Firm Improves Lead Capture and Conversion with Callbox ABM

The Client

The Client is a world-leading provider of 3D and Product Lifecycle Management (PLM) software solutions with more than 130,000 customers in 80 countries. It offers a wide range of 3D virtual solutions enabling businesses of every size to digitize innovative ideas and enjoy lifelike experiences with future products and environments. The global company has offices in the USA, Europe, the Middle East, Africa, and Asia-Pacific.

The Challenge

Prior to engaging Callbox, the Client hired a prominent direct marketing solutions provider to handle its lead generation program. Not satisfied with the results, it sought better marketing. The Client’s Singapore office decided to investigate a lead generation program with Callbox.

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, 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 client judged Callbox’s strategies to be more cost-effective and efficient and signed up for a two-seat six-month pilot project.

The Goals

  • The Callbox team was to determine the level of sophistication of the target’s present CAD software tools and systems
  • To profile companies and prospects who were already using the Client’s CAD solutions
  • Facilitate lead reassignment to the Client’s resellers.

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified target industries, locations and decision makers
  2. Callbox worked out the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts
  3. Callbox 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 —-
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type

Results

Seeing good results at the end of the six-month pilot campaign, the Client decided to recontract for an-eighteen month project with an additional seat. 

Overall , the 21-month Account-Based Marketing Lead Generation and Appointment Setting campaign produced a total of 1,404 Sales Qualified Leads and 219 Marketing Qualified Leads.

Australian Software Vendor Taps Callbox to Fast-track Sales in Asia-Pacific

The Client

The Client is a well-known software company in Australia which develops and distributes practice management and tracking software for large companies. Its clients include Ingram Micro, The University of Sydney, Accenture, CitiStreet, and Acumen Alliance.

The Challenge

The Client has excellent brand recognition in Australia and its products have strong market potential. However, it had difficulty penetrating foreign markets often dominated by large global competitors. The Client did not invest significantly in marketing aside from the irregular cold calling efforts by its sales staff. The primary source of new clients was word of mouth.

To boost its capability to compete squarely in the international market, the Client looked for an appointment setting company to carry out its objectives methodically:

  • To educate prospects on the benefits of practice management software
  • To schedule product demos with interested prospects

This campaign required technically sound telemarketers with firsthand experience in selling software systems. Having campaigned on behalf of several IT and software companies for many years, Callbox was qualified for the challenge.

The Callbox Solution

Following a campaign brief, Callbox set up an outbound telemarketing team. The Client specified potential customers: IT Directors, CIOs, Managers, and C-level Executives. Callbox prepared a customized telemarketing list and created personalized scripts based on typical market response and various selling scenarios.

Callbox implemented stringent QA monitoring to ensure that every lead and appointment generation effort supported the Client’s requirements. Callbox encouraged the Client’s active participation in each campaign process – from script development to new product trainings and lead qualification. This allowed to Client to provide inputs and feedback as the campaign progressed.

Callbox maintained an impressive momentum throughout the 18-month calling campaign, contacting 4,887 companies at an average of 222 calls per day. The Client witnessed the action in real-time via Callbox’s Pipeline CRM, which also allowed it to respond promptly to appointments and other actionable results.

Results

  1. Out of 88,000 calls, 17% resulted in positive contacts. Of those spoken to, 31% agreed to a demo and 28% requested additional info.
  2. Callbox delivered a total of 357 qualified appointments at an average of one appointment per day. From that, 44 (12.3%) resulted in sales.
  3. Simply put, the Client got a sale for every 2000 calls made by Callbox; about 2.5 sales per month.

Greatly impressed by its performance, the Client continues to rely on Callbox for its outbound marketing campaigns, as it continues to grow its market share, not only in Australia, but now in the expanded markets of New Zealand, Brunei, and India. It also intends to hire additional agents to keep up with the influx of new leads and further increase its marketing activities.

Software Company Transforms Marketing Activities after Using Callbox

The Client

The Client is a leading supplier of shipping software and IT solutions. Based in Singapore, it has more than 100 employees serving over 200 clients worldwide. Its IT solutions are being used by well-known customers around the world, mostly shipping companies, liner agents, short sea carriers, NVOCCs, terminals, and depots.

The Challenge

The Client wanted to increase sales from new businesses and open new markets abroad. Although it had its own inside sales team running its lead generation campaigns, the Client found managing international campaigns quite challenging given the scope of its target market which required working in different time zones. So, it looked for a marketing partner who could execute a more targeted lead generation campaign and bring in more qualified sales leads for its inside sales team to focus on.

Upon learning about Callbox in 2007, the Client was hesitant because outsourced telemarketing service was embryonic and unproven in Singapore at the time. Nevertheless, by explaining the benefits of outsourcing to a qualified telemarketing company, Callbox was able to convince the Client to embark on a cold calling campaign with them.

The Callbox Solution

The first campaign took off in February 2007 with one dedicated telemarketing agent. Close coordination between the Client and the Callbox Team played an important role throughout this campaign. Callbox conducted weekly conference calls with the Client to address campaign-related issues and facilitate exchange of ideas. The Client also provided Callbox with weekly updates on companies they wanted to focus on. The success of this campaign was a result of both parties’ willingness to work closely together in addressing questions and concerns.

The Client expressed why it continued to use Callbox’s services after the first campaign:

  1. Callbox did an excellent job in generating interest in the Client’s target market.
  2. Callbox was able to bring in new clients despite working across different cultures and time zones.
  3. Callbox managed to keep regular communication with the Client.
  4. Callbox agents possessed the ability to grasp information fast.

Results

The Client was one of Callbox’s first accounts in the Asia-Pacific region, and it has continued to use its services since the first campaign in 2007. The Client also used Callbox in other projects including a call-to-invite campaign targeting Dubai and UAE, lead generation in Europe, SEO, and market research.

Extremely satisfied with results from these campaigns, the Client recommended Callbox to its sister company, an established aviation software solutions provider. The Client also referred three more accounts who became regular Callbox customers.