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Strong is Not Enough. Startup SRM Firms Up with Callbox ABM Campaign

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The Client

The Client is a SaaS SRM, payments and events platform for charities, providing Supporter Management, Payment Processing, Event Pages and Ticketing, Digital Auctions & Raffles, Online Marketing Tools, Powerful Analytics, APIs, and Donation & Appeal Pages.

The Challenge

The Client’s goal is to make it easier and more affordable for users to capture and manage supporters, run fundraising events, take secure payments, engage supporters seamlessly, and ensure to work seamlessly with other platforms that already add value to this sector. 

By being able to achieve this goal in their day-to-day operations helps the Client to rapidly grow into a leading Charity and Non For Profit (NFP) Supporter Management Platform provider in Australia. 

Despite gaining market strength, it still sees opportunities for growth which were programmed to work through partnerships, and outsourced lead generation campaigns.

The Callbox Solution

Callbox designed an ABM Lead Generation and Appointment Setting campaign for the Client which consisted of:

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

The Goals

  • The Callbox team was to use an Account-based Marketing approach to expand the Client’s data stack.
  • To generate leads and set office or online demo appointments between the Client’s sales team and interested prospects. 

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 Head of Fundraising and Head of IT.
  3. The master contact list was segmented based on these personas and was further grouped according to industry type.

Results

Overall, the thirteen-month ABM Lead Generation and Appointment Setting campaign generated 413 Sales Qualified Leads and 2 Marketing Qualified Leads.

The Client initially signed up for a single-seat campaign, but with the good results that the Callbox team delivered during the first five months, they doubled the seats on the next two months, and eventually tripled in the succeeding months.

Callbox ABM Campaign Delivered ICT Leader From Shaky Tech Deal

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The Client

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

The Challenge

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

The Callbox Solution

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

  • Account-Based Multi-Channel Lead Management which utilized Voice, Email, Chat, Social Media, Web, and Webinar
  • Sales Enablement & Support that covered 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 Goals

  • The Callbox team was to invite participants to the Client’s series of events, which were to be conducted in different countries and schedules. 
  • To call attendees to generate interest to speak with the Client’s consultants about automation and data security.
  • To profile the database to keep it up to date and accurate.

The campaign involved two key steps:

Account Research and Selection

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

Account and Prospect Profiling

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

Results

The Webinar gathered 360 RSVPs, and the ABM Lead Generation & Appointment Setting campaign resulted in 180 Sales Qualified Leads, 175 Follow ups, and 118 Requests for Information.

Resource Management Firm Took Customer Satisfaction Upturn Thru Callbox ABM

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The Client

The Client is a market leader in physical resource management, helping organizations across the globe optimize every aspect of planning and managing their physical resources. Its product portfolio is designed for the complex needs of specific industries including: corporate real estate, healthcare, higher education, public sector, retail, telecom, and utilities.

The Challenge

Despite their rich experience and successes in managing and growing organizations, the Client admits that there’s always a better way to do things in many aspects of the business. One of their most recent business development projects aimed at keeping customer satisfaction at first-rate, which they were able to work out easily with Callbox.

Target Industries

  • For Meridian
    • Education, Transportation, Discrete Manufacturing, Public Sector, Healthcare, Pulp & Paper, Oil & Gas, Pharmaceutical, Chemical, Metals & Mining, Utilities
  • For Maintenance Connection
    • Manufacturing, Distribution, Energy, Healthcare

Target Prospects

  • For Meridian
    • IT/Engineering – CAD Engineer, Quality Engineer, Manufacturing Engineer, Facilities Engineer, Plant Engineer, Senior Engineer, Document Controller, Chief Engineer, Project Engineer, D/M Procurement, D/M IT, D/M Engineer
    • Executive – CIO, CTO, COO, VP IT, VP Ops, VP Maintenance, VP Procurement, VP Purchasing, Plant Manager
    • Maintenance/Operations – D/M Plant Operations, D/M Physical Plant, D/M/S Maintenance, Maintenance Tech, Maintenance Planner, Maintenance Scheduler, D/M Operations, Quality Manager, Reliability Manager, CMMS Supervisor, CMMS Coord/Admin, CMMS Manager
  • For Maintenance Connection
    • Maintenance Manager, CMMS Manager/Administrator, Executive, IT Researcher, Technician

The Callbox Solution

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

  • Account-Based Multi-Channel Lead Management which utilized Voice, Email, Chat, Web, Social Media, and Webinar
  • Sales Enablement & Support which 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 Goals

  • The Callbox team was to Identify and pre-qualify target prospects/companies
  • Schedule sales appointments and generate marketing qualified leads for the Client’s sales reps
  • Callbox will promote Meridian and Maintenance Connection.

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 buyer persona profiles of the prospects that they want the outbound campaign to engage. The profiles consisted of detailed demographic and firmographic segmentations.
  1. Specific buyer personas were designated for each product.
  2. The master contact list was segmented based on these two personas, and was further grouped according to industry type.

Results

Overall, the twelve-month Account-Based Marketing Lead Generation and Appointment Setting campaign generated 155 Sales Qualified Leads, 296 Marketing Qualified Leads, and 398 Social Media Connections.

Callbox Ties Champion ABM and Webinar Campaigns for Digital Infrastructure Leader

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The Client

The Client is the world’s leading digital infrastructure company that interconnects industry-leading organizations in finance, manufacturing, mobility, transportation, government, healthcare, and education across a cloud-first world, providing solutions for Cloud Infrastructure, Disaster Recovery, Applications & Content Creation and WAN Optimization.

Lines of Business:
Digital Infrastructure Services, Advisory, Integration and Implementation Services, Managed Services

The Challenge

Apart from keeping a suite of partners and distributors across industries, the Client works with a number of different content and media providers like video advertising agencies, semiconductor companies, content marketing agencies, and digital fraud detection firms that help them carry out business strategies that are beyond their capability, and focus on internal functions, especially client retention. Callbox was among the latest add-ons to their list of providers.

The Callbox Solution

Callbox built an Account-Based Marketing Lead Generation & Appointment Setting program which consisted of:

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

The Goals

  • The Callbox team was to generate leads based on the Client’s specifications.
  • To qualify prospects based on their needs.
  • Generate phone or telecon meetings with interested qualified prospects, and identify their pain points and upcoming requirements.
  • Gather registrations for 2 webinar events.

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified their 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 relevant contacts 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 C-level, CTO, CIO, Head of Technology, IT Manager.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The ABM Lead Generation & Appointment Setting campaign generated 158 Sales Qualified Leads, 330 Marketing Qualified Leads, and a total of 204 Registrations for two webinar events.

Callbox Fast-tracked Wins for Infrastructure Engineering Software Firm

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The Client

The Client is an infrastructure engineering software company that provides innovative software to advance the world’s infrastructure, and delivers solutions for the entire lifecycle of the infrastructure asset used by professionals, and organizations of every size, for the design, construction, and operations of roads and bridges, rail and transit, water and wastewater, public works and utilities.

Lines of Business:
Asset Lifecycle Management, Asset Reliability, Bridge Analysis, Building Design, Civil Design, Construction, Digital Twins, Geotechnical Engineering, Hydraulics and Hydrology, Mine Design, Mobility Simulation and Analytics, Modeling and Visualization, Offshore Structural Analysis, Pipe Stress and Vessel Analysis, Plant Design, Project Delivery, Reality Modeling, Structural Analysis, Structural Detailing, Utilities and Communications Network

The Challenge

The Client wanted to promote a new software to a larger audience in the Asean region, a lighter version of its flagship product which is a 100% cloud-based solution for increasing the speed and quality of infrastructure design collaboration.

Being a trusted name by top AEC organizations worldwide, the infrastructure software leader wanted every phase of the project to be at the highest standard, so it mapped out a marketing campaign to raise awareness among its target customers and to acquire new potential users. To ensure the success of the plan, the Client outsourced a marketing campaign to augment their internal efforts.

The Callbox Solution

Callbox designed an Account-based Marketing Lead Generation and Appointment Setting campaign for the Client which consisted of:

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

The Goals

  • The Callbox team was to generate potential leads to help the Client gain new customers.
  • To call prospects and offer them the new software, and identify their pain points or upcoming needs.
  • To generate interest and set appointments with prospects for a discussion with the Client’s sales representatives.

Below is the campaign’s two-step process:

Account Research and Selection

  • The Client specified their target industries, locations, and decision makers.
  • Callbox filtered the Client’s ideal customer profile which served as a basis for identifying qualified accounts.
  • Callbox compiled a list of potential contacts to target which was reviewed and approved by the Client

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they want the outbound campaign to engage. The profiles consisted of detailed demographic and firmographic segmentations.
  2. The buyer personas designated as the campaign’s primary targets were Project Lead, Project Coordinator, Project Architect, Design Lead, Engineering Coordinator, Project Director, BIM Manager/Director, Principal Architect
  3. The master contact list was segmented based on these two personas, and was further grouped according to industry type.

Results

Overall, the ABM campaign produced a total of 82 Sales Qualified Leads, 325 MQLs.

Governance & Cyber Risk Lead Secured New Potential Customers with Callbox ABM

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The Client

The Client is a leading governance and cyber risk company, providing global customers with Cloud & Cyber Security, Compliance Services, Risk & Governance, Red Teaming & Penetration Testing, Health Checks, and PCI DSS, ISO27001, ISM/IRAP certifications.

The Challenge

The Client needed an extension team to promote their products and services, and to give their business development team enough time to focus on nurturing and closing deals. Aside from generating new potential clients, they also wanted to find a long-term lead generation partner.

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 Goals

  • The Callbox team was to build a list of prospective companies to market the Client’s products and services.
  • To call and promote Governance and Risk Compliance, PCI-DSS, Cyber Security Assessment, ISO 27001 Certification with the target prospects to generate interest, and help identify pain points or upcoming needs.
  • Schedule phone, online, or office meetings with interested prospects.
  • Submit two types of leads: Sales Qualified Lead (SQL) and Marketing Qualified Lead (MQL).
  • Help generate registrations to the Client’s webinar event.

The campaign involved two key steps:

Account Research and Selection

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

Account and Prospect Profiling

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

Results

The Account-Based Marketing Lead Generation and Appointment Setting campaign delivered 60 Sales Qualified Leads and 70 Marketing Qualified Leads.

The campaign is ongoing, and the Callbox team is consistently delivering high potential leads that the Client can nurture and easily convert into customers.

Callbox Beat Software Firm’s Tough Selling Point Via ABM Campaign

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The Client

The Client is a leading global provider of modern endpoint management and security solutions. Its products empower enterprise IT teams to manage and secure endpoints with unparalleled speed and at massive scale, and help eliminate the need for a vast IT infrastructure and automate countless endpoint management tasks for many of the world’s largest enterprises.

The Challenge

The Client was looking for a lead generation agency that supports a multi-channel approach and has a good database for Asia. After checking on a few proposals, they shortlisted those with experience working with startups, but the decision boiled down to Callbox due to the latter’s competitive edge in services, price, and holistic approach.

The Callbox Solution

Callbox designed an Account-Based Marketing Lead Generation and Appointment Setting campaign for the Client that would help them identify the right targets, expand the database to engage more stakeholders, and convert more qualified leads into customers. The program 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 Goals

  • The Callbox team was to contact the Client’s target accounts, and look for more stakeholders in the decision making process to expand the database.
  • Generate leads, set appointments, and gather registrations for the webinar.
  • Utilize different channels to build brand awareness.
  • To look for channel partners in the APAC region.

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: SCCM/Endpoint/Config Manager/IT Administrator, Cybersecurity Team, VP of IT/IT Manager/Director of IT
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The Client has a unique selling proposition, but the Callbox team managed to generate quality leads that they can work with from both the lead generation campaign and webinar event.

Overall, the six-month campaign generated 24 Sales Qualified Leads, 124 Marketing Qualified Leads, and 328 Webinar Registrations.

Multi-Touch, Multi-Channel ABM Brought New Business for Medical Imaging Firm

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The Client

The Client provides world-class Post-processing Analysis and Reporting services for the healthcare industry, and Secure CT and MR Image & Analysis and Reporting for research communities through innovative software-free cloud-based post-processing solutions.

The Challenge

The Client previously relied on SEO, email campaigns, networking and referrals to generate leads, but none among these methods had brought a good number of qualified leads to the business, and most of which were not fit for their service.

Confident that with the right marketing staff and strategies in place, they surely could generate better quality leads for their business development team. So, from a list of third-party lead generation providers which they filtered through online search, they preferred to work with Callbox.

Callbox and the Client collaborated in planning out a campaign scheme that would refine their process which would carry out a broad range of campaign activities such as building a database of contacts, and creating content and strategizing for voice, email and social media outreach channels.

The Callbox Solution

Based on the Client’s needs and preferences, Callbox customized 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 Product Knowledge

The Goals

  • The Callbox team was to generate leads and set meetings with qualified prospects for the Client’s business development team.
  • Reach out to prospects through email, web and social media to build brand awareness.

Below is the two-step campaign process:

Account Research and Selection

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

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they 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 Director of Radiology, Director of Imaging, Chief of Radiology, Chief of Imaging, Head of Radiology, Head of Imaging, Radiology Administrator, Imaging Administrator, Radiology Manager, Imaging Manager
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The Account-based Marketing Lead Generation & Appointment Setting campaign yielded 199 Sales Qualified Leads, 335 Marketing Qualified Leads, and 15 RSVPs.

Client Feedback

“They communicate very well in our weekly call and are able to articulate challenges well. We’re happy with them and have no complaints. “We’ve definitely gained business tied to work that Callbox does.”

How Callbox Became Planning Software Firm’s Lead Generation Axis

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The Client

The Client is a supply chain management and sales and operation planning software company that provides Digital Transformation, Disruption and Volatility, Talent and Change, and Sustainability to a wide range of industries. Its industry-proven applications and extensible, cloud-based supply chain planning platform empowers planners, business leaders and IT professionals to know sooner, act faster, and remove waste.

The Challenge

The Client was looking for a Lead Generation agency that supports a multi-channel approach to help them generate leads and build their database. The selection was fast and easy – from a number of proposals that they have received from top B2B marketing providers, they chose Callbox, as the latter’s broad range of services seemed to best meet their requirements.

The Callbox Solution

Based on what both parties have discussed such as the Client’s needs, marketing goals and targets, Callbox designed an annual Account-Based Marketing Lead Generation and Appointment Setting campaign that would help build their customer base and widen their geographic reach at the same time. The program 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 Goals

  • The Callbox team was to contact the Client’s target accounts, and promote a supply chain planning solution.
  • Send out prospecting emails that contain the Client’s offerings to generate interest; opened emails will be prioritized during the call.
  • Manage a social media account to help build connections
  • To gather webinar registrations

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 want the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations.
  2. Identified as the campaign’s primary targets: Director of Billing, CTO, VP Finance, Product Manager, C-suite, IT Director/Manager, General Manager, Operations Director, Sales & Marketing Heads, Business Development Manager, and Controller.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The annual Account-Based Marketing Lead Generation and Appointment Setting campaign has just capped its 6th month, and has so far delivered 60 Sales Qualified Leads and 342 Marketing Qualified Leads. The Webinar gathered 130 RSVPs.

Callbox Captured More SQLs for Malware Hunter Than Expected

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The Client

The Client is one of the trusted names in cybersecurity in the IT industry, providing Next-Gen Antivirus, Enterprise Class Protection, Detection, and Remediation, Advanced Server Protection, Cloud-Based Security Management, and Services Platform. They are a team of bold malware hunters, software engineers, and security industry veterans, and their innovative technology has been awarded six patents since its inception

The Challenge

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

Although they regularly send out updates about their product, and regularly hold online and in-person events, the cybersecurity leader still opted to hire a third-party lead generation company to help them speed up information dissemination to potential customers, to generate quality leads that are highly convertible to sales in order to grow their customer base.

The Callbox Solution

The malware expert specified their needs, and based on these specifications, Callbox designed an Account-Based Marketing Lead Generation and Appointment Setting campaign which consisted of:

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

The Goals

  • The Callbox team was to introduce and promote the Client’s Endpoint Security Solution
  • To pre-qualify the prospects based on a specific qualified lead criteria
  • Schedule meetings with the prospects and the Client’s representatives via Zoom or face to face meeting if prospects are within target location

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

Results

The Lead Generation and Appointment Setting campaign produced a total of 64 Sales Qualified Leads, 176 Marketing Qualified Leads, and 442 Social Media Connections.

The campaign results showed that the Callbox team generated an average of 10 leads per month which exceeded the Client’s monthly pThe campaign results showed that the Callbox team generated an average of 10 leads per month which exceeded the Client’s monthly projection of 8.

 

Callbox ABM Delivered Beyond Target MQLs for Cloud Computing Leader

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The Client

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

The Challenge

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

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

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

The Callbox Solution

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

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

The Campaign Goals

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

Account Research and Selection

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

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they want the outbound campaign to target which consisted of detailed demographic and firmographic segmentations
  2. The campaign’s target prospects were CIO, VP/Director of IT, Cloud Teams and Architects, CFO
  3. The master contact list was segmented based on these personas and was further grouped according to industry type

Results

So far, the campaign delivered 518 Opt-In Marketing Qualified Leads, 63 Sales Appointments, and 43 Webinar Registrations.

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

World’s No 1 CRM’s Holiday Campaign Engaged More Customers with Callbox ABM

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The Client

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

The Challenge

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

The project is a holiday 5-seat campaign which the Callbox team would carry out to nurture the Client’s follow-ups, and generate new leads at the same time.

The Callbox Solution

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

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

The goals were for the Callbox team to:

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

Account Research and Selection

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

Account and Prospect Profiling

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

Results

The 5-seat Lead Tele-nurturing program ran for 5 weeks aimed to fully cover the large database of contacts needed to be engaged for the holiday period.

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